Home / Phase-5 / Metrics for GTM Success
Phase 5
Metrics for GTM Success
A go-to-market (GTM) strategy is only as strong as the metrics used to measure it. While launch energy and creative campaigns are critical, data is what confirms whether your GTM plan is working. Tracking the right KPIs helps PMs and product marketers validate assumptions, optimize execution, and prove ROI to leadership. This module breaks down the most important GTM metrics across acquisition, retention, and revenue, explains how to calculate them, and highlights how to interpret them for continuous improvement.
1
Why GTM Metrics Matter
Metrics connect GTM efforts to company OKRs, create accountability, enable optimization, and provide compelling proof to investors and stakeholders about traction and sustainability.
2
Core GTM Metrics to Track
Acquisition & Growth
- Customer Acquisition Cost (CAC)
- New User Growth Rate
- Qualified Leads (MQLs, SQLs, PQLs)
Retention & Engagement
- Customer Activation Rate
- Churn Rate
- Net Promoter Score (NPS)
- Support Tickets
Revenue & Profitability
- Monthly/Annual Recurring Revenue (MRR/ARR)
- Customer Lifetime Value (LTV)
- Return on Ad Spend (ROAS)
Awareness & Top-of-Funnel
- Organic Search Traffic
- Click-through Rate (CTR)
- Bounce Rate
- Time-on-Page
3
Key Takeaways
- GTM metrics are decision tools for PMs to adapt strategy.
- Balance short-term launch metrics (CAC, traffic) with long-term sustainability metrics (LTV, churn, NPS).
- Always contextualize metrics with qualitative feedback from surveys, interviews, and sales insights.
- What gets measured gets improved, but what gets interpreted drives growth.