Lesson 1Sales performance metrics: units sold, average order value, conversion rateDis section explain sales performance KPIs such as units sold, AOV, an conversion rate. Learners connect funnel stages to metrics, segment results by channel an product, an use trends fi diagnose pricing, assortment, an UX issues.
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)Dis section introduce advanced retail BI KPIs such as basket affinity, markdown rate, an lost sales estimates. Learners see how dese metrics reveal behavior, optimize pricing an assortment, an complement core operational 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 marginDis section explain gross margin, margin by product an promotion, an contribution margin. Learners link revenue, discounts, an costs to profitability, an use margin KPIs fi guide pricing, assortment, an promotional investment 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)Dis section cover customer KPIs including return rate, repeat purchase rate, an CLV. Learners segment customers, track lifecycle value, an connect customer metrics to acquisition, retention, an experience improvement strategies.
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, CACDis section cover marketing channel an campaign KPIs, including attribution, CAC, an ROI. Learners see how fi track spend, evaluate performance across channels, an link marketing metrics to downstream sales an profit outcomes.
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 orderDis section examine fulfillment an operations KPIs such as order cycle time, on-time delivery, an fulfillment cost per order. Learners connect service levels an cost, an use metrics fi improve logistics, staffing, an process design.
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)Dis section define revenue an revenue segmentation KPIs, explaining wha dem measure, why dem matter, an key data sources. Learners slice revenue by channel, product, an customer fi uncover growth an mix optimization opportunities.
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 consistencyDis section focus pon defining metrics an calculation rules fi ensure consistency. Learners standardize formulas, time windows, an filters, manage KPI versions, an document definitions so stakeholders interpret dashboards de same way.
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 rateDis section detail inventory KPIs such as stock level, stock-out rate, days of inventory, an sell-through. Learners connect dese metrics to replenishment, allocation, an markdown decisions, balancing availability, cost, an working 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)Dis section map each KPI to its required source systems, including POS, e-commerce, ERP, WMS, CRM, an web analytics. Learners identify ownership, grain, an latency, an design data flows dat support consistent, trusted KPI reporting.
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 impactDis section explore financial health KPIs including net revenue retention an de impact of refunds an chargebacks. Learners reconcile revenue wid deductions, monitor leakage, an link financial KPIs to customer an risk behaviors.
Net revenue retention componentsRefunds, returns, and allowancesChargebacks and dispute analyticsRevenue leakage root-cause analysisAligning finance and BI views
