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|
Overhead cost to perform the process "manage sales orders" as a percentage of total process cost
This measure calculates the percentage of the total cost to perform the process "manage sales order" that comes from overhead cost (primary allocated costs such as occupancy,…
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Measure Spotlights|
Total revenue per sales order placed
This measure calculates the total revenue earned per sales order placed. A sales order is any request to deliver goods or services to a customer. A sales order may be in any…
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Measure Spotlights|
Percentage of revenue attributed to direct sources for the current period
This measure calculates the percentage of revenue associated with direct sources (i.e. primary business channels) for the current reporting period. As part of a set of…
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Measure Spotlights|
Percentage of revenue attributed to e-commerce for the current period
This measure calculates the percentage of revenue associated with e-commerce (i.e. over the internet) for the current reporting period. As part of a set of Supplemental…
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Measure Spotlights|
Percentage of revenue attributed to indirect sources for the current period
This measure calculates the percentage of revenue associated with indirect sources (i.e. areas other than primary business channels) for the current reporting period. As part…
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Measure Spotlights|
Percentage of total annual revenue that is generated from up-sell/cross-selling services associated with product purchases
This measure calculates the percent of total annual revenue that comes from up-selling or cross-selling services. Up-selling is a sales technique that involves offering…
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Measure Spotlights|
Marketing, sales, and R&D FTEs as a percentage of total business entity FTEs
This measure calculates the percentage of total business entity full-time equivalent employees (FTEs) that work on marketing, sales, and research and development (R&D). This…
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Measure Spotlights|
Business entity revenue per sales FTE
This measure calculates business entity revenue per sales FTE (full time equivalent). (Sales FTEs should exclude marketing and trade activities.) This Supplemental…
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Measure Spotlights|
Budget for sales & marketing as a percentage of revenue
This measure calculates the combined budgets for sales and marketing (including trade spending, if applicable) as a percentage of revenue for the reporting period. The budget…
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Measure Spotlights|
Number of sales & marketing FTEs as a percentage of total business entity FTEs
This measure calculates the percentage of business entity full-time equivalent employees (FTEs) that perform sales and marketing marketing (including trade activities, if…
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Measure Spotlights|
Number of sales & marketing FTEs per $1 billion revenue
This measure calculates the number of full-time equivalent employees (FTEs) for sales and marketing (including trade activities, if applicable), per $1 billion revenue. It is…
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Measure Spotlights|
Number of sales FTEs per $1 billion revenue
This measure calculates the number of full-time equivalent employees (FTEs) for sales (exclude marketing and trade activities), per $1 billion revenue. It is part of a set of…
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Measure Spotlights|
Budget for marketing as a percentage of revenue
This measure calculates the budget for marketing as a percentage of revenue for the reporting period. The budget for marketing is the amount an organization predicts it will…
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Measure Spotlights|
Budget for sales as a percentage of revenue
This measure calculates the total annual budget for sales as a percentage of revenue. The budget for sales is the amount an organization predicts it will expend to operate…
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Measure Spotlights|
Marketing budget per marketing FTE
This measure calculates the marketing budget per marketing full-time equivalent (FTE) employee. The budget for marketing is the amount an organization predicts it will expend…