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Value & Impact: Definitions & Reporting Templates

Exact rules behind Value & Impact scores, categories, readiness, expansion type and renewal risk, plus board and QBR outlines.

Summit53 Team9 min readUpdated October 13, 2026

About this reference

This page defines every figure Value & Impact shows, explains the fixed rules behind them, and gives two reporting outlines — a board slide and a QBR narrative — built only from fields you can read in Summit53. For where each figure appears, see Value & Impact: Portfolio, Contracts & Evidence.

Each contract has its own assessment. The portfolio uses one contract per account: the active primary contract, or the newest active contract if none is primary.

Category

The assessment places each contract in one category. The portfolio badge labels are:

  • Over-delivering — assessed as delivering beyond the promised outcomes. Counted in the On track filter and the On Track tile.
  • On track — assessed as delivering the promised outcomes.
  • Under-delivering — assessed as falling short of the promised outcomes. Counted in ARR At Risk.
  • Needs data (insufficient data) — there isn’t enough evidence to judge. The contract has no fulfilment score, and the assessment records a reason, which you can read in the account’s full view (Legacy view).

Accounts that have never been analysed have no category. They show Not tracked on the score bar and are included when you filter by Needs data.

Fulfilment score

  • What it is: a whole number from 0 to 100 showing how well delivered evidence matches the promised outcomes.
  • How it’s judged: on how many promised outcomes the evidence covers, how strong and recent that evidence is, and any negative signals such as risks or complaints. The assessment is told not to invent numbers.
  • When it’s empty: when the category is insufficient data, or before the first analysis.
  • On the portfolio bar: green at 75 or above, amber from 50 to 74, red below 50.
  • Thresholds that matter: below 50 forces expansion readiness to low and can raise a value recovery task; 75 or above is needed for high readiness, a recommit type and an expansion handoff task.
  • How to use it: as a directional signal for an account, always read with evidence confidence. It is not a performance measure for reps.

Evidence confidence

  • Values: low, medium or high, set by the assessment according to how much evidence there is and how reliable it looks. If none is given, it is treated as low.
  • Effects: low confidence forces expansion readiness to low and can raise a value recovery task. High readiness needs high confidence.
  • Where you see it: the Evidence: pill on portfolio cards, and the Evidence confidence chip on the account.

Expansion readiness

The assessment proposes low, medium or high, and fixed rules then limit it:

  1. It is low if the score is empty or below 50, if evidence confidence is low, or if the contract has no impact evidence at all.
  2. It can only stay high if the score is 75 or above, evidence confidence is high, and at least two impact entries are linked to the same promised outcome. Otherwise it drops to medium.
  3. A Risk or Complaint entry dated in the last 60 days also stops it being high.

The Expansion Ready tile counts medium and high. Portfolio cards show the Expansion: pill only for medium and high. The account’s full view explains the signal under Why this signal?

Expansion type

The type is worked out by fixed rules, checked in this order. When readiness is low, the type is always none.

  1. Recommit — the contract renews within the next 90 days, the score is 75 or above, and evidence confidence is medium or high.
  2. Expand — the contract is not renewing within 90 days, and there is evidence not linked to any promised outcome or a New use case entry.
  3. Extend — at least two entries are linked to the same promised outcome and all evidence is linked to an outcome.
  4. None — otherwise.

Value Contract

The Value Contract records the deal promise on the opportunity. Its fields are:

  • Status — Draft or Confirmed. Save draft always sets Draft; Confirm value contract sets Confirmed.
  • Business problems, Stakeholders, Primary metrics and Time horizon.
  • Promised outcomes — each with a summary, metric, direction (increase, decrease, achieve or other), target value, target unit, and whether it is the primary success metric.
  • Confidence notes — a short explanation, written when the draft is generated, of how strong the sales-cycle evidence was.
  • Evidence rating — based on the sales-cycle sources used for the draft (up to 20 of the deal’s most recent notes, meetings and emails dated up to the close): high with five or more sources, at least two of which carry analysed sentiment, intent or a source system; medium with two or more sources, or one with that analysis; low with a single source; unrated with none.

On the account, a Value Contract needs review warning appears when the contract has no Value Contract, it is still a draft, or its evidence rating is low.

Impact entries

  • Fields: date, summary, type (metric improvement, process improvement, new use case, risk, complaint or other), strength (low, medium or high, shown as LOW IMPACT, MEDIUM IMPACT or HIGH IMPACT), optional links to promised outcomes, and the source notes, meetings or emails.
  • Automatic entries are extracted from notes, meetings and emails logged against the account within the contract’s dates. Running analysis again replaces them.
  • Manual entries are added or edited in the account’s full view and are never replaced by analysis. Editing an automatic entry makes it manual.
  • Evidence items on a portfolio card is the number of entries on that contract.

