Accounts › Value & Impact: quick start

Value & Impact: Quick Start

A ten-minute routine: filter under-delivering accounts, check the evidence behind each score, and fix weak Value Contracts.

Summit53 Team2 min readUpdated October 13, 2026

What you’ll do

In about ten minutes, find the customers whose delivery needs attention, see the evidence behind each one, and fix any weak deal promises. For the full tour, see Value & Impact: Portfolio, Contracts & Evidence.

1. Triage the portfolio

  1. In the Accounts menu, choose Value & Impact.
  2. If you can see the renewal banner, read how much of the renewal book lands in the next 90 days and how much is at risk.
  3. Check the four tiles: ARR Managed, On Track, Expansion Ready and ARR At Risk. They always reflect the filter you’ve chosen.
  4. Click Under-delivering, then sort by Renewal (soonest) so the most urgent accounts come first.
  5. On each card, note the Fulfilment score, the Evidence: pill and the Next action: line. A Renewal <90d flag means the contract ends soon.
  6. Click a card to open the account, then choose the Contracts & Value tab.
  7. Read the score summary and the Impact ledger. Click Sources on an entry to see the notes, meetings or emails behind it.
  8. Under Generated value actions, check the owner and due date, then click Weekly plan to work the task.

Repeat with Needs data to find accounts without enough evidence, and with On track sorted by Expansion readiness to find expansion candidates.

2. Fix a weak promise

  1. On Contracts & Value, look for the Value Contract needs review warning. It appears when the Value Contract is missing, still a draft, or built on low-quality evidence.
  2. Click Review Value Contract. The deal’s Value Contract