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1.005-.322 3.3 1.23c.96-.267 1.98-.399 3-.405c1.02.006 2.04.138 3 .405c2.28-1.552 3.285-1.23 3.285-1.23c.645 1.653.24 2.873.12 3.176c.765.84 1.23 1.91 1.23 3.22c0 4.61-2.805 5.625-5.475 5.92c.42.36.81 1.096.81 2.22c0 1.606-.015 2.896-.015 3.286c0 .315.21.69.825.57C20.565 22.092 24 17.592 24 12.297c0-6.627-5.373-12-12-12\"\u002F>",{"left":4,"top":4,"width":5,"height":5,"rotate":4,"vFlip":6,"hFlip":6,"body":112},"\u003Cg fill=\"none\" stroke=\"currentColor\" stroke-linecap=\"round\" stroke-linejoin=\"round\" stroke-width=\"2\">\u003Ccircle cx=\"12\" cy=\"12\" r=\"10\"\u002F>\u003Cpath d=\"M14.83 14.83a4 4 0 1 1 0-5.66\"\u002F>\u003C\u002Fg>",{"id":114,"title":115,"author":116,"body":117,"category":184,"description":185,"extension":186,"letter":187,"meta":188,"navigation":106,"path":189,"relatedTerms":190,"seo":194,"stem":195,"updatedAt":196,"__hash__":197},"glossaryFr\u002Fglossary\u002Ffr\u002Fnet-promoter-score.md","Net Promoter Score (NPS)","Tomba Team",{"type":118,"value":119,"toc":177},"minimark",[120,124,129,142,146,159,163],[121,122,123],"p",{},"Le Net Promoter Score est une métrique standardisée de satisfaction et de fidélité client basée sur une seule question : « Sur une échelle de 0 à 10, quelle est la probabilité que vous recommandiez notre produit\u002Fservice à un collègue ? » Les répondants sont classés en Promoteurs (9-10), Passifs (7-8) et Détracteurs (0-6). Le NPS se calcule en soustrayant le pourcentage de Détracteurs du pourcentage de Promoteurs.",[125,126,128],"h2",{"id":127},"points-clés","Points clés",[130,131,132,136,139],"ul",{},[133,134,135],"li",{},"Le NPS mesure la fidélité et la satisfaction client sur une échelle de -100 à +100",[133,137,138],{},"Classifie les clients en Promoteurs, Passifs et Détracteurs",[133,140,141],{},"Corrèle fortement avec la rétention client et la croissance des revenus",[125,143,145],{"id":144},"bonnes-pratiques","Bonnes pratiques",[130,147,148,156],{},[133,149,150,151],{},"Mesurer le NPS régulièrement et agir sur les retours des Détracteurs pour réduire le ",[152,153,155],"a",{"href":154},"\u002Fglossary\u002Fchurn-rate","churn",[133,157,158],{},"Segmenter les scores NPS par type de client et utilisation du produit pour identifier les schémas de satisfaction",[125,160,162],{"id":161},"outils-gratuits","Outils gratuits",[130,164,165,171],{},[133,166,167],{},[152,168,170],{"href":169},"\u002Femail-finder","Email Finder",[133,172,173],{},[152,174,176],{"href":175},"\u002Femail-verifier","Email Verifier",{"title":178,"searchDepth":179,"depth":179,"links":180},"",2,[181,182,183],{"id":127,"depth":179,"text":128},{"id":144,"depth":179,"text":145},{"id":161,"depth":179,"text":162},"Formules et métriques","Une métrique de fidélité client qui mesure la probabilité que les clients recommandent votre produit ou service à d'autres.","md","N",{},"\u002Fglossary\u002Ffr\u002Fnet-promoter-score",[191,192,193],"Churn Rate","Monthly Recurring Revenue (MRR)","Win Rate",{"title":115,"description":185},"glossary\u002Ffr\u002Fnet-promoter-score","2026-03-23","CS7gEWI0GCEDDh8-XNWzZVw-avr12DEQBX5npQrECGU",[],[200,271,343],{"id":201,"title":202,"author":116,"body":203,"category":184,"description":262,"extension":186,"letter":263,"meta":264,"navigation":106,"path":265,"relatedTerms":266,"seo":268,"stem":269,"updatedAt":196,"__hash__":270},"glossaryFr\u002Fglossary\u002Ffr\u002Fannual-recurring-revenue.md","Revenu annuel récurrent (ARR)",{"type":118,"value":204,"toc":257},[205,213,216,219,221,232,234,245,247],[121,206,207,208,212],{},"Le revenu annuel récurrent (ARR) est la valeur annualisée des revenus d'abonnement récurrents d'une entreprise. Il se calcule simplement en multipliant le ",[152,209,211],{"href":210},"\u002Fglossary\u002Fmonthly-recurring-revenue","revenu mensuel récurrent (MRR)"," par 12, ou en additionnant la valeur