Metric
ACV
Also known as: Annual Contract Value
Annual Contract Value — the annual value of an individual customer contract.
ACV (Annual Contract Value) is the annualized value of one specific customer contract. Differs from ARR: ARR is your total book, ACV is per-deal.
ACV strongly determines your sales process shape. Low ACV (< €5K): self-serve or SDR-only. Mid ACV (€5-25K): AE with SDR support. Enterprise ACV (€25K+): AE with SE/solution architect support and long sales cycle.