Metric P25 P50 P75 Direction Managed services gross margin (COGS only) 45% 50% 60% Higher is better

Sales cycle (days) 14 30 60 Lower is better

Close rate % (qualified → won) 20% 30% 40% Higher is better

Revenue churn % (monthly) 0.6% 1.1% 1.7% Lower is better

Payment terms (days to cash) 10 20 30 Lower is better

Upfront cash before delivery 1.0× MRR 1.0× MRR 1.0× MRR Higher is better (but mostly a cash-drag reducer)

CAC payback (months) 12 15 18 Lower is better