annualisée de tous les contrats d'abonnement actifs. L'ARR est la métrique standard pour mesurer l'échelle et le taux de croissance des entreprises SaaS et par abonnement, et c'est un facteur primordial dans la valorisation de l'entreprise.",[121,214,215],{},"L'ARR offre une vision à long terme des revenus qui lisse les fluctuations mensuelles et les variations saisonnières. Les investisseurs, les membres du conseil d'administration et les dirigeants utilisent l'ARR pour évaluer la santé de l'entreprise, comparer les performances avec les pairs et fixer des objectifs stratégiques. Le taux de croissance de l'ARR est souvent la métrique la plus importante pour la valorisation d'une entreprise SaaS, les entreprises à forte croissance bénéficiant de multiples de revenus significativement plus élevés.",[121,217,218],{},"Faire croître l'ARR nécessite une approche équilibrée entre acquisition, expansion et rétention. Les équipes commerciales ont besoin d'outils efficaces pour trouver et convertir de nouveaux clients, tandis que les équipes de succès client travaillent à développer les comptes existants et à minimiser le churn.",[125,220,128],{"id":127},[130,222,223,226,229],{},[133,224,225],{},"L'ARR est la valeur annualisée des revenus d'abonnement récurrents, généralement le MRR multiplié par 12",[133,227,228],{},"C'est la métrique principale pour mesurer l'échelle d'une entreprise SaaS et est centrale dans la valorisation de l'entreprise",[133,230,231],{},"La croissance de l'ARR dépend de l'équilibre entre l'acquisition de nouveaux clients, l'expansion et la rétention",[125,233,145],{"id":144},[130,235,236,239,242],{},[133,237,238],{},"Présenter l'ARR avec ses composantes nouveau, expansion, contraction et churn pour une transparence totale",[133,240,241],{},"Fixer des objectifs d'ARR alignés avec le stade de croissance et l'opportunité de marché de votre entreprise",[133,243,244],{},"Investir dans les stratégies d'acquisition et de rétention pour maintenir une croissance saine de l'ARR dans le temps",[125,246,162],{"id":161},[130,248,249,253],{},[133,250,251],{},[152,252,170],{"href":169},[133,254,255],{},[152,256,176],{"href":175},{"title":178,"searchDepth":179,"depth":179,"links":258},[259,260,261],{"id":127,"depth":179,"text":128},{"id":144,"depth":179,"text":145},{"id":161,"depth":179,"text":162},"La valeur annualisée des revenus d'abonnement récurrents, utilisée pour mesurer l'échelle et la trajectoire de croissance des entreprises par abonnement.","A",{},"\u002Fglossary\u002Ffr\u002Fannual-recurring-revenue",[192,191,267],"Average Deal Size",{"title":202,"description":262},"glossary\u002Ffr\u002Fannual-recurring-revenue","kx-6F_u0ysgV9-YiyzAIDrwAqNXAqhVEggAlWy26sBM",{"id":272,"title":273,"author":116,"body":274,"category":184,"description":335,"extension":186,"letter":263,"meta":336,"navigation":106,"path":337,"relatedTerms":338,"seo":340,"stem":341,"updatedAt":196,"__hash__":342},"glossaryFr\u002Fglossary\u002Ffr\u002Faverage-deal-size.md","Montant moyen des contrats",{"type":118,"value":275,"toc":330},[276,279,282,295,297,305,307,318,320],[121,277,278],{},"Le montant moyen des contrats est une métrique commerciale qui représente la valeur moyenne des revenus des contrats remportés sur une période donnée. Il se calcule en divisant le revenu total des contrats conclus par le nombre de contrats signés. Cette métrique est essentielle pour la prévision des revenus, la planification des territoires, la fixation des quotas et l'évaluation de la capacité des équipes commerciales à cibler les bons segments de marché.",[121,280,281],{},"Suivre le montant moyen des contrats dans le temps révèle des tendances importantes sur votre approche commerciale et votre positionnement de marché. Un montant moyen en augmentation peut indiquer un succès dans la montée en gamme, l'amélioration de la vente additionnelle ou