What Value & Impact does

Value & Impact compares what a customer was promised when the deal closed with the evidence that the promise is being delivered. It brings three things together:

The Value Contract — the business problems, promised outcomes and metrics agreed during the sale, recorded on the opportunity.
Impact evidence — dated entries showing what has actually happened since the contract started, drawn from notes, meetings and emails or added by hand.
The assessment — a fulfilment score, a category, evidence confidence, expansion readiness and expansion type for each contract, plus suggested next actions.

Use it to decide which customers need a recovery conversation, which are ready for an expansion conversation, and which renewals to work first. It is a diagnostic for accounts, not a rep scorecard.

For exact definitions of every figure, see Value & Impact: Definitions & Reporting Templates. For a short triage routine, see the Value & Impact quick start.

Where to find it

Portfolio: in the Accounts menu, choose Value & Impact (/value-impact). The tabs across the top are Portfolio, Value & Impact, Account Intelligence and Contacts.
One account: open the account and use the Value delivered figure, the Overview card and the Contracts & Value tab. See the Account cockpit guide.
One deal’s promise: open the opportunity and choose the Value Contract tab. See the Opportunity detail guide.
From the Revenue Engine: the retention and expansion stages of the engine canvas open the portfolio already filtered or sorted — for example, onboarding opens Needs data and renewals open Renewal (soonest). See Revenue Engine flow canvas.

The portfolio page

The page is headed Value & Impact, with the subtitle Portfolio view of post-sale delivery intelligence across retained accounts. It lists every account in your workspace that has an active contract, one card per account, 25 cards per page.

Renewal banner

Above the summary tiles, a single sentence forecasts the next 90 days of renewals. It reads … of renewal book lands in next 90 days · … at risk across … accounts · … commit · … best case, with your figures in place of the dots. Hover the info icon next to each figure to see how it is calculated. The line underneath reads Forward-looking renewal forecast. with a See CS home → link to the Customer Success view of the Revenue Engine (see Revenue Engine persona home).

Who sees it: people with permission to view team or organisation-wide metrics. If you can view team metrics only, the figures cover accounts owned by your direct reports. Without either permission, the banner doesn’t appear.
When it’s hidden: the banner also stays hidden when no renewals land in the next 90 days, or if the forecast can’t be loaded. While it loads you’ll see a grey placeholder bar.

Summary tiles

Four tiles sit under the banner. They always describe the accounts in the current filter, so they change when you click a filter pill.

ARR Managed — total ARR of the listed contracts, with the number of accounts underneath.
On Track — how many accounts are on track or over-delivering, with their ARR underneath.
Expansion Ready — how many accounts have medium or high expansion readiness, with their ARR underneath.
ARR At Risk — ARR of accounts assessed as under-delivering, with the account count underneath. It shows None flagged when there are none.

ARR At Risk and the banner’s “at risk” figure use different rules, so they usually differ. The definitions guide explains both.

Filters and sorting

All accounts — no filter.
On track — accounts assessed as on track or over-delivering.
Under-delivering — accounts assessed as under-delivering.
Needs data — accounts assessed as having insufficient data, plus accounts that haven’t been analysed yet.

The sort menu offers ARR (highest) (the default), Fulfilment score (highest first, unscored accounts last), Expansion readiness (high first) and Renewal (soonest). Your filter, sort and page are kept in the page address, so you can bookmark or share a view.

Account cards

Each card shows, from top to bottom:

The account name and a category badge: Over-delivering, On track, Under-delivering or Needs data.
Industry, contract ARR and the renewal month and year, for example renews Nov 26 for November 2026.
A Renewal <90d or Renewal <180d flag in the corner when the contract end date is near.
A Fulfilment score bar with the score as a percentage, or Not tracked when there is no score.
Pills for Expansion: readiness and type (shown only when readiness is medium or high, for example Expansion: high · expand), Evidence: confidence, and the number of evidence items.
Next action: the first suggested action from the latest assessment.
For accounts never analysed: Analysis not yet run. Click to view account and run analysis. See Running analysis and editing evidence below.

Click a card to open the account.

Portfolio states

Loading: grey placeholder cards.
No match for a filter: No accounts match this filter. with a Clear filter link.
No contracts at all: No retained accounts yet. Won opportunities will appear here once contracts are created.
Error: a red alert you can close. Refresh the page to try again.
More than 25 accounts: page controls at the bottom, for example Showing 1 to 25 of 36 results, with Previous and Next.

On an account

Header and Overview

The account header includes a Value delivered figure: the fulfilment score as a percentage, or — with No value data when there isn’t a score. On the Overview tab, a Value delivered card appears once there is a score. It shows the score as a ring, the evidence confidence, an Impact delivered list of the five most recent impact entries, and Expansion and Evidence chips.

