MeasureLink 6 — Attribution + Decision Intelligence

Revenue Chain KPI Dictionary

Single, shared definition of every metric named across the Revenue Leak Repair Kit so that 'baseline', 're-measurement', and 'recovered' mean the same thing at every step of Diagnose → Measure → Quantify → Prioritize →…

Purpose

Data Integrity

Note: This dictionary defines metrics and formulas only. It contains NO benchmark values, target thresholds, or performance claims. Any target is set by the user against their own measured baseline. Calculator industry defaults are editable planning assumptions, not audited industry data, and must never be cited here as benchmarks.
Unknown Policy: A metric with no reliable data source is recorded as Unknown and routed to a measurement plan. Unknown is never treated as 0, as 'fine', or as a disqualified leak.

Conventions

Direction: higherIsBetter means a larger value is healthier; lowerIsBetter means a smaller value is healthier.
Window: Every KPI must be measured over a stated window and compared only against the same window.
Confidence: Every recorded value carries a confidence: measured, estimated, or unknown.

Kpis By Link

Link: 1
Link Name: Demand + Source
Kpis: {"id":"L1.tracked_source_coverage","name":"Tracked-source coverage","definition":"Share of leads arriving with a trustworthy, resolvable source.","formula":"leads_with_trusted_source / total_leads","unit":"percent","direction":"higherIsBetter","typicalSource":"CRM source field, UTM capture"}; {"id":"L1.qualified_lead_rate_by_source","name":"Qualified-lead rate by source","definition":"Share of leads from a source that meet the qualification standard.","formula":"qualified_leads_from_source / leads_from_source","unit":"percent","direction":"higherIsBetter","typicalSource":"CRM, qualification records"}; {"id":"L1.cost_per_qualified_lead","name":"Cost per qualified lead","definition":"Spend required to produce one qualified lead from a source.","formula":"source_spend / qualified_leads_from_source","unit":"currency","direction":"lowerIsBetter","typicalSource":"Ad platform spend + CRM"}; {"id":"L1.source_to_revenue_rate","name":"Source-to-revenue rate","definition":"Share of a source's leads that become booked revenue.","formula":"revenue_deals_from_source / leads_from_source","unit":"percent","direction":"higherIsBetter","typicalSource":"Attribution reconciliation (see Link 6)"}

Link: 2
Link Name: Speed-to-Lead
Kpis: {"id":"L2.median_time_to_first_contact","name":"Median time-to-first-contact","definition":"Median elapsed time from lead creation to first two-way contact.","formula":"median(first_contact_at - lead_created_at)","unit":"minutes","direction":"lowerIsBetter","typicalSource":"CRM timestamps, telephony logs"}; {"id":"L2.first_response_sla_attainment","name":"First-response SLA attainment","definition":"Share of leads contacted within the defined first-response standard.","formula":"leads_contacted_within_sla / total_leads","unit":"percent","direction":"higherIsBetter","typicalSource":"CRM, SLA report"}; {"id":"L2.missed_lead_coverage","name":"Missed-lead coverage","definition":"Share of missed calls/forms/chats that receive a recovery contact.","formula":"missed_leads_recovered / missed_leads","unit":"percent","direction":"higherIsBetter","typicalSource":"Telephony + CRM"}; {"id":"L2.after_hours_coverage","name":"After-hours coverage","definition":"Share of after-hours leads that receive a timely response.","formula":"after_hours_leads_responded / after_hours_leads","unit":"percent","direction":"higherIsBetter","typicalSource":"CRM timestamps"}

Link: 3
Link Name: Qualification
Kpis: {"id":"L3.qualification_coverage","name":"Qualification coverage","definition":"Share of engaged leads that receive a consistent qualification.","formula":"leads_qualified / leads_engaged","unit":"percent","direction":"higherIsBetter","typicalSource":"CRM, call/chat records"}; {"id":"L3.good_fit_leakage_rate","name":"Good-fit leakage rate","definition":"Share of good-fit leads lost due to mis-qualification or false disqualification.","formula":"good_fit_leads_lost / good_fit_leads","unit":"percent","direction":"lowerIsBetter","typicalSource":"CRM review, disposition audit"}; {"id":"L3.routing_accuracy","name":"Routing accuracy","definition":"Share of qualified leads routed to the correct owner/queue on first attempt.","formula":"correctly_routed_leads / qualified_leads","unit":"percent","direction":"higherIsBetter","typicalSource":"CRM routing logs"}; {"id":"L3.handoff_context_completeness","name":"Handoff-context completeness","definition":"Share of handoffs that include required context fields.","formula":"complete_handoffs / total_handoffs","unit":"percent","direction":"higherIsBetter","typicalSource":"CRM handoff record"}