l'attraction de clients plus importants. Un montant moyen en baisse peut suggérer une pression concurrentielle, des problèmes de remises ou un glissement vers des comptes plus petits. Segmenter le montant moyen par commercial, produit ou source de leads aide à identifier les domaines performants et ceux nécessitant des ajustements.",[121,283,284,285,289,290,294],{},"Le montant moyen des contrats est également une donnée clé dans la formule de ",[152,286,288],{"href":287},"\u002Fglossary\u002Fpipeline-velocity","vélocité du pipeline",". Augmenter le montant des contrats tout en maintenant ou en améliorant le ",[152,291,293],{"href":292},"\u002Fglossary\u002Fwin-rate","taux de réussite"," et la durée du cycle accélère la génération de revenus. Les équipes commerciales peuvent influencer le montant moyen en ciblant mieux en contactant des décideurs de haut niveau disposant de budgets plus importants et de besoins plus larges.",[125,296,128],{"id":127},[130,298,299,302],{},[133,300,301],{},"Le montant moyen des contrats est le revenu moyen par contrat conclu sur une période donnée",[133,303,304],{},"Il est utilisé pour la prévision, la fixation des quotas et l'évaluation des performances commerciales",[125,306,145],{"id":144},[130,308,309,312,315],{},[133,310,311],{},"Suivre le montant moyen par segment pour identifier quels marchés et produits génèrent le plus de valeur",[133,313,314],{},"Analyser les tendances dans le temps pour détecter les changements de positionnement ou de dynamique concurrentielle",[133,316,317],{},"Former les commerciaux à engager des interlocuteurs de plus haut niveau pouvant autoriser des achats plus importants",[125,319,162],{"id":161},[130,321,322,326],{},[133,323,324],{},[152,325,170],{"href":169},[133,327,328],{},[152,329,176],{"href":175},{"title":178,"searchDepth":179,"depth":179,"links":331},[332,333,334],{"id":127,"depth":179,"text":128},{"id":144,"depth":179,"text":145},{"id":161,"depth":179,"text":162},"La valeur moyenne des revenus des contrats conclus sur une période donnée, utilisée pour prévoir les revenus et évaluer les performances commerciales.",{},"\u002Fglossary\u002Ffr\u002Faverage-deal-size",[339,193,192],"Pipeline Velocity",{"title":273,"description":335},"glossary\u002Ffr\u002Faverage-deal-size","I7JcMz720dq3H-T1TmUeJYDSnZoJ9LuQvGmzQCyC5Zs",{"id":344,"title":345,"author":116,"body":346,"category":184,"description":428,"extension":186,"letter":429,"meta":430,"navigation":106,"path":431,"relatedTerms":432,"seo":436,"stem":437,"updatedAt":196,"__hash__":438},"glossaryFr\u002Fglossary\u002Ffr\u002Fbounce-rate.md","Taux de rebond",{"type":118,"value":347,"toc":422},[348,356,359,372,374,385,389,392,394,402,404],[121,349,350,351,355],{},"Le taux de rebond dans la prospection par email désigne la proportion d'emails retournés à l'expéditeur parce qu'ils n'ont pas pu être délivrés. Il se calcule en divisant le nombre d'emails rejetés par le nombre total d'emails envoyés, puis en multipliant par 100. Un taux de rebond élevé est un signal d'alerte critique qui peut endommager votre ",[152,352,354],{"href":353},"\u002Fglossary\u002Fsender-reputation","réputation d'expéditeur"," et compromettre l'ensemble de votre stratégie de prospection.",[121,357,358],{},"Il existe deux types de rebonds : les rebonds permanents (hard bounces) et les rebonds temporaires (soft bounces). Les rebonds permanents surviennent lorsque l'adresse email est invalide, n'existe pas ou que le domaine est inactif. Ce sont des échecs définitifs et l'adresse doit être immédiatement retirée de votre liste. Les rebonds temporaires sont des problèmes passagers, comme une boîte de réception pleine ou un serveur temporairement indisponible. Bien que les rebonds temporaires puissent se résoudre d'eux-mêmes, des rebonds répétés vers la même adresse doivent également déclencher un retrait.",[121,360,361,362,366,367,371],{},"Maintenir