Helpful for enterprise pricing and sales efficiency; pair with sales cycle.
Self‑serve: <$1k; SMB: $1k–$10k; Mid‑market: $10k–$50k; Enterprise: $50k–$250k+.
5 enterprise contracts totaling $600k → ACV = $600k/5 = $120k.
Mixing TCV with ACV; including one‑time services; not excluding multi‑year prepayments properly.
Sales motion slide: ACV with sales cycle and win rate; add top ICP titles/verticals.
ACV $120k | 62‑day sales cycle | 28% win rate.