Metrics Overview
This reference guide explains all metrics, formulas, and calculations used in Z360 GTM Hub.
Metric Categories
Dashboard Metrics
High-level GTM performance indicators displayed on the main dashboard.
Email Outreach Metrics
Email campaign performance tracking using a cascading funnel model.
SDR Productivity Metrics
Individual and team activity tracking with target-based progress.
AI Prospecting Scoring
Lead quality scoring for AI-discovered prospects.
Quick Reference
| Metric | Section | Formula |
|---|---|---|
| GTM Health Score | Dashboard | (Velocity×40%) + (Activity×35%) + (Quality×25%) |
| Reply Rate | Replied / Opened × 100% | |
| Overall Achievement | SDR | Average of 5 metric percentages |
| Combined Lead Score | AI | Company Score + Contact Score |
Common Concepts
Percentages
All percentage metrics are displayed as 0-100 with 2 decimal precision.
Pro-rating
Targets are scaled based on working days in the selected period.
Pro-rated = Target × (Working Days / 22)Trend Calculations
Week-over-week or period-over-period change.
Trend % = ((Current - Previous) / Previous) × 100