des taux de rebond bas est essentiel pour préserver la ",[152,363,365],{"href":364},"\u002Fglossary\u002Femail-deliverability","délivrabilité des emails"," et la réputation d'expéditeur. La bonne pratique du secteur est de maintenir votre taux de rebond en dessous de 2 %. En vérifiant vos listes de prospects en amont, vous protégez votre ",[152,368,370],{"href":369},"\u002Fglossary\u002Fdomain-reputation","réputation de domaine"," et vous assurez que votre prospection atteint de vraies personnes.",[125,373,128],{"id":127},[130,375,376,379,382],{},[133,377,378],{},"Calculé comme (emails rejetés \u002F total envoyé) x 100",[133,380,381],{},"Les rebonds permanents sont des échecs définitifs ; les rebonds temporaires sont passagers",[133,383,384],{},"Des taux de rebond élevés endommagent la réputation d'expéditeur et la délivrabilité",[125,386,388],{"id":387},"comment-ça-fonctionne","Comment ça fonctionne",[121,390,391],{},"Lorsqu'un email ne peut pas être délivré, le serveur de messagerie destinataire envoie une notification de rebond à l'expéditeur. Les fournisseurs de services email suivent ces rebonds et les intègrent dans votre score de réputation d'expéditeur. Trop de rebonds signalent que vous envoyez à des listes de faible qualité, ce qui peut conduire au blocage total de vos emails.",[125,393,145],{"id":144},[130,395,396,399],{},[133,397,398],{},"Supprimer immédiatement les rebonds permanents de vos listes dès qu'ils surviennent",[133,400,401],{},"Viser un taux de rebond inférieur à 2 % sur l'ensemble de vos campagnes",[125,403,162],{"id":161},[130,405,406,412,418],{},[133,407,408],{},[152,409,411],{"href":410},"\u002Ftools\u002Femail-checker","Email Checker",[133,413,414],{},[152,415,417],{"href":416},"\u002Ftools\u002Femail-reputation-checker","Email Reputation Checker",[133,419,420],{},[152,421,176],{"href":175},{"title":178,"searchDepth":179,"depth":179,"links":423},[424,425,426,427],{"id":127,"depth":179,"text":128},{"id":387,"depth":179,"text":388},{"id":144,"depth":179,"text":145},{"id":161,"depth":179,"text":162},"Le pourcentage d'emails envoyés qui n'ont pas pu être délivrés dans la boîte de réception du destinataire.","B",{},"\u002Fglossary\u002Ffr\u002Fbounce-rate",[433,434,435],"Email Deliverability","Domain Reputation","Email Warm-up",{"title":345,"description":428},"glossary\u002Ffr\u002Fbounce-rate","NKwq6NlFbQZoajjRDoj8JNM8SJuUQ1SAR2nl8beSdS0",{"left":4,"top":4,"width":5,"height":5,"rotate":4,"vFlip":6,"hFlip":6,"body":440},"\u003Cg fill=\"none\" stroke=\"currentColor\" stroke-linecap=\"round\" stroke-linejoin=\"round\" stroke-width=\"2\">\u003Cpath d=\"M19 21v-2a4 4 0 0 0-4-4H9a4 4 0 0 0-4 4v2\"\u002F>\u003Ccircle cx=\"12\" cy=\"7\" r=\"4\"\u002F>\u003C\u002Fg>",{"left":4,"top":4,"width":5,"height":5,"rotate":4,"vFlip":6,"hFlip":6,"body":442},"\u003Cg fill=\"none\" stroke=\"currentColor\" stroke-linecap=\"round\" stroke-linejoin=\"round\" stroke-width=\"2\">\u003Cpath d=\"M8 2v4m8-4v4\"\u002F>\u003Crect width=\"18\" height=\"18\" x=\"3\" y=\"4\" rx=\"2\"\u002F>\u003Cpath d=\"M3 10h18\"\u002F>\u003C\u002Fg>",{"left":4,"top":4,"width":5,"height":5,"rotate":4,"vFlip":6,"hFlip":6,"body":444},"\u003Cpath fill=\"none\" stroke=\"currentColor\" stroke-linecap=\"round\" stroke-linejoin=\"round\" stroke-width=\"2\" d=\"m12 19l-7-7l7-7m7 7H5\"\u002F>",{"left":4,"top":4,"width":5,"height":5,"rotate":4,"vFlip":6,"hFlip":6,"body":446},"\u003Cpath fill=\"none\" stroke=\"currentColor\" stroke-linecap=\"round\" stroke-linejoin=\"round\" stroke-width=\"2\" d=\"M15 3h6v6m-11 5L21 3m-3 10v6a2 2 0 0 1-2 2H5a2 2 0 0 1-2-2V8a2 2 0 0 1 2-2h6\"\u002F>",{"left":4,"top":4,"width":5,"height":5,"rotate":4,"vFlip":6,"hFlip":6,"body":448},"\u003Cpath fill=\"none\" stroke=\"currentColor\" stroke-linecap=\"round\" stroke-linejoin=\"round\" stroke-width=\"2\" d=\"M4 9h16M4 15h16M10 3L8 21m8-18l-2 18\"\u002F>"]