• Table of Contents

  • 10 KPIs Every CMO Should Track Weekly
  • 1. Customer Acquisition Cost (CAC)
  • 2. Marketing-Qualified Leads (MQLs)
  • 3. Pipeline Velocity
  • 4. Customer Lifetime Value (CLV)
  • 5. Conversion Rate by Funnel Stage
  • 6. Return on Marketing Investment (ROMI)
  • 7. Churn Rate
  • 8. Share of Voice (SOV)
  • 9. Website Engagement Metrics
  • 10. Campaign Attribution Accuracy
  • Truth Bomb

10 KPIs Every CMO Should Track Weekly

If you’re a CMO still measuring success by impressions and “brand awareness,” it’s time for a wake-up call. The marketing landscape has evolved, and so should your dashboard. Vanity metrics are the sugar highs of marketing—they feel good but crash hard. What you need are KPIs that actually move the needle. These 10 metrics are the real deal: they drive growth, enforce accountability, and give you the strategic clarity to lead—not just report. Track them weekly—or risk becoming irrelevant.

1. Customer Acquisition Cost (CAC)

Let’s start with the one that makes CFOs sweat and CMOs squirm: Customer Acquisition Cost. If you don’t know how much it costs to acquire a customer, you’re not running a marketing department—you’re running a casino.

Track CAC weekly to:

• Spot inefficiencies in your funnel
• Align spend with revenue outcomes
• Justify budget increases with data, not hope

Pro tip: Break CAC down by channel. If your paid social CAC is triple that of organic search, it’s time to reallocate—or renegotiate with your agency.

2. Marketing-Qualified Leads (MQLs)

Yes, MQLs still matter—if you define them correctly. An MQL isn’t just someone who downloaded your whitepaper. It’s someone who’s shown real buying intent. Weekly tracking helps you:

• Gauge campaign effectiveness in real time
• Keep sales and marketing aligned (or at least civil)
• Identify lead quality issues before they become pipeline problems

And if your MQLs are up but conversions are down? That’s not a win—it’s a warning.

3. Pipeline Velocity

Here’s a KPI that separates the marketers from the magicians. Pipeline velocity tells you how fast leads are moving through your funnel. It’s the difference between a bloated CRM and a revenue engine.

Track it weekly to:

• Identify bottlenecks in your sales process
• Forecast revenue with more accuracy
• Prove marketing’s impact on sales speed

Slow velocity? Time to audit your nurture sequences and sales enablement content.

4. Customer Lifetime Value (CLV)

CLV isn’t just a finance metric—it’s a marketing north star. If you’re acquiring low-value customers, you’re not scaling—you’re bleeding.

Weekly CLV tracking helps you:

• Optimize targeting and segmentation
• Justify higher CAC for high-value segments
• Build smarter retention strategies

Remember: not all customers are created equal. Some are just more expensive liabilities.

5. Conversion Rate by Funnel Stage

Tracking overall conversion rate is like checking your weight once a month and calling it fitness. You need to know where the drop-offs happen.

Break it down weekly by:

• Landing page to lead
• Lead to MQL
• MQL to SQL
• SQL to closed-won

Each stage tells a story. If you’re losing leads between MQL and SQL, it’s not a lead gen problem—it’s a sales enablement issue.

6. Return on Marketing Investment (ROMI)

ROMI is the KPI that makes boardrooms lean in. It’s not just about spend—it’s about return. Weekly tracking gives you the agility to pivot fast and double down on what’s working.

Calculate ROMI like this:

• (Revenue from marketing – marketing cost) / marketing cost

If your ROMI is negative, you’re not investing—you’re donating.

7. Churn Rate

Churn is the silent killer of growth. You can’t out-market a leaky bucket. Weekly churn tracking helps you:

• Spot retention issues early
• Align marketing with customer success
• Build campaigns that drive loyalty, not just acquisition

High churn? Time to stop selling dreams and start delivering value.

8. Share of Voice (SOV)

SOV isn’t just a PR metric—it’s a competitive weapon. If you’re not being talked about, you’re being ignored. Weekly SOV tracking across digital channels helps you:

• Benchmark against competitors
• Identify content gaps and opportunities
• Measure brand momentum in real time

And no, being “top of mind” doesn’t count if you’re not top of search.

9. Website Engagement Metrics

Traffic is vanity. Engagement is sanity. Weekly tracking of bounce rate, time on site, and pages per session tells you if your content is actually working—or just existing.

Look for:

• High bounce rate? Your UX sucks or your targeting’s off.
• Low time on site? Your content isn’t sticky.
• Few pages per session? Your funnel’s got dead ends.

Fix the experience, not just the traffic.

10. Campaign Attribution Accuracy

If you can’t attribute revenue to campaigns, you’re not doing marketing—you’re doing hope. Weekly attribution audits help you:

• Validate your tech stack and data hygiene
• Prove ROI to stakeholders
• Make smarter budget decisions

Multi-touch attribution isn’t optional anymore—it’s table stakes.

Mark Gabrielli
Founder, Mark CMO
[email protected]
www.linkedin.com/in/marklgabrielli