Purpose
This reference defines Value → Impact outputs and the mandatory caveats required for executive and board-safe communication.
Value Promised
- Definition: promised outcomes captured in Value Contract.
- Use: baseline for assessing realization quality.
- Confidence note: weakly defined promises reduce downstream interpretability.
Impact Delivered
- Definition: post-sale impact evidence from impact entries.
- Use: evidence layer for renewal and expansion judgment.
- Confidence note: volume is insufficient without recency and linkage quality.
Value Fulfilment Score
- Definition: 0-100 diagnostic score when evidence suffices.
- Use: directional quality indicator, not a performance KPI.
- Confidence note: always pair with category and evidence confidence.
Category
- Values: over-delivering, on-track, under-delivering, insufficient-data.
- Use: shorthand for current realization condition.
- Confidence note: insufficient-data requires explicit disclosure.
Expansion Readiness and Type
- Readiness: low, medium, high.
- Type: extend, expand, recommit, none.
- Use: evidence-based commercial timing signal.
- Confidence note: server-side guardrails can downgrade optimistic model output.
Evidence Confidence
- Values: low, medium, high.
- Use: required qualifier for any executive conclusion.
- Confidence note: low confidence should trigger conservative decision posture.
Insufficient-Data Reason
- Definition: explicit explanation for limited interpretability.
- Use: prevent false precision in board/QBR narratives.
- Confidence note: include verbatim in slide/QBR caveat block.
Confidence Statement Template
Confidence is [level] due to [data condition]. Primary caveat is [caveat]. This [does/does not] materially change the current decision. Remediation is [action] by [owner/date].
Interpretation Guardrails
- Diagnostic only, never rep-performance ranking.
- No standalone “deal size = good” framing.
- Confidence and caveats are mandatory disclosures.
- Prefer insufficient-data over speculative certainty.