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SMART Revenue Goals
1 / 8
SMART
Revenue
Goals
1.
The
Goals
at
a
Glance
Ten
revenue
goals
carry
FY
2026.
Each
is
written
against
the
SMART
standard
and
owned
by
a
named
executive
.
Baselines
are
FY
2025
actuals
through
December
31, 2025.
01
Reach
$
28.5
M
in
ending
ARR
—
up
from
$
18.4
M
at
December
31, 2025,
a
55%
year
-
over
-
year
increase
.
T IER
1
02
Book
$
6.8
M
in
new
-
logo
ARR
— 164
closed
-
won
deals
at
a
blended
$
41,500
average
contract
value
.
T IER
1
03
Raise
net
revenue
retention
from
112%
to
118%
—
$
4.4
M
of
expansion
against
$
1.1
M
of
cohort
churn
.
T IER
1
04
Lift
gross
revenue
retention
from
91%
to
94%
—
cut
gross
churn
from
9%
to
6%
of
the
opening
base
.
T IER
1
05
Increase
average
contract
value
from
$
34,000
to
$
41,500
—
mid
-
market
$
28,600,
enterprise
$
96,800.
T IER
2
06
Improve
competitive
win
rate
from
22%
to
28%
—
measured
on
qualified
opportunities
with
a
named
competitor
present
.
T IER
2
07
Shorten
the
average
sales
cycle
from
94
days
to
78
days
— 62
days
mid
-
market
, 120
days
enterprise
.
T IER
2
08
Grow
expansion
revenue
from
$
2.6
M
to
$
4.4
M
—
upsell
,
cross
-
sell
,
and
seat
growth
inside
the
installed
base
.
T IER
1
09
Increase
marketing
-
sourced
qualified
pipeline
from
$
14.2
M
to
$
21.0
M
—
at
least
4.0×
coverage
of
the
new
-
logo
target
.
T IER
1
10
Grow
EMEA
revenue
from
$
2.1
M
to
$
4.3
M
—
from
11%
to
15%
of
total
company
ARR
.
T IER
2
2 / 8
2.
How
to
Read
a
Goal
Every
goal
below
is
written
to
the
SMART
standard
.
If
a
goal
fails
any
one
of
these
five
tests
,
it
does
not
enter
the
plan
.
S
Specific
Names
the
exact
revenue
line
,
segment
,
and
region
in
scope
.
M
Measurable
States
a
baseline
and
a
target
in
reconciled
dollars
or
percent
.
A
Achievable
Tied
to
capacity
,
headcount
,
or
a
named
lever
already
funded
.
R
Relevant
Connects
to
the
company
ARR
target
or
to
unit
economics
.
T
Time
-
bound
Carries
a
hard
date
and
,
where
useful
,
quarterly
gates
.
3 / 8
3.
Goal
Detail
01
Grow
ending
ARR
55%
to
$
28.5
M
Grow
ending
annual
recurring
revenue
from
$
18.4
M
at
December
31, 2025
to
$
28.5
M
by
December
31, 2026 —
a
55%
year
-
over
-
year
increase
.
BA SELINE
$
18.4
M
TA RGET
$
28.5
M
OWNER
Marcus
Oyelaran
,
CRO
PRIORIT Y
Tier
1 —
board
committed
S
Specific
.
Total
committed
-
contract
ARR
across
all
segments
,
products
,
and
regions
,
reported
on
a
subscription
basis
with
no
services
revenue
included
.
M
Measurable
.
$
28.5
M
in
the
revenue
dashboard
at
month
close
,
reconciled
against
the
audited
$
18.4
M
FY
2025
exit
figure
.
A
Achievable
.
Built
from
$
6.8
M
of
new
-
logo
ARR
(
Goal
02),
$
4.4
M
of
expansion
(
Goal
08),
offset
by
$
1.1
M
of
churn
(
Goal
04) —
a
bridge
already
reflected
in
signed
headcount
plans
.
R
Relevant
.
The
ARR
figure
anchors
the
Series
C
narrative
,
the
FY
2027
product
roadmap
funding
,
and
the
sales
capacity
model
.
T
Time
-
bound
.
Quarterly
gates
of
$
20.4
M
,
$
23.1
M
,
$
25.6
M
,
and
$
28.5
M
at
each
quarter
end
.
02
Book
$
6.8
M
in
new
-
logo
ARR
Close
$
6.8
M
of
new
-
logo
ARR
across
FY
2026,
up
from
$
4.9
M
in
FY
2025 —
164
closed
-
won
deals
at
a
blended
$
41,500
average
contract
value
.
