Lesson 1Sales performance metrics: units sold, average order value, conversion rateThis section explains sales KPIs like units sold, average order value, and conversion rate. Learners link sales steps to measures, group by channel and product, and use changes to find issues in pricing, assortment, and user ways.
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 section brings advanced retail BI KPIs like basket affinity, markdown rate, and lost sales guesses. Learners see how these show actions, improve pricing and assortment, and add to main work 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 section explains gross margin, margin by product and promotion, and contribution margin. Learners link sales, cuts, and costs to profit, and use margin KPIs to guide pricing, assortment, and promotion 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 section covers customer KPIs like return rate, repeat buy rate, and customer lifetime value. Learners group customers, follow life value, and link customer measures to getting, keeping, 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 section covers marketing channel and campaign KPIs, like attribution, customer get cost, and return on spend. Learners track spending, check work 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 section looks at fulfillment and operations KPIs like order time, on-time delivery, and fulfillment cost per order. Learners link service levels and cost, and use measures to better logistics, staff, and process plans.
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 section sets revenue and revenue group KPIs, saying what they measure, why important, and main data places. Learners cut revenue by channel, product, customer to find growth and mix better 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 section works on setting measures and calculation rules for sameness. Learners set standard ways, time parts, and filters, handle KPI changes, and write meanings so people read 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 section details inventory KPIs like stock level, stock-out rate, days of stock, and sell-through. Learners link these to restock, share, and cut price choices, balancing have, cost, and work money.
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 section maps each KPI to needed source systems, like POS, e-commerce, ERP, WMS, CRM, web analytics. Learners find owners, detail, 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 section looks at money health KPIs like net revenue keep and refunds, chargebacks effect. Learners match revenue with cuts, watch leaks, and link money KPIs to customer and risk actions.
Net revenue retention componentsRefunds, returns, and allowancesChargebacks and dispute analyticsRevenue leakage root-cause analysisAligning finance and BI views
