Igor, I have worked with a lot of early and expansion stage start-ups over the years and here is what I would suggest you need to do before trying to even track metrics or kpi's.
ICP - Ideal Customer Profile (This will be a hypothesis for now) but you want to know it. This includes both Decision Makers and Influencers. The average enterprise decision will most likly have 5 people involved in the decision and you may never truly speak to the person who "signs" the PO.
TAM - Total Addressable Market (Hopefully you already have this)
Cadence - X touches over Y days, Content based on ICP, etc.
Finally, if you are doing inbound vs outbound that will matter too.
Outbound - In the beginning you will want to track, sent, opened, positive reply, negative replies, 1st meetings set, 1st meetings attended, 2nd meeting set and their corresponding ratios.
Inbound - Received, 1st Meetings Set, 1st Meeting Attended, 2nd Meeting Set and corresponding ratios.
And as someone mentioned, yes, please focus on the following:
- Do NOT hand of sales yet, your customers are going to be buying you as much as anything else.
- Exhaust your VC, Friends, and Family Networks first. (Measure these as inbounds, not outbound)
- Since you do not have any paying customers yet, don't overthink it. Right now you just need to get logos (customers), in reality the metrics don't matter until you have some baseline of success to measure it against.
Feel free to contact me offline if you like, and no I will not try to sell you my services. I believe in putting karma out there for all of us.