BA SELINE
$
4.9
M
· 144
deals
TA RGET
$
6.8
M
· 164
deals
OWNER
Priya
Raghavan
,
VP
Sales
PRIORIT Y
Tier
1
S
Specific
.
Net
-
new
customers
only
.
Excludes
expansion
,
renewals
,
reactivations
,
and
any
services
attach
.
M
Measurable
.
Booked
ARR
tracked
weekly
in
the
CRM
,
split
$
3.8
M
mid
-
market
(133
deals
)
and
$
3.0
M
enterprise
(31
deals
).
A
Achievable
.
Requires
164
wins
across
14
quota
-
carrying
reps
— 2.9
deals
per
rep
per
quarter
.
Current
capacity
supports
179
wins
at
the
FY
2025
close
rate
,
leaving
a
9%
buffer
.
R
Relevant
.
New
logo
is
the
single
largest
contributor
to
the
$
10.1
M
of
net
ARR
growth
required
by
Goal
01.
T
Time
-
bound
.
Hard
gate
of
$
1.2
M
in
Q
1,
reviewed
at
quarter
close
;
full
target
by
December
31, 2026.
4 / 8
03
Raise
net
revenue
retention
from
112%
to
118%
Lift
trailing
-
twelve
-
month
net
revenue
retention
from
112%
to
118%
by
December
31, 2026,
supported
by
$
4.4
M
of
expansion
against
$
1.1
M
of
cohort
churn
.
BA SELINE
112%
TA RGET
118%
OWNER
Tomás
Beltrán
,
VP
Customer
Success
PRIORIT Y
Tier
1
S
Specific
.
Net
revenue
retention
for
the
FY
2025
customer
cohort
,
including
expansion
net
of
churn
and
downgrades
,
excluding
new
logos
.
M
Measurable
.
118%
on
the
December
cohort
report
,
up
from
112%
at
December
31, 2025 —
a
six
-
point
gain
worth
roughly
$
1.10
M
in
recurring
revenue
on
today
'
s
base
.
A
Achievable
.
Depends
on
the
Usage
Insights
module
reaching
40%
renewal
attach
and
two
dedicated
expansion
CSMs
hired
by
May
1 —
both
already
funded
in
the
FY
2026
operating
budget
.
R
Relevant
.
Every
percentage
point
of
NRR
is
worth
about
$
184
K
in
ARR
at
current
scale
—
materially
cheaper
than
the
equivalent
new
-
logo
bookings
.
T
Time
-
bound
.
Interim
gates
of
114%
in
June
and
116%
in
September
,
with
the
final
measure
on
the
December
cohort
.
04
Lift
gross
revenue
retention
from
91%
to
94%
Improve
twelve
-
month
gross
revenue
retention
from
91%
to
94%
across
the
FY
2026
renewal
book
,
reducing
gross
churn
from
9%
to
6%
of
the
opening
base
.
BA SELINE
91% ·
$
1.66
M
churned
TA RGET
94% ·
$
1.10
M
churned
OWNER
Tomás
Beltrán
,
VP
Customer
Success
PRIORIT Y
Tier
1
S
Specific
.
Gross
revenue
retention
—
renewal
dollars
retained
before
any
expansion
,
measured
across
the
$
12.9
M
of
ARR
scheduled
to
renew
in
2026.
M
Measurable
.
94%
on
the
December
2026
renewal
cohort
,
against
91%
for
the
2025
cohort
.
A
Achievable
.
Two
named
levers
:
moving
the
41
flagged
at
-
risk
accounts
onto
formal
Success
Plans
by
March
31,
and
cutting
involuntary
churn
from
failed
payments
from
1.8%
to
0.6%
of
billed
ARR
through
dunning
automation
in
Q
1.
R
Relevant
.
The
retained
base
is
the
denominator
for
all
expansion
.
Without
the
three
-
point
gain
,
Goal
03
is
arithmetically
unreachable
.
T
Time
-
bound
.
Success
Plans
complete
by
March
31;
dunning
automation
live
by
February
15;
final
cohort
measure
December
31, 2026.
5 / 8
05
Increase
average
contract
value
from
$
34,000
to
$
41,500
Raise
blended
new
-
logo
average
contract
value
from
$
34,000
to
$
41,500
—
$
28,600
in
mid
-
market
and
$
96,800
in
enterprise
.