Contracts & Value tab

The tab label shows how many contracts the account has. From top to bottom:

Score summary (only once there is a score) — the score as a ring, the assessment’s commentary, and chips for Evidence confidence, Expansion readiness and Last reviewed. Last reviewed is when the account’s impact evidence was last updated.
Value Contract needs review — a warning that appears when the contract’s Value Contract is missing, still a draft, or built on low-quality evidence. It lists which of these apply, shows the Value Contract’s confidence notes, and offers a Review Value Contract button that opens the source opportunity’s Value Contract tab.
Contract cards — the primary contract first, then any others. Each shows Primary contract or Secondary contract, a status pill, ARR with the term in months, the Source opportunity (click it to open that deal’s Value Contract), Start date and Renews. With no contracts you’ll see No contracts yet.
Generated value actions — tasks Summit53 has raised for this contract (see Value actions below). Each shows its type, urgency, status, suggested action, owner, due date and priority. Weekly plan opens Action Plans, where you work the task. The card is hidden when there are no tasks.
Impact ledger — the contract’s impact entries, newest first. Each shows its summary, a HIGH IMPACT, MEDIUM IMPACT or LOW IMPACT tag for evidence strength, the entry type, date and whether it was extracted automatically or added manually. Click Sources to see the notes, meetings or emails behind an entry, with dates, sentiment, intent and a short excerpt. The ledger is hidden when there are no entries.

The score summary and Overview card only appear when the account has a fulfilment score. For accounts in Needs data, use the portfolio card for their category and the account’s full view for the reason.

The Value Contract on an opportunity

Open an opportunity and choose the Value Contract tab. It is available at every stage except Closed Lost. A three-step tracker runs across the top: Generate, Review and Confirm & link.

Generating a draft

When no Value Contract exists, the tab shows a Not started pill and a Generate from sales-cycle evidence panel. Click Generate draft (it changes to Generating…). Summit53 reads the deal’s description, notes summary and most recent notes, meetings and emails dated up to the close date, and drafts the business problems, promised outcomes, primary metrics, stakeholders and time horizon. It is instructed not to invent numbers, so a target that isn’t in the evidence is left blank. When it finishes you’ll see Draft generated and linked to the opportunity. Review it before confirming.

Reviewing and editing

The draft view shows a Draft or Confirmed pill and an Evidence rating (high, medium, low or unrated), plus Confidence notes explaining how strong the evidence was. Edit the fields:

Business problems, Stakeholders and Primary metrics — one item per line.
Time horizon — free text, for example “90 days”.

Under Promised outcomes, each outcome has an Outcome summary, Metric, Direction (Increase, Decrease, Achieve or Other), Target value, Target unit and a Primary success metric tick box. Use the arrows to reorder, the cross to remove, and Add outcome to add one. Add at least one outcome before you confirm; with none you’ll see No promised outcomes yet.

Saving and confirming

Save draft saves your changes and sets the status to Draft. If the Value Contract was already confirmed, saving this way returns it to Draft — click Confirm value contract again when you’re done.
Confirm value contract saves your changes and marks the promise as confirmed.

Linking is automatic. When the deal has a won contract, saving links the Value Contract to it and the footer reads Linked to contract followed by the contract number. Until then it reads No won contract is available to link yet, and confirming shows Value Contract confirmed. Linkage will appear when a won contract exists.

Value Contract states

Loading: grey placeholder blocks.
Closed Lost: Value Contract unavailable — Value Contracts can’t be generated or confirmed for a closed-lost opportunity.
Load error: The Value Contract could not be loaded. Try refreshing this workspace.
Save error: The Value Contract could not be saved. Review the fields and try again. A non-numeric target shows, for example, Outcome 2 has an invalid target value.
Generation error: a red message appears in the panel; try again.

Running analysis and editing evidence

Running analysis and adding, editing or deleting impact entries happen in the account’s full view. Open the account and click Legacy view in the header. The value card there is headed Value → Impact, the feature’s earlier name.

Run analysis

If the account has more than one contract, choose one from the drop-down. It defaults to the contract with the nearest upcoming renewal.
Click Run analysis. It shows Refreshing… and can take a little while.
Summit53 rebuilds the automatically extracted impact entries from notes, meetings and emails logged against the account within the contract’s dates, keeps your manual entries, drafts a Value Contract for the source deal if it doesn’t have one, and reassesses the contract.
The card refreshes with the new score, category, readiness, evidence and tasks. If it fails you’ll see Failed to refresh Value → Impact analysis.

The full view also shows the insufficient-data reason when there is one, Why this score?, Why this signal? (the expansion rationale), Value promised, Recommended next actions and Last refreshed.

