Value → Impact: Feature Guide

By Summit53 Team

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Executive Outcome

Value → Impact gives CROs, VP Sales, and RevOps leaders a contract-level diagnostic of promise versus delivery quality. It is designed to improve renewal and expansion judgment, not to score reps or enforce compensation decisions.

Where to Find It

  • Account Detail: /crm/accounts/:id via Value → Impact card.
  • Opportunity Detail: /crm/opportunities/:id. Renewal and expansion opportunities show the current-contract Value → Impact card.
  • Closed Won opportunities: Value Contract (Deal Promise) editor is available to define promise baseline.

What It Measures

  • Value promised: outcomes captured in Value Contract and Promised Outcome records.
  • Impact delivered: evidence captured in Impact Entry records (auto + manual).
  • Diagnostic state: category, fulfilment score, readiness, type, confidence, and caveats.

Panel Outputs (Leadership View)

  • Contract scope and status
  • Value promised list
  • Impact delivered list
  • Value fulfilment score (when evidence is sufficient)
  • Category: over-delivering, on-track, under-delivering, insufficient-data
  • Expansion readiness and expansion type
  • Evidence confidence, rationale, and insufficient-data reason

Confidence and Caveats

Every executive readout should include evidence confidence and caveats. If category isinsufficient_data, treat the signal as provisional and avoid hard commercial commitments until evidence coverage improves.

  • Low confidence forces conservative readiness interpretation.
  • Missing impact evidence should be disclosed explicitly.
  • Recent negative evidence should temper expansion posture.

Critical Guardrails

  • Diagnostic only: not a rep-performance scoreboard.
  • No standalone deal-size framing: larger commitments are context, not proof of quality.
  • Leadership-safe language: avoid incentive-distorting narratives.
  • Explicit caveats: confidence and insufficient-data notes are mandatory.

Recommended Cadence

  • Weekly: review top renewal/expansion accounts and confirm action owners.
  • Monthly: evaluate pattern drift in promise-versus-delivery quality.
  • QBR/Board: use template docs to present quality plus caveats and decisions.