Case Study: What Coaches Can Learn from Freightos’ KPI-Driven Growth

Hook: If you can't measure it, you can't grow it — and coaches are stuck.

Coaches and program leaders tell us the same three frustrations in 2026: unclear program health signals, low sustained client engagement, and slow, unpredictable revenue growth. Those pain points mirror what product-led marketplaces face — and one public example from late 2025 shows how KPI-driven reporting can fix them. Freightos, the global freight booking platform, reported preliminary Q4 2025 KPIs that exceeded management expectations, crediting steady engagement from buyers and carriers. That same KPI discipline can transform coaching practices — from solo practitioners to multi-coach programs.

Freightos reported preliminary key performance indicators for the fourth quarter of 2025, “reflecting continued execution across its global freight booking platform and steady engagement from airlines and freight buyers”.

The quick thesis: What Freightos teaches coaches in 2026

Freightos is a booking marketplace. Their KPIs focus on transactions, engagement and retention — not unlike what a coaching program needs. The translation is straightforward: if a platform measures bookings, active users, repeat rates, and revenue per transaction, a coach should measure sessions booked, active clients, retention, conversion, and revenue per client. In 2026, with AI-enabled analytics and privacy-first tracking, these metrics are even more actionable and predictive.

Why KPI discipline matters now (late 2025 → 2026)

• AI-driven forecasting: Modern analytics tools can predict churn and LTV using engagement signals — only if you track them.
• Subscription and hybrid models: Many coaching businesses now mix memberships, micro-subscriptions, and pay-per-session; KPI clarity prevents margin leakage.
• Investor and partner expectations: If you’re scaling with partners or investors, transparent KPIs are table stakes.
• Privacy and data shifts: Cookieless tracking and first-party data demand stronger internal KPIs rather than relying on ad-platform metrics alone.

Freightos KPI tactics — translated for coaching programs

Below are Freightos-style KPI tactics and how a coach or coaching platform can adapt each into actionable program metrics.

1. Measure transaction volume —> Track session bookings and revenue per booking

Freightos monitors gross booking volume; coaches should monitor sessions booked and average revenue per booking. These are the top-of-sales-funnel indicators of demand.

• Key metrics: Sessions Booked (monthly), Average Revenue per Session, Booking Conversion Rate (from lead → booked session).
• How to calculate booking conversion: (Number of booked sessions / Number of qualified leads) x 100.
• Action: Run weekly cadence reports and A/B test scheduling flows or landing page copy to lift conversion by 5–15%.

2. Active users —> Active clients and engagement score

Freightos tracks active buyers and carriers. Coaches must know how many clients are actively engaged versus dormant. Create an Engagement Score combining attendance, homework completion, and message responses.

• Engagement Score formula (example): Attendance (40%) + Homework Completion (30%) + Message Response Rate (30%). Normalize to 0–100.
• Use engagement thresholds: 0–40 (At Risk), 41–70 (Needs Nurture), 71–100 (Healthy).
• Action: Set automated workflows. When Engagement Score drops below 50, trigger a check-in email and a short survey to diagnose friction.

3. Repeat rate / retention —> Client retention and cohort analysis

Marketplace repeat rates signal product-market fit. For coaching, retention and cohort analysis show whether programs work long-term.

• Key metrics: Monthly Retention Rate, 90-day Retention, Cohort LTV (three- or six-month windows).
• How to compute cohort retention: Track the percentage of clients from each monthly cohort that are still active after N days.
• Action: Run cohort charts monthly. If a cohort’s 90-day retention dips below your target (e.g., 60%), investigate onboarding or value-delivery gaps.

4. Take rate and revenue mix —> Revenue per client and ARR/MRR

Freightos examines take rate (platform fee as a share of GMV). Coaches should understand revenue mix: one-off sessions, subscriptions, group programs, and upsells.

• Metrics to track: Monthly Recurring Revenue (MRR), Annual Recurring Revenue (ARR), Average Revenue Per Client (ARPC), Revenue by Product Line.
• Action: Experiment with packaging — moving clients from one-off sessions into a subscription increases MRR and predictability.

5. Engagement from supply and demand —> Two-sided signals: coaches’ activity vs. clients’ engagement

Marketplaces watch both sides. Coaching platforms must monitor coach utilization and client engagement simultaneously.

• Key metrics: Coach Utilization Rate (booked hours / available hours), Client-to-Coach Ratio, Average Response Time.
• Action: If coach utilization is low while client waitlists grow, hire or optimize scheduling; if utilization is high and engagement drops, consider reducing caseload to protect quality.

8 Core KPIs every coach should track (Freightos-inspired)

1. Sessions Booked (monthly) — signal of demand and funnel health.
2. Booking Conversion Rate — leads → booked session; optimize landing pages, CTAs, scheduling flows.
3. Active Clients — those who engaged in the last 30 days.
4. Engagement Score — composite metric (attendance, homework, messages).
5. Retention Rate / Churn — cohort-based, monthly and 90-day.
6. MRR / ARR — monthly and annual recurring revenue to measure predictability.
7. Average Revenue per Client (ARPC) — revenue divided by active clients over a period.
8. Net Promoter Score (NPS) or Outcome Rate — client satisfaction and measurable outcomes (goal completion rate).

How to build a KPI dashboard (practical steps)

Freightos makes quarterly KPI calls. You don't need a full investor deck — but you do need consistent visibility. Here’s a simple build plan you can finish in a weekend.

Step 1: Define your reporting cadence

• Daily: Sessions booked, cancellations, urgent flags (no-shows).
• Weekly: Active clients, coach utilization, engagement score distributions.
• Monthly: MRR, retention, cohort LTV, booking conversion rate, NPS.

