Building your own metrics

RevOps, Business admin
Gong Forecast*
Company settings > Revenue analytics > Metrics

Metrics are quantifiable raw measures used in dashboard widgets to track and assess the performance of business processes and objectives, such as the number of bookings or a win rate.

There are two types of metrics in revenue analytics:

Basic metrics are based on a single deal/account field and aggregation type, such as average deal size or the total ARR amount of open accounts.
Formula metrics combine multiple metrics, targets, and forecast submissions.

Basic metrics

To create a new basic metric:

Note:
This procedure requires permission to manage revenue analytics

Go to Company settings > Revenue analytics > Metrics and click +New metric > Basic.
Give your metric a Name (ex: “Bookings”) and a Description (ex: “Count of won deals”, “Account penetration”) to help others understand the metric.
Select your base object. You can aggregate data related to Deals or Accounts.
Under What’s aggregated and how?, select the aggregation type and CRM field to aggregate (ex: “Average deal amount”, “Count accounts”).
Apply conditions that qualify a deal/account for this metric (ex: “Stage is Open”, “Acount source is referral” ).
Select the CRM fields that indicate the team member attribute and the Date attribute for the qualified deals/accounts.
Note:
If you can’t find the fields indicating the team member, the date attribute, or any other field by which you want to filter the deals/accounts, you may need to add them to your CRM integration (learn more about importing Salesforce fields here, and about importing HubSpot fields here). Syncing new CRM fields with Gong may take a few hours. Learn more about the data you can base your metrics on here.
Validate your settings by selecting different teams and periods in the preview area.
When you’re happy with the Preview results on the right, click Save. The metric is now available to be used in widgets.

To edit an existing metric:

Go to Company settings > Revenue analytics > Metrics, find the metric you want to change, click and then Edit, make your changes, and click Save.

Examples of basic metrics

Here’s some ideas for basic metrics and their usages:

Metric	Counts	Can be used in
Bookings ($)	Total amount of won deals	Booking attainment (KPI widget), Win rate $ (formula metric)
Open accounts (#)	Total number of open accounts	Number of created accounts by rep (custom chart)
Account ARR ($)	Total value of open accounts	Account ARR by tier/industry (custom chart)
Total lost (#)	Number of lost deals	Overall win rate (KPI widget), Team performance (performance widget)
Total lost ($)	Total amount of lost deals	Win rate $ (formula metric)
Open pipeline ($)	Total amount of open deals in the pipeline	Open pipeline by stage (custom chart)
Pipeline created (#)	Number of created deals	Number of created deals by rep (custom chart), Deals Created Current Q (KPI widget)
Avg deal size won ($)	Average amount of won deals	Current quarter ASP (KPI widget)

Formula metrics

Formula metrics combine multiple metrics, targets, and forecast submissions. If you want to base your metric on a single field and aggregation type, build a basic metric.

To create a new formula metric:

Note:
Before you build your formula metric, make sure the basic metrics and targets you wish to include in it are available.

Go to Company settings > Revenue analytics > Metrics and click +New metric > Formula.
Give your metric a Name (ex: “Win rate”) and a Description (ex: “ratio of won deals out of all closed deals”) to help others understand it. They’ll be visible to viewers of widgets and reports using this metric.
Start typing the name of the entity to add or click {} Add entity and then compose your formula using metrics/targets/forecast submissions and the available mathematical calculation symbols.
If you chose to include a forecast submission in the metric, select the forecast board (line of business), the submission category, and whether to include individual submissions or a team rollup.
1. Individual submissions reflect the latest submission provided by the selected manager or individual seller: When the manager is selected, their submission for the entire team is reflected, and when an individual seller is selected, their personal submission is reflected.
2. Team rollups reflect the total of the latest submissions of all team members reporting to the selected manager: When the manager is selected, the latest submissions of their direct reports are rolled up and displayed as a single number.
  Here’s an example of a formula expression:
Select the Format type of the result (unit, currency, percent, or custom).
Validate your formula settings by selecting different teams and periods in the preview area.
When you’re happy with the Preview results on the right, click Save. The metric is now available to be used in widgets.
Note:
Formula metrics based on targets can’t be used in custom charts.

To edit an existing metric:

Go to Company settings > Revenue analytics > Metrics, find the metric you want to change, click and then Edit, make your changes and click Save.

Examples of formula metrics

Here’s some examples of formula metrics:

Metric	Calculation based on	The math behind it
Pipeline coverage	Open pipeline (basic metric) Booking (basic metric) Booking Target (target)
Booking attainment	Booking (basic metric) Booking target (target)
Win rate $	Bookings (basic metric) Total lost (basic metric)

Best practices

To make the most out of your metrics, we recommend:

Keeping the list short

To maintain a concise and efficient metric repository and avoid duplication, we recommend utilizing these metrics and adjusting them to your business needs before building your own. A short list of metrics will ensure data alignment and standardization, where all widgets and reports are based on the same data points. If you can’t find a metric that suits your business needs within the preset metric list, build your own.

Aligning your metrics

When using multiple metrics within a formula, make sure the team member and date attributes are aligned and are pointing at the same fields, or you may encounter unexpected results.

Keeping metrics agnostic as possible

Avoid embedding time-based filters directly into the metrics. For instance, instead of creating a metric like "Open pipeline - Q3," create a general "Open pipeline" metric tied to a relevant date field, such as the creation date. You can then apply time-specific filters at the widget level.

If the metrics aren't agnostic, you'll need to create separate metrics for each time period, rather than using a single metric with flexible filters.

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