Lesson 1Sales performance metrics: units sold, average order value, conversion rateThis part explains sales performance KPIs like units sold, average order value, and conversion rate. Learners link sales funnel steps to measures, break results by channel and product, and use patterns to spot issues with pricing, ranges, 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 introduces extra retail BI KPIs like basket affinity, markdown rate, and lost sales guesses. Learners see how these show customer behaviour, improve pricing and ranges, and add to main operations 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, margins by product and promotion, and contribution margin. Learners connect sales, discounts, and costs to profits, using 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 customer lifetime value. Learners group customers, follow lifecycle value, and link customer measures to getting new ones, keeping them, and better experiences.
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, including attribution, customer acquisition cost, and ROI. 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 KPIs like order cycle time, on-time delivery, and cost per order to fulfill. Learners connect service levels and costs, using measures to better logistics, staffing, 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 defines revenue and revenue breakdown KPIs, explaining what they track, 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 metrics and calculation rules for sameness. Learners standardise formulas, time periods, and filters, handle KPI changes, and record 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 stock, and sell-through rate. Learners link these to restocking, sharing out, and markdown choices, balancing availability, costs, and cash tied up.
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 spot ownership, detail level, and delay, designing 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 explores financial health KPIs like net revenue retention and effects of refunds and chargebacks. Learners 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
