Sales & Marketing Efficiency — FY2024

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Magic Number by Quarter

FY2024 · net-new ARR ÷ prior-qtr S&M · >0.75 efficient

Unit Economics by Segment

Contribution margin vs. Avg commissions

Efficiency Scorecard

FY2024 · vs. benchmark

Pipeline Funnel

Open pipeline ARR by stage

Pipeline Coverage by Segment

Open pipeline ÷ quota · ~3× rule of thumb

CAC Payback by Segment

Months to recoup CAC on gross profit · <12 healthy