Portfolio summary tiles

All four tiles are calculated over the accounts in the current filter.

  • ARR Managed — total ARR of the listed contracts; the subtitle is the account count.
  • On Track — number of accounts that are on track or over-delivering; the subtitle is their ARR.
  • Expansion Ready — number of accounts with medium or high readiness; the subtitle is their ARR.
  • ARR At Risk — ARR of accounts in the under-delivering category, whatever their renewal date; the subtitle is the account count. Shows None flagged when there are none.

Renewal banner

The banner covers active primary contracts whose end date falls in the next 90 days. It is shown to people who can view team or organisation-wide metrics; with team access only, it covers your direct reports’ accounts.

  • Renewal book — total ARR of those contracts.
  • At risk — ARR of the subset whose account is flagged for at least one reason: silent (no qualifying activity for 30 days or more on its renewal opportunities), low fulfilment (latest score below 50, or under-delivering), or expansion-blocked (readiness low with renewal inside 60 days). The account count follows.
  • Commit — total amount of renewal opportunities linked to those contracts with forecast category Commit.
  • Best case — the same, for Commit and Best Case together.

“At risk” means two different things. The banner’s figure covers renewals in the next 90 days and uses all three flags above. The ARR At Risk tile covers every listed account and counts only the under-delivering category. Say which one you mean when you report it.

Value actions

  • Value recovery — raised when a contract is under-delivering, scores below 50, or has low evidence confidence, unless the contract is in its first 30 days with no evidence yet. Assigned to the account owner, due in 7 days, with high urgency when the contract renews within 90 days and medium urgency otherwise. The suggested action is the assessment’s first recommended action, or “Run value recovery review”. An open recovery task is marked skipped when a later assessment puts the contract back on track or over-delivering.
  • Expansion handoff — raised when a contract scores 75 or above, readiness is medium or high, and confidence isn’t low. Assigned to the deal owner, due in 14 days, with the action “Prepare evidence-backed expansion brief”. Urgency is high for high readiness and medium otherwise.

Both appear on the account under Generated value actions and in Action plans.

Confidence and caveats

  • State evidence confidence alongside every score, category or readiness you quote.
  • For accounts in Needs data, say so plainly and give the reason from the full view rather than estimating a score.
  • Mention any risk or complaint entries from the last 60 days, even when the score is good.
  • Say whether the Value Contract is confirmed and what its evidence rating is — a draft or low-rated promise weakens every comparison against it.
  • Be clear which “at risk” figure you are using.
  • Use these figures to discuss accounts, never to rank or reward reps.

Reporting templates

These outlines use only figures you can read in Summit53. Fill the brackets from the portfolio, the account’s Contracts & Value tab, the opportunity’s Value Contract tab, and the full view where noted.

Board slide outline

  1. Headline: “Across [scope], [On Track count] of [account count] accounts are on track or over-delivering, [Expansion Ready count] are expansion-ready, and [ARR At Risk] of ARR is under-delivering.”
  2. Renewals: “[Renewal book] renews in the next 90 days; [at-risk amount] across [n] accounts is flagged at risk; commit [Commit], best case [Best case].” (Renewal banner.)
  3. Accounts to watch: for up to three under-delivering accounts — category, fulfilment score, evidence confidence, renewal month, and the open value recovery task’s owner and due date.
  4. Expansion pipeline: for up to three expansion-ready accounts — readiness, expansion type, score, evidence confidence, and the expansion handoff owner and due date.
  5. Caveats: how many accounts are in Needs data, and how many key accounts have a draft or low-rated Value Contract.

QBR narrative outline (one account)

  1. What we committed to: “We set out to address [business problems] for [stakeholders], with [promised outcomes, metrics and targets] over [time horizon].” Note whether the Value Contract is confirmed and its evidence rating.
  2. What we can evidence: “Since [contract start date] we have recorded [n] impact entries, including [two or three entry summaries with type and date].” Mention any risk or complaint entries.
  3. Where we stand: “The contract is [category] with a fulfilment score of [score], on [evidence confidence] evidence.” If the category is insufficient data, give the reason from the full view instead of a score.
  4. What it means for renewal and growth: “Renewal is due [renewal date]; expansion readiness is [readiness] and the type is [type].” Add the reasoning from Why this signal? in the full view if helpful.
  5. What happens next: “[Suggested action], owned by [task owner], due [due date].” (Generated value actions.)

Getting the figures with an AI assistant

If your AI assistant is connected to Summit53 through MCP, it can read these figures for you — for example the account value card, the Value Contract and its promised outcomes, impact entries, account contracts, and the renewal forecast — and draft the outlines above. These tools read data only; changes are made in Summit53. See the MCP tool reference.