BA SELINE
$
34,000
blended
TA RGET
$
41,500
blended
OWNER
Priya
Raghavan
,
VP
Sales
PRIORIT Y
Tier
2
S
Specific
.
Blended
average
first
-
year
contract
value
for
new
-
logo
deals
,
measured
at
signature
rather
than
at
renewal
.
M
Measurable
.
$
41,500
blended
,
tracked
monthly
in
CRM
and
split
by
segment
on
the
first
business
day
of
each
month
.
A
Achievable
.
Three
levers
:
the
March
packaging
change
introducing
Platform
and
Usage
tiers
,
mandatory
multi
-
year
pricing
above
250
seats
,
and
three
enterprise
AE
hires
by
April
30
to
lift
enterprise
deal
mix
from
16%
to
19%.
R
Relevant
.
Higher
ACV
covers
the
rising
cost
of
a
mid
-
market
sale
and
shortens
new
-
logo
CAC
payback
,
which
currently
sits
at
19
months
.
T
Time
-
bound
.
$
37,000
blended
gate
for
deals
closed
in
H
1;
full
$
41,500
target
on
deals
closed
July
1 –
December
31, 2026.
06
Improve
competitive
win
rate
from
22%
to
28%
Lift
the
competitive
win
rate
from
22%
to
28%
on
qualified
opportunities
where
a
named
competitor
is
present
in
the
deal
.
BA SELINE
22%
TA RGET
28%
OWNER
Elena
Fisk
,
VP
Marketing
PRIORIT Y
Tier
2
S
Specific
.
Competitive
win
rate
only
—
opportunities
where
the
CRM
competitor
field
names
one
of
the
three
primary
rivals
.
Non
-
competitive
deals
are
excluded
from
the
measure
.
M
Measurable
.
28%
of
competitive
opportunities
closed
-
won
and
reported
quarterly
from
the
CRM
competitor
field
against
the
22%
FY
2025
baseline
.
A
Achievable
.
Requires
refreshed
battlecards
for
the
three
primary
competitors
by
February
28,
structured
win
-
loss
interviews
on
60%
of
losses
,
and
mandatory
demo
certification
for
all
AEs
by
March
15.
R
Relevant
.
At
a
constant
$
32.0
M
of
competitive
pipeline
,
a
six
-
point
gain
is
worth
roughly
$
1.9
M
in
additional
new
-
logo
ARR
—
a
direct
contribution
to
Goal
02.
T
Time
-
bound
.
26%
by
June
30, 28%
by
December
31, 2026,
measured
on
closed
deals
each
quarter
.
6 / 8
07
Shorten
the
average
sales
cycle
from
94
to
78
days
Reduce
the
average
days
from
qualified
opportunity
creation
to
closed
-
won
from
94
days
to
78
days
— 62
days
in
mid
-
market
and
120
days
in
enterprise
.
BA SELINE
94
days
(71 / 138)
TA RGET
78
days
(62 / 120)
OWNER
Dana
Whitfield
,
VP
Revenue
Operations
PRIORIT Y
Tier
2
S
Specific
.
Calendar
days
between
qualified
opportunity
creation
and
closed
-
won
,
for
new
-
logo
deals
only
,
measured
separately
for
mid
-
market
and
enterprise
.
M
Measurable
.
78-
day
blended
average
,
reported
monthly
from
the
CRM
with
the
mid
-
market
and
enterprise
splits
shown
side
by
side
.
A
Achievable
.
Two
proven
levers
:
the
standard
security
-
review
package
removing
approximately
11
days
from
enterprise
evaluations
,
and
a
pre
-
approved
MSA
with
a
redline
library
and
deal
-
desk
pricing
authority
under
$
60
K
removing
approximately
9
days
from
both
segments
.
R
Relevant
.
Faster
cycles
raise
quarterly
selling
capacity
without
adding
headcount
and
pull
revenue
into
the
current
fiscal
year
,
directly
supporting
Goals
01
and
02.
T
Time
-
bound
.
Measured
on
deals
closed
in
Q
3
and
Q
4 2026,
with
a
first
read
at
the
June
30
gate
.
08
Grow
expansion
revenue
from
$
2.6
M
to
$
4.4
M
Book
$
4.4
M
of
expansion
ARR
in
FY
2026 —
upsell
,
cross
-
sell
,
and
seat
growth
inside
the
installed
base
—
up
from
$
2.6
M
in
FY
2025.
