Resource Library
APQC’s Resource Library is your source for timely and topical information to help you meet your most complex business process and knowledge management challenges. Explore our ever-growing collection of more than 5000 research-based best practices, benchmarks and metrics, case studies, and other valuable APQC content.
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Measure Spotlights|
Average B2B conversion rate through digital marketing channels
This measure calculates the average B2B conversion rate achieved through digital marketing channels like search engine marketing, social media marketing, email marketing,…
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Measure Spotlights|
Business entity revenue generated from B2B sales per active B2B customer
This measure calculates business entity revenue generated from B2B sales per active B2B customer. Active customers are customers who have purchased a business entity's…
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Business entity revenue generated from B2C sales per active B2C customer
This measure calculates business entity revenue generated from B2C sales per active B2C customer. Active customers are customers who have purchased a business entity's…
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Customer acquisition rate for B2B customers
This measure calculates the customer acquisition rate for B2B customers in the twelve month period. Customer acquisition is the percentage of total customers who made their…
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Measure Spotlights|
Customer acquisition rate for B2C customers
This measure calculates the customer acquisition rate for B2C customers in the twelve month period. Customer acquisition is the percentage of total customers who made their…
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Organic revenue growth (or decline) rate
This measure calculates organic revenue growth (or decline) rate for the twelve month period. Organic revenue includes all revenue forecasted from sales of products and…
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Planned organic revenue growth rate for the next 12-month period
This measure calculates business entity’s planned organic revenue growth rate for the next 12-month period. Organic revenue includes all revenue forecasted from sales of…
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Measure Spotlights|
Total annual marketing expenditure as a percentage of revenue
This measure calculates total marketing expenditure as a percentage of revenue for the twelve month period. The cost for marketing is the amount an organization expends to…
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Measure Spotlights|
Return on investment for the owned media marketing channel
This measure calculates total marketing ROI (Return on Investment) from owned media channels for the twelve month period. Owned media is content created and controlled by…
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Return on investment for the paid media marketing channel
This measure calculates total marketing ROI (Return on Investment) from paid media channels for the twelve month period. Paid media is content the business entity pays to…
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Percentage of total annual net sales revenue resulting from cross-selling or up-selling
This measure calculates percentage of total annual net sales revenue resulting from cross-selling or up-selling. Cross-selling is a sales technique where the seller will…
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Personnel cost budgeted to perform the sales function per sales function FTE
This measure calculates the total personnel cost budgeted to perform the sales function per sales function FTE (Full Time Equivalent). Personnel cost refers to employee…
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Closed deals with B2B customers per active B2B customer account
This measure calculates the total number of closed deals (whether won or lost) with B2B customers per active B2B customer account. Active customers are customers who have…
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Days spent prospecting as a percentage of total business sales cycle time for B2B customers
This measure calculates, for B2B customers, the number of days spent towards prospecting as a percentage of total business sales cycle time. Business sales cycle activities…
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Days spent investigating as a percentage of total business sales cycle time for B2B customers
This measure calculates, for B2B customers, the number of days spent in investigating as a percentage of total business sales cycle time. Business sales cycle activities…