Link: 4
Link Name: Follow-Up
Kpis: {"id":"L4.follow_up_attempt_depth","name":"Follow-up attempt depth","definition":"Average number of follow-up attempts per eligible lead before a stop condition.","formula":"total_follow_up_attempts / eligible_leads","unit":"count","direction":"higherIsBetter","typicalSource":"CRM activity log"}; {"id":"L4.no_follow_up_rate","name":"No-follow-up rate","definition":"Share of eligible leads that received zero follow-up attempts.","formula":"eligible_leads_with_zero_attempts / eligible_leads","unit":"percent","direction":"lowerIsBetter","typicalSource":"CRM activity log"}; {"id":"L4.channel_coverage","name":"Channel coverage","definition":"Share of follow-up sequences spanning more than one channel.","formula":"multi_channel_sequences / total_sequences","unit":"percent","direction":"higherIsBetter","typicalSource":"CRM/sequence tool"}; {"id":"L4.recovered_opportunity_rate","name":"Recovered-opportunity rate","definition":"Share of otherwise-abandoned leads that re-engaged via follow-up.","formula":"reengaged_leads / abandoned_eligible_leads","unit":"percent","direction":"higherIsBetter","typicalSource":"CRM"}

Link: 5
Link Name: Booking + Handoff
Kpis: {"id":"L5.qualified_to_booked_rate","name":"Qualified-to-booked rate","definition":"Share of qualified leads that become a scheduled appointment.","formula":"booked_appointments / qualified_leads","unit":"percent","direction":"higherIsBetter","typicalSource":"Scheduler + CRM"}; {"id":"L5.no_show_rate","name":"No-show / reschedule rate","definition":"Share of booked appointments that no-show or reschedule out.","formula":"(no_shows + reschedules_out) / booked_appointments","unit":"percent","direction":"lowerIsBetter","typicalSource":"Scheduler"}; {"id":"L5.scheduling_friction","name":"Scheduling-friction indicator","definition":"Average back-and-forth touches required to confirm a booking.","formula":"confirmation_touches / booked_appointments","unit":"count","direction":"lowerIsBetter","typicalSource":"CRM/scheduler"}; {"id":"L5.handoff_completeness","name":"Handoff completeness","definition":"Share of booked appointments handed off with full required context.","formula":"complete_booking_handoffs / booked_appointments","unit":"percent","direction":"higherIsBetter","typicalSource":"CRM handoff record"}

Link: 6
Link Name: Attribution + Decision Intelligence
Kpis: {"id":"L6.appointment_source_known_rate","name":"Appointment-source-known rate","definition":"Share of appointments with a resolvable originating source.","formula":"appointments_with_known_source / total_appointments","unit":"percent","direction":"higherIsBetter","typicalSource":"Attribution reconciliation"}; {"id":"L6.revenue_source_known_rate","name":"Revenue-source-known rate","definition":"Share of revenue with a resolvable originating source.","formula":"revenue_with_known_source / total_revenue","unit":"percent","direction":"higherIsBetter","typicalSource":"Attribution reconciliation"}; {"id":"L6.decision_confidence","name":"Budget-decision confidence","definition":"Documented confidence that cut/keep/scale decisions are evidence-backed.","formula":"evidence_backed_decisions / total_budget_decisions","unit":"percent","direction":"higherIsBetter","typicalSource":"Operating review record"}; {"id":"L6.spend_efficiency","name":"Spend efficiency","definition":"Revenue reconciled to source per unit of source spend.","formula":"reconciled_revenue / source_spend","unit":"ratio","direction":"higherIsBetter","typicalSource":"Attribution + finance"}

Cross Cutting Kpis

Recovered contribution

Id: X.recovered_contribution
Definition: Incremental gross contribution attributable to a verified repair, net of margin and capture cost.
Formula: (post_repair_revenue - baseline_revenue) * gross_margin - capture_cost
Unit: currency
Direction: higherIsBetter
Caution: Only counted after a leak passes the Closure test (Manual Step K). Never counted on installation alone.

Overall Revenue Chain system score

Id: X.overall_system_score
Definition: Diagnostic composite score across assessed links (0-100%).
Formula: weighted_sum(link_scores)
Unit: percent
Direction: higherIsBetter
Caution: An indicator, not a baseline. Bands: 80-100 Strong, 60-79 Partial, 40-59 Significant Gaps, 0-39 Critical Gaps.

Linked Instruments

Note: This dictionary is the single canonical source for every metric named across the Kit. The Link 6 instruments consume these definitions rather than redefining metrics, keeping one authoritative meaning for each KPI.

How to implement

Capture the baseline before you change anything, using the same method you will re-measure with.

How to verify

Record the measurement window and source so the after-measurement is comparable.

Rather not do this part yourself?

You can repair your Revenue Chain yourself with this Kit — or bring in ShiFt at any point. You do not need to finish the DIY path first.

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Done for you

ShiFt RevenueOS

ShiFt installs and operates the full Revenue Chain system for you — ConvertOS included.

See RevenueOS