BA SELINE
$
2.6
M
TA RGET
$
4.4
M
OWNER
Tomás
Beltrán
&
Priya
Raghavan
PRIORIT Y
Tier
1
S
Specific
.
Expansion
ARR
only
—
upsell
,
cross
-
sell
,
and
seat
growth
within
existing
accounts
.
New
-
logo
and
renewal
dollars
are
excluded
.
M
Measurable
.
$
4.4
M
booked
expansion
ARR
,
tracked
monthly
and
split
across
the
four
quarters
as
$
1.1
M
,
$
1.0
M
,
$
0.9
M
,
and
$
1.4
M
.
A
Achievable
.
Requires
the
Usage
Insights
module
to
reach
40%
renewal
attach
and
two
dedicated
expansion
CSMs
to
be
in
seat
by
May
1.
Both
are
funded
in
the
FY
2026
plan
.
R
Relevant
.
Expansion
carries
a
4.1-
month
CAC
payback
against
19
months
for
new
-
logo
business
—
it
is
the
cheapest
ARR
available
to
the
company
this
year
.
T
Time
-
bound
.
H
1
gate
of
$
2.1
M
by
June
30;
full
$
4.4
M
by
December
31, 2026.
7 / 8
09
Increase
marketing
-
sourced
qualified
pipeline
from
$
14.2
M
to
$
21.0
M
Generate
$
21.0
M
in
marketing
-
sourced
qualified
pipeline
in
FY
2026,
up
from
$
14.2
M
,
delivering
at
least
4.0×
coverage
of
the
new
-
logo
ARR
target
.
BA SELINE
$
14.2
M
TA RGET
$
21.0
M
OWNER
Elena
Fisk
,
VP
Marketing
PRIORIT Y
Tier
1
S
Specific
.
Qualified
sales
-
accepted
pipeline
attributed
to
marketing
on
first
touch
,
excluding
outbound
-
sourced
and
partner
-
sourced
opportunities
.
M
Measurable
.
$
21.0
M
in
cumulative
marketing
-
sourced
qualified
pipeline
,
reported
monthly
from
the
attribution
model
and
reconciled
to
the
CRM
at
each
quarter
close
.
A
Achievable
.
Three
funded
programs
:
the
Q
2
industry
benchmark
report
launch
,
doubled
paid
search
spend
on
the
12
highest
-
intent
keywords
,
and
the
annual
user
conference
in
Denver
projected
to
generate
380
qualified
conversations
.
R
Relevant
.
Sustains
4.0×
pipeline
coverage
against
the
$
6.8
M
new
-
logo
target
.
Without
it
,
Q
3
and
Q
4
depend
on
outbound
alone
,
which
has
never
exceeded
2.6×
coverage
.
T
Time
-
bound
.
$
4.4
M
cumulative
by
March
31,
$
10.2
M
by
June
30,
$
21.0
M
by
December
31, 2026.
10
Grow
EMEA
revenue
from
$
2.1
M
to
$
4.3
M
Grow
EMEA
ARR
from
$
2.1
M
to
$
4.3
M
by
December
31, 2026 —
increasing
EMEA
from
11%
to
15%
of
total
company
ARR
.
BA SELINE
$
2.1
M
· 11%
of
ARR
TA RGET
$
4.3
M
· 15%
of
ARR
OWNER
Sofia
Lindqvist
,
GM
EMEA
PRIORIT Y
Tier
2
S
Specific
.
ARR
from
EMEA
-
domiciled
customers
in
the
Amsterdam
and
Frankfurt
entities
,
excluding
North
American
accounts
that
happen
to
be
billed
in
euros
.
M
Measurable
.
$
4.3
M
EMEA
ARR
at
December
close
,
tracked
in
the
regional
ledger
and
reported
against
the
$
2.1
M
FY
2025
baseline
.
A
Achievable
.
Requires
the
Amsterdam
team
to
grow
from
6
to
12
quota
-
carrying
reps
by
July
1,
GDPR
-
compliant
data
residency
live
in
the
Frankfurt
region
by
Q
2,
and
two
EMEA
-
specific
partner
integrations
shipped
by
September
.
R
Relevant
.
EMEA
carries
a
27%
higher
average
ACV
than
North
America
at
a
comparable
cost
to
sell
,
making
it
the
fastest
available
multiplier
on
the
new
-
logo
target
.
T
Time
-
bound
.
$
2.4
M
by
June
30;
$
4.3
M
by
December
31, 2026,
with
hiring
complete
by
July
1
as
the
gating
milestone
.
8 / 8
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