Lesson 1Sales performance metrics: units sold, average order value, conversion rateThis part explains sales performance KPIs like units sold, AOV, and conversion rate. Learners will link funnel steps to measures, group results by channel and product, and use trends to spot issues with pricing, assortment, and user experience.
Traffic, sessions, and visit qualityDefining and measuring conversion rateAverage order value and driversUnits per transaction and basket sizeSegmenting sales KPIs by channelLesson 2Three to five additional retail BI KPIs discovered via research (examples: basket affinity, markdown rate, lost sales estimate)This part brings advanced retail BI KPIs like basket affinity, markdown rate, and lost sales guesses. Learners will see how these show behaviour, improve pricing and assortment, and work with main operation KPIs.
Basket affinity and cross-sell analysisMarkdown rate and price realizationEstimating lost sales from stock-outsIdentifying emerging KPIs from dataPrioritizing new KPIs for deploymentLesson 3Gross margin, margin by product and promotion, and contribution marginThis part explains gross margin, margin by product and promotion, and contribution margin. Learners will connect revenue, discounts, and costs to profit, and use margin KPIs to guide pricing, assortment, and promo spending decisions.
Gross margin vs markup definitionsAllocating discounts and promo spendMargin by product, category, and channelContribution margin and fixed costsPromo margin and cannibalization impactLesson 4Customer metrics: return rate, repeat purchase rate, customer lifetime value (CLV)This part covers customer KPIs like return rate, repeat buy rate, and CLV. Learners will group customers, track life value, and link customer measures to getting new ones, keeping them, and better experience plans.
Return rate by product and channelRepeat purchase and retention cohortsCLV models and key assumptionsCustomer segmentation by valueLinking CX initiatives to KPIsLesson 5Channel and campaign metrics: channel attribution, marketing ROI, CACThis part covers marketing channel and campaign KPIs, like attribution, CAC, and ROI. Learners will track spending, check performance across channels, and link marketing measures to later sales and profit results.
Single- vs multi-touch attribution modelsCalculating CAC by channel and campaignMarketing ROI and incremental liftAttribution data requirements and qualityOptimizing budget allocation by KPILesson 6Fulfillment and operations metrics: order cycle time, on-time delivery, fulfillment cost per orderThis part looks at fulfillment and operations KPIs like order cycle time, on-time delivery, and fulfillment cost per order. Learners will connect service levels and cost, and use measures to better logistics, staffing, and process setup.
Order cycle time componentsOn-time delivery and SLA adherenceFulfillment cost per order driversPick, pack, and ship productivityBalancing speed, cost, and qualityLesson 7Revenue and revenue segmentation (what it measures, why it matters, data sources)This part sets revenue and revenue grouping KPIs, explaining what they measure, why important, and main data sources. Learners will cut revenue by channel, product, and customer to find growth and mix chances.
Recognized vs booked revenue rulesRevenue by channel and store typeProduct and category revenue mixCustomer and region revenue splitsUsing segmentation to find growthLesson 8Metric definitions and calculation rules to ensure consistencyThis part focuses on setting metrics and calculation rules for sameness. Learners will standardise formulas, time periods, and filters, handle KPI changes, and write definitions so everyone reads dashboards the same.
Creating a KPI dictionary and ownersStandardizing formulas and filtersHandling returns, cancels, and fraudVersioning and deprecating KPIsGovernance for KPI changesLesson 9Inventory metrics: stock level, stock-out rate, days of inventory, sell-through rateThis part details inventory KPIs like stock level, stock-out rate, days of inventory, and sell-through. Learners will link these to restocking, sharing, and markdown choices, balancing stock, cost, and capital.
On-hand vs available-to-sell stockMeasuring stock-out rate and lost demandDays of inventory and coverage targetsSell-through rate by product and channelInventory KPIs for replenishment rulesLesson 10Mapping each KPI to required source systems (POS, e-commerce, ERP, WMS, CRM, web analytics)This part maps each KPI to needed source systems, like POS, e-commerce, ERP, WMS, CRM, and web analytics. Learners will find owners, detail level, and delay, and plan data flows for steady, trusted KPI reports.
KPI-to-source system responsibility matrixPOS and e‑commerce transaction data needsERP and WMS links to cost and inventoryCRM and loyalty data for customer KPIsWeb analytics for traffic and behaviorLesson 11Financial health: net revenue retention, refunds and chargebacks impactThis part looks at financial health KPIs like net revenue keeping and refunds/chargebacks effect. Learners will match revenue with cuts, watch leaks, and link financial KPIs to customer and risk actions.
Net revenue retention componentsRefunds, returns, and allowancesChargebacks and dispute analyticsRevenue leakage root-cause analysisAligning finance and BI views
