You’re probably here because you’ve got a go-to-market (GTM) motion in play, but you’re not sure if it’s working—or worse, you’re stuck with a bunch of “insights” that don’t actually move the needle. This guide is for sales and marketing folks who want to use data to make real decisions, not just fill dashboards. We’ll walk through how to use Revenuehero analytics to track, measure, and (actually) improve your GTM performance—without getting lost in vanity metrics or hype.
Step 1: Get Your Revenuehero Analytics Set Up Right
Before you can optimize anything, you need to make sure you’re actually capturing the right data. Revenuehero is only as good as what you feed it.
- Integrate with your CRM and calendar. If you’re not pulling in data from Salesforce, HubSpot, or whatever you use, you’re just looking at half the picture.
- Double-check your lead sources. Make sure Revenuehero is tagging where meetings and demo requests are coming from—website forms, outbound, paid, etc. If this isn’t set up, your reports will be useless.
- Set up conversion events. What counts as success? A booked meeting? A completed demo? Define these in Revenuehero, so you’re measuring apples to apples.
Pro tip: Don’t overcomplicate your setup. More fields and tracking isn’t always better. Focus on the handful of metrics that actually connect to revenue.
Step 2: Know What to Track (And What to Ignore)
Revenuehero comes with lots of dashboards and metrics, but not all of them matter. Here’s what’s worth your time if you care about GTM performance:
Core Metrics to Watch
- Demo requests by source: See which channels are actually bringing in people who want to talk.
- Meeting completion rate: Booked is nice, but held is what counts.
- Speed to meeting: How long from request to actual conversation? Slow = lost deals.
- Rep performance: Who’s converting, and who isn’t?
- No-shows and cancellations: High numbers here mean you’re attracting the wrong folks—or your follow-up is broken.
Ignore These (Most of the Time)
- Page views on your booking widget: Who cares? If they didn’t book, it doesn’t matter.
- “Engagement” scores with no clear link to meetings or revenue.
- Charts that just look pretty but don’t tell you what to do next.
It’s easy to get distracted by shiny graphs. Stick to what helps you make decisions.
Step 3: Use Revenuehero to Spot GTM Bottlenecks
Now that you’re tracking what matters, use Revenuehero to figure out where deals are stalling or falling off.
- Look for drop-offs: Are lots of demo requests coming in, but most never turn into meetings? Maybe your form’s too complicated, or your follow-up is slow.
- Track speed to first meeting: If it’s taking days to get a prospect on the calendar, you’ll lose them to someone else. Revenuehero can show you exactly where the lag is—rep response, routing, or scheduling.
- Compare by channel: Are paid leads no-showing more than organic? Is outbound a total bust? Kill what’s not working.
- Check rep capacity: If some reps are overloaded and others are twiddling their thumbs, fix your routing.
Pro tip: Don’t just look at averages. Outliers can tell you where things are broken (or quietly working really well).
Step 4: Run Experiments and Actually Measure Impact
Here’s where most teams screw up: they try something new ("Let’s add a pre-demo qualification step!") and then forget to check if it actually helped.
With Revenuehero, you can:
- A/B test form fields: Does asking for a phone number kill conversions? Try it, measure the results, and don’t guess.
- Test meeting routing rules: Does sending demos straight to senior reps close more deals? Check your completion and conversion rates.
- Tweak follow-up timing: Set up alerts and see if faster follow-up leads to more meetings held.
- Measure by segment: Are startups converting better than enterprise? Are certain industries ghosting you? Don’t treat your pipeline like it’s all the same.
Keep your experiments simple. Change one thing at a time, give it a week or two, and then check the numbers.
Step 5: Share Real Insights—Not Just Reports
Nobody wants another hundred-slide deck full of charts. Use Revenuehero to pull just what matters and share it with sales, marketing, and leadership—fast.
- Show the “so what.” Don’t just say “meetings are up 10%.” Say “Paid LinkedIn campaigns are driving double the meetings, but most no-show. Let’s fix follow-up or reallocate budget.”
- Highlight what to stop doing. If outbound isn’t working, say so. If your SDRs are booking meetings that never happen, don’t hide it.
- Set up simple dashboards. Pick 3–5 KPIs and share them weekly. If nobody asks questions, you’re probably showing the wrong numbers.
Pro tip: Use Revenuehero’s scheduled reports, but don’t rely on them to tell the story. Add your own context—what’s working, what’s not, and what you’re trying next.
Step 6: Avoid the Most Common Pitfalls
A few honest warnings from someone who’s been there:
- Don’t chase vanity metrics. More meetings don’t always mean more revenue. Focus on meetings that turn into pipeline.
- Don’t drown yourself in data. Pick a few metrics, review them regularly, and don’t feel bad about ignoring the rest.
- Don’t automate everything. Sometimes a manual check-in lets you spot issues dashboards miss.
- Don’t expect magic. Revenuehero won’t fix a broken GTM strategy. It’ll just make the problems easier to see.
Keep It Simple and Keep Iterating
Don’t let perfect be the enemy of good. Start small: set up Revenuehero, track the handul of things that actually matter, and use what you learn to make one or two improvements at a time. Rinse and repeat.
The real power of analytics isn’t in the dashboards—it’s in helping you make decisions faster and with more confidence. That’s how you actually move the needle on GTM performance.