Step 2: Pull reliable data sources

Connect scheduling (Calendly), payments (Stripe), CRM (Pipedrive/HubSpot), and messaging (Slack/WhatsApp via Zapier) into a single sheet or BI tool.

• Prefer first-party data: export session logs and payment records rather than relying solely on ad dashboards.
• Use lightweight BI: Google Sheets + Looker Studio, Notion dashboards, or a small business BI like Metabase or Chartio.

Step 3: Automate calculations and alerts

Set formulas for engagement score and retention. Create automated alerts (Slack/email) for drop-offs under threshold.

• Example alert: If Engagement Score < 50 for 3+ clients in a week → schedule retention outreach.
• Use AI summarization (2026 trend) to surface top churn causes from client messages and feedback.

Step 4: Share a monthly KPI brief

Create a one-page KPI brief for internal review and for partners. Include trend lines, top risks, and one experiment planned for the next month.

• Sections: Headlines, 3 Key Metrics, One risk, One experiment, Ask/decision needed.
• Benchmark against prior month and same period last year for seasonality.

Advanced strategies: Leverage 2026 tech and methods

Late 2025 and early 2026 sharpened a few levers that coaches can use immediately.

1. Predictive churn models

Use simple machine learning (or automated SaaS features) to predict which clients will churn within 30–60 days based on engagement signals. The ROI is in targeted retention outreach.

2. Personalization at scale

Use client segmentation (by goal, readiness, channel) to tailor program touchpoints. Freightos segmented buyers by freight type and route; coaches can segment by goal type (career, health, leadership) and lifecycle stage.

3. Outcome-first metrics

Track measurable client outcomes (weight lost, promotion secured, productivity score). Tie retention bonuses, pricing or success guarantees to outcome completion when appropriate.

4. Privacy-first analytics

With ongoing cookieless transitions, build first-party engagement events. Ask clients to opt into anonymized data for aggregated insights and communicate the benefit (better personalization).

Case study vignette: A solo coach who adopted Freightos-style KPIs

Emma runs a career coaching practice with a membership and one-off sessions. In 2025 she felt revenue plateau and client engagement drop. She adopted a KPI set inspired by Freightos and followed a three-month plan.

• Month 1: Implemented dashboards (Sessions Booked, Engagement Score, MRR). Identified 25% of clients in the “At Risk” band.
• Month 2: Rolled out automated re-engagement playbooks for at-risk clients; introduced a small-group upsell for clients seeking accountability.
• Month 3: Retention improved by 18% and ARPC rose 12% due to upsells. Emma now reports KPIs monthly and runs two experiments concurrently.

This micro-case shows the power of KPI focus: small data-driven changes multiply over months.

Common measurement mistakes (and how to avoid them)

• Measuring vanity metrics: Don’t confuse website visits with client engagement. Track actions that align with revenue and outcomes.
• Mixing timeframes: Always report cohort metrics alongside aggregated totals to see true change.
• No action tied to metrics: Every KPI drop should have a prespecified playbook — otherwise it’s just noise.
• Overcomplicating the dashboard: Start with 6–8 KPIs and iterate; complexity can hide insight.

Practical checklist: Get started this month

1. Pick your 8 core KPIs (use the list above).
2. Set up data connections: scheduling, payments, CRM.
3. Create an Engagement Score and define thresholds.
4. Build a one-page monthly KPI brief template.
5. Run one experiment to improve booking conversion and one to improve retention.

Metrics formulas cheat sheet

• Booking Conversion Rate = (Booked Sessions / Leads) x 100
• Engagement Score = Weighted sum of Attendance, Homework Rate, Response Rate (0–100)
• Monthly Retention = (Active Clients this Month / Active Clients last Month) x 100
• MRR = Sum of monthly subscription and recurring payments
• ARPC = Total Revenue in Period / Average Active Clients in Period
• Cohort LTV (3-month) = Sum Revenue from Cohort during 90 days / Cohort Size

Future predictions: KPIs coaches will obsess over by 2027

Based on late 2025 and 2026 trends, here are what to watch:

• Engagement-to-outcome mapping will become standard — linking behaviors to measurable outcomes via AI.
• Real-time micro-KPIs (weekly activation signals) will replace some monthly metrics for faster iteration.
• Outcome marketplaces: platforms may surface coaches by verified outcome KPIs, making transparent reporting a competitive advantage.
• Privacy-preserving aggregated benchmarks will let small coaching businesses compare performance without sharing raw data.

Final takeaways

Freightos’ Q4 2025 KPI discipline — focused on bookings, engagement and repeat rates — is a playbook coaches can adapt in 2026. The translation is straightforward: measure transactions (sessions), monitor engagement (attendance + homework), track retention by cohort, and model revenue predictably with MRR/ARR. With AI-enabled forecasting and privacy-first analytics, KPIs are more powerful and actionable than ever.

Call to action

Ready to translate Freightos-style KPIs into a dashboard for your coaching program? Download our free KPI template and monthly brief (built for coaches) or schedule a 20-minute strategy call to map the 8 metrics you should track first. Start measuring what matters — and grow with clarity in 2026.

Related Reading

• What the Kobalt–Madverse Deal Means for Your City’s Independent Music Scene
• Preparing Jewelry for Auction: What an Unexpected Renaissance Find Teaches Sellers About Documentation
• Best 3-in-1 Wireless Chargers: UGREEN MagFlow Deep Dive and Competitor Price Check
• How to Make Your Salon’s Product Catalog Feel Premium Without Raising Prices
• What Signing With an Agency Really Looks Like: Lessons from The Orangery and WME