Revenue Velocity Index
A 10% improvement in deal cycle time often drives 2-3× more revenue lift than a 10% lead volume increase for SMBs.
💡TL;DR
Revenue Velocity Index (RVI) is a weighted score (0-100) reflecting how quickly and efficiently revenue flows. It penalizes stale pipeline and rewards fast, high-confidence deals. For SMBs, RVI reveals that cycle time reductions usually beat sheer lead volume for growth. Use it as the north-star KPI for RevOps: each experiment should raise RVI via faster cycles, higher win rates, or healthier pipeline mix.
Definition
A composite metric that scores pipeline health by weighting deal cycle time, win rate, deal size, and active pipeline per rep. It tracks how fast revenue moves, not just how much exists.
🏢What This Means for SMB Teams
Executives see total pipeline but miss speed. RVI turns speed into a board-ready number, letting small teams prove ROI of automation and process fixes.
📋Practical Example
A 45-person HRテック（$22M ARR）がRVIを導入。基準値52。ボトルネックは商談滞留だったため、e-sign即時送付と法務QAテンプレを導入。サイクルが18.4日→13.1日に短縮、RVIは52→71に上昇。新規ARR成長率が前四半期比+19%。
🔧Implementation Steps
- 1
Define weights for cycle time, win rate, deal size, and pipeline/rep based on current strategy.
- 2
Build a weekly RVI scorecard; flag reps or segments below threshold.
- 3
Attach experiments to RVI levers (cycle, win rate, size); set 90-day targets.
- 4
Automate alerts when cycle time exceeds target or win rate dips by segment.
❓Frequently Asked Questions
Is RVI just Sales Velocity?
RVI is a normalized index (0-100) that also penalizes staleness and weighs per-rep capacity. Sales velocity is a formula; RVI is an operational scorecard tied to SLAs and decay.
How often should we recalc weights?
Quarterly. When GTM focus shifts (e.g., upmarket push), reweight toward deal size and win rate. Keep history to show trend, not just absolute.
⚡How Optifai Uses This
Optifai computes RVI weekly, highlighting cycle-time and win-rate drags per segment.
Revenue Analytics📚References
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Related Terms
Sales Velocity
A metric measuring how quickly deals move through the pipeline and generate revenue, calculated as: (Number of Opportunities × Win Rate × Average Deal Size) / Sales Cycle Length.
Pipeline Management
The process of tracking and managing sales opportunities as they move through stages, including forecasting, prioritization, and identifying at-risk deals.
Revenue Attribution Model
A causal-first framework that attributes incremental revenue to specific plays and signals using holdouts or geo splits, not just multi-touch click weights.
Action Feed
A single, prioritized stream of AI-generated tasks (calls, emails, meeting nudges) triggered by real-time buying signals. It replaces scattered alerts and static task lists with one execution rail where reps work top-to-bottom.
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