Lesson 1Sales performance metrics: units sold, average order value, conversion rateThis part explains sales KPIs like units sold, average order value, and conversion rate. You'll link sales steps to measures, break results by channel and product, and use patterns 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. You'll see how they show customer ways, 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. You'll connect sales, cuts, and costs to profit, using margin KPIs to guide pricing, assortment, and promo spending choices.
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 customer lifetime value. You'll group customers, follow their value over time, and link measures to getting, keeping, and bettering customer experience.
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, customer acquisition cost, and ROI. You'll track spending, check performance across channels, and link marketing measures to later sales and profit.
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 cost per order. You'll link service quality and cost, using measures to better logistics, staff, and processes.
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 split KPIs, explaining what they track, why important, and main data sources. You'll cut revenue by channel, product, 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 stresses setting metrics and calc rules for sameness. You'll standardise formulas, time frames, filters, handle KPI changes, and note meanings 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 inventory, sell-through. You'll link to restock, assign, markdown choices, balancing stock, cost, 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 source systems like POS, e-com, ERP, WMS, CRM, web analytics. You'll spot owners, detail level, delay, design 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 checks financial health KPIs like net revenue keep and refunds/chargebacks effect. You'll match revenue to cuts, watch leaks, link financial KPIs to customer and risk ways.
Net revenue retention componentsRefunds, returns, and allowancesChargebacks and dispute analyticsRevenue leakage root-cause analysisAligning finance and BI views
