Lesson 1Sales performance metrics: units sold, average order value, conversion rateThis part explains sales key performance indicators like units sold, average order value, and conversion rate. Learners link sales funnel steps to measures, group results by channel and product, and use patterns to spot pricing, assortment, and user experience problems.
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 in advanced retail business intelligence key performance indicators like basket affinity, markdown rate, and lost sales guesses. Learners see how these show behaviour, improve pricing and assortment, and add to main operations key performance indicators.
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 connect income, discounts, and costs to profit, using margin key performance indicators to guide pricing, assortment, and promotion 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 key performance indicators like return rate, repeat buy rate, and customer lifetime value. Learners group customers, follow life cycle value, and link customer measures to getting, keeping, and improving 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 key performance indicators, including attribution, customer acquisition cost, and return on investment. Learners 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 key performance indicators like order cycle time, on-time delivery, and fulfillment cost per order. Learners connect service levels and cost, using 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 defines revenue and revenue grouping key performance indicators, explaining what they measure, why important, and main data sources. Learners cut revenue by channel, product, and customer to find growth and mix improvement 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 measures and calculation rules for sameness. Learners standardise formulas, time periods, and filters, handle key performance indicator versions, and record meanings so stakeholders 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 part details inventory key performance indicators like stock level, stock-out rate, days of inventory, and sell-through. Learners link these to restocking, sharing, and markdown decisions, balancing supply, cost, and working 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 part maps each key performance indicator to needed source systems, including point of sale, e-commerce, enterprise resource planning, warehouse management system, customer relationship management, and web analytics. Learners spot ownership, detail level, and delay, designing data flows for steady, trusted key performance indicator 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 explores financial health key performance indicators including net revenue keeping and refunds and chargebacks effects. Learners match revenue with cuts, watch leaks, and link financial key performance indicators to customer and risk actions.
Net revenue retention componentsRefunds, returns, and allowancesChargebacks and dispute analyticsRevenue leakage root-cause analysisAligning finance and BI views