Add, edit or delete impact entries

Under Impact entries, click Add entry.
Fill in Date, Type (Metric improvement, Process improvement, New use case, Risk, Complaint or Other), Summary, Strength (Low, Medium or High) and, optionally, Link to promised outcomes.
Click Save entry. The contract is reassessed with the new evidence.

Each entry has Edit and Delete buttons and an Auto or Manual badge. Editing an automatic entry turns it into a manual one, so later analysis runs won’t overwrite it. Deleting asks you to confirm and can’t be undone. The full view lists the five most recent entries; the Contracts & Value tab lists them all.

The full view also has Edit contract (Start date, End date, Term (months), Department, Product) and Set primary for a contract that isn’t the primary one.

Value actions

After each assessment, Summit53 may raise one of two tasks on the owner’s action plan:

Value recovery — when a contract is under-delivering, scores below 50, or has low evidence confidence. Due within 7 days. Not raised for a contract in its first 30 days that has no evidence yet.
Expansion handoff — when a contract scores 75 or more, has medium or high readiness, and evidence confidence isn’t low. Due within 14 days, with the action “Prepare evidence-backed expansion brief”.

See Action plans & tasks for working them.

Categories, readiness and guardrails

Category is one of over-delivering, on track, under-delivering or insufficient data (shown as Needs data).
Expansion readiness (low, medium, high) is capped by fixed rules: it is low whenever the score is below 50, evidence confidence is low, or there is no impact evidence, and a recent risk or complaint stops it reaching high.
Expansion type is recommit, expand, extend or none, and is always none when readiness is low.
Treat a score as directional. Read it with the evidence confidence and the evidence itself, and never use it to rank reps.

Full rules are in Value & Impact: Definitions & Reporting Templates.

What happens automatically

When a deal is marked Closed Won, Summit53 creates a contract for the account, with start and end dates estimated from the close date and contract term. You can correct the dates in the full view.
Depending on how your workspace is set up, a draft Value Contract and a first assessment may also be created when the deal is won.
Depending on your workspace set-up, analysis may also be refreshed periodically for contracts that need it, such as those renewing soon, under-delivering or not assessed recently. You can run it yourself at any time from the full view.
Value actions are created or updated whenever a contract is reassessed.

Common flows

A. Triage the portfolio

In Accounts, choose Value & Impact.
Read the renewal banner and the four summary tiles.
Click Under-delivering, or sort by Renewal (soonest).
Click a card to open the account, then choose Contracts & Value.
Review the score summary, any warning, the generated value actions and the impact ledger.
Click Weekly plan to work the task.

B. Fix a weak promise

On Contracts & Value, find the Value Contract needs review warning.
Click Review Value Contract to open the deal’s Value Contract tab.
Tighten the promised outcomes: add metrics, directions and targets.
Click Confirm value contract.

C. Capture the promise on a new deal

Open the opportunity and choose Value Contract.
Click Generate draft.
Review the fields and outcomes, using Save draft as you work.
Click Confirm value contract. It links to the won contract automatically once one exists.

D. Analyse an account with no score

On the portfolio, click a card showing Analysis not yet run.
In the account header, click Legacy view.
In the Value → Impact card, click Run analysis.
If the result is insufficient data, read the reason, then add evidence with Add entry or log notes against the account, and run it again.

Troubleshooting

An account isn’t on the portfolio. Only accounts with an active contract appear. Contracts that haven’t started yet, have ended or were cancelled are left out.
The renewal banner is missing. You need permission to view team or organisation metrics, and at least one renewal must land in the next 90 days.
The tiles changed when I clicked a filter. The summary tiles always describe the filtered list.
The portfolio card and the account show different values. For accounts with several contracts, the portfolio uses the primary contract, while the account’s value view uses the contract with the nearest upcoming renewal. Check Contracts & Value to see each contract.
A just-finished analysis isn’t on the portfolio yet. The portfolio can take a few minutes to catch up. Refresh later.
The draft Value Contract is thin. Generation can only use what’s logged on the deal. Add notes, meeting summaries or emails, then edit the draft by hand.
My confirmed Value Contract is a draft again. Save draft always sets the status to Draft. Click Confirm value contract.
The footer says no won contract is available. The deal isn’t Closed Won yet, or its contract hasn’t been created. Linking happens automatically when it is.

Reporting to leadership

For board-slide and QBR outlines built from these figures, with definitions and caveats, use Value & Impact: Definitions & Reporting Templates (see its Reporting templates section). If you use an AI assistant connected through MCP, it can read the same Value & Impact data; see the MCP tool reference.

Value & Impact: Portfolio, Contracts & Evidence