CRO · Template · Intermediate · Saves 35+ hours
Revenue Data Dictionary Template
A template for documenting revenue data definitions and ensuring consistency.
What's included
- Standard field definitions
- Calculated metric formulas
- Data source documentation
- Update protocols
- Stakeholder responsibilities
Best used when
- Standardizing data definitions
- Resolving metric disagreements
- Onboarding new team members
- Ensuring reporting consistency
The template
The Template
FIELD DEFINITIONS
Standard Field Definitions
| Field Name | Definition | Type | Source |
|---|---|---|---|
| Lead | Person who may become customer | Record | Form/import |
| MQL | Lead meeting score threshold | Status | Automation |
| SQL | Lead accepted by sales | Status | Sales action |
| Opportunity | Active sales deal | Record | Sales |
| ACV | Annual contract value | Currency | Calculated |
| ARR | Annual recurring revenue | Currency | Calculated |
Lead Fields
LEAD FIELD DEFINITIONS
Lead Source:
Definition: How lead found us
Values: Inbound, Outbound, Event, Referral, Partner
Source: Form submission, import
Lead Status:
Definition: Current state in qualification
Values: New, Working, Qualified, Unqualified, Converted
Source: SDR/system
Lead Score:
Definition: Fit + engagement composite score
Formula: Fit score (0-50) + Engagement score (0-50)
Source: MA automation
METRIC DEFINITIONS
Calculated Metrics
REVENUE METRIC FORMULAS
CONVERSION RATES:
Lead-to-MQL = MQLs / Total Leads × 100
MQL-to-SQL = SQLs / MQLs × 100
SQL-to-Opportunity = Opps / SQLs × 100
Opportunity-to-Win = Closed Won / Total Closed × 100
VELOCITY:
Sales Velocity = (Opps × Win Rate × ACV) / Cycle Days
Average Sales Cycle = Sum(Days to Close) / Closed Deals
EFFICIENCY:
CAC = Total S&M Spend / New Customers
LTV = ARPU × Gross Margin × Avg Customer Lifespan
Magic Number = Net New ARR / Prior Quarter S&M Spend
REVENUE:
ARR = Sum(Active Contract ACV)
NRR = (Beginning ARR + Expansion - Contraction - Churn) / Beginning ARR
Metric Ownership
| Metric | Owner | Frequency | System |
|---|---|---|---|
| Pipeline | RevOps | Daily | CRM |
| Conversion | RevOps | Weekly | CRM |
| ARR | Finance | Monthly | Billing |
| CAC/LTV | Finance | Monthly | Finance system |
DATA GOVERNANCE
Data Stewardship
DATA STEWARDSHIP MODEL
DATA OWNER: RevOps Lead
Responsibilities:
☐ Define data standards
☐ Approve field changes
☐ Monitor data quality
☐ Resolve conflicts
DATA STEWARDS (by object):
Lead/Contact: Marketing Ops
Account/Opp: Sales Ops
Customer: CS Ops
Revenue: Finance
CHANGE PROCESS:
1. Submit change request
2. Review impact assessment
3. Data owner approval
4. Implementation + testing
5. Documentation update
Frequently asked questions
What is the Revenue Data Dictionary Template?
A template for documenting revenue data definitions and ensuring consistency.
Who is the Revenue Data Dictionary Template for?
It is built for CROs and their teams working on Revenue Operations. The AI coach adapts it to your company, stage, and goals.
How long does the Revenue Data Dictionary Template take to use?
It saves roughly 35+ hours versus building from scratch. Our AI coach can tailor the template to your situation in minutes, then hand you a step-by-step plan.
Is the Revenue Data Dictionary Template free?
Yes. You can read the full template and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the Revenue Data Dictionary Template?
The coach teaches you the framework, asks a few questions about your business, tailors the template to you, and gives you measurable next steps to execute.