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|
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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Measure Spotlights|
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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Measure Spotlights|
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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Measure Spotlights|
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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Measure Spotlights|
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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Measure Spotlights|
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…
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Days spent in proposals as a percentage of total business sales cycle time for B2B customers
This measure calculates, for B2B customers, the number of days spent in proposals as a percentage of total business sales cycle time. Business sales cycle activities consist…
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Measure Spotlights|
Days spent in negotiations as a percentage of total business sales cycle time for B2B customers
This measure calculates, for B2B customers, the number of days spent in negotiation as a percentage of total business sales cycle time. Business sales cycle activities…
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Measure Spotlights|
Days spent in closing (won/lost) as a percentage total business sales cycle time for B2B customers
This measure calculates, for B2B customers, the number of days spent in closing (whether won or lost) as a percentage of total business sales cycle time. Business sales cycle…
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Measure Spotlights|
Sales budget personnel cost as a percentage of revenue
This measure calculates the personnel cost of sales budget as a percentage of revenue. Personnel cost refers to employee personnel compensation (salaries and wages, bonuses,…
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Sales budget systems cost as a percentage of revenue
This measure calculates the systems cost of sales budget as a percentage of revenue. Systems cost refers to a variety of expenses related to computer hardware/software,…
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Measure Spotlights|
Sales budget outsourcing cost as a percentage of revenue
This measure calculates the outsourcing cost of sales budget as a percentage of revenue. Outsourced cost refers to the total cost of outsourcing a specific process to a third…