What Actually Matters for GTM Teams
Move beyond activity metrics. Live GTM metrics focus on timing, judgment, and revenue impact.
What Static GTM Teams Track Today
Static GTM tools focus on activity metrics. Open rates and click rates are diagnostic—they help you understand what happened. But they're not strategic—they don't tell you when to act or how to prioritize.
Emails sent
Activity volume
Accounts touched
Reach metrics
Open rates
Engagement proxy
Click-through rates
Interest indicator
Links clicked
Interaction tracking
Sequences completed
Workflow completion
Static GTM Metrics vs Live GTM Metrics
Activity Metrics
Moment-Led Metrics
Why These Metrics Fall Short for Revenue Leaders
Revenue leaders ask different questions than activity dashboards answer.
Activity ≠ Impact
Sending more emails doesn't mean more revenue. Acting at the right moment does.
Volume ≠ Timing
Touching 1000 accounts means nothing if you're too early or too late.
Busy Dashboards ≠ Pipeline Confidence
High activity metrics can hide poor timing and missed opportunities.
Questions CROs Actually Ask:
- Are we acting at the right time?
- Are we responding fast enough to real intent?
- Are we spending effort where it matters?
The Shift to Live GTM Metrics
Live GTM is built around the idea that revenue is created in moments — not campaigns. Kampaign.ai is the execution system for Live GTM.
The Moment-Led Flow
Signal
Something changed
Moment
Clear reason to act
Action
One-click execution
Outcome
Revenue impact
This flow — from signal detection to revenue outcome — is what matters. Not how many emails you sent. Not your open rate. Speed-to-action and revenue per moment.
The New Metrics That Matter
Metrics that help revenue leaders make better decisions about timing, resource allocation, and execution quality.
Moment Quality Metrics
Moment Acceptance Rate
Percentage of detected moments that result in action
Why it matters: Shows if your team recognizes and acts on real opportunities
Confidence-to-Action Curve
How signal strength correlates with action rates
Why it matters: Helps calibrate which signals deserve immediate response
Speed Metrics
Time-to-Action
Average time from signal detection to execution
Why it matters: Revenue opportunities decay. Speed matters.
Moment Expiry Loss
Revenue lost from moments that expired before action
Why it matters: Quantifies the cost of slow response times
Execution Discipline Metrics
Messages per Account (moment-based)
Average outreach per account, triggered by moments
Why it matters: Ensures you're not over-communicating or under-communicating
Moment Spend Efficiency
Cost per moment action vs. revenue generated
Why it matters: Optimizes resource allocation to highest-impact moments
Revenue Leverage Metrics
Revenue per Moment
Average revenue generated from each moment action
Why it matters: The ultimate measure of moment quality and execution
Cost per Qualified Conversation
Total cost to generate a meaningful buyer conversation
Why it matters: Focuses on quality conversations, not just activity
Learning & Insight Metrics
Top-performing signals by ICP
Which signals drive the most revenue for your ideal customer
Why it matters: Helps you prioritize which signals to monitor and act on
Best channel per moment type
Which execution channel (email, LinkedIn, call) works best for each signal type
Why it matters: Optimizes channel selection for maximum impact
Moment decay curves
How quickly different signal types lose value over time
Why it matters: Informs urgency and prioritization decisions
Moment Value Over Time
Revenue opportunities decay. The faster you act, the more value you capture.
Revenue Efficiency Comparison
Moment-led execution generates more revenue with less effort.
What Changes When Teams Manage to These Metrics
Less spam, more precision
Faster response to intent
Better coaching conversations
Higher pipeline confidence
Predictable revenue motion
Stop Measuring Activity. Start Managing Revenue Moments.
See how Live GTM metrics help revenue teams make better decisions and drive predictable outcomes. Kampaign.ai is the execution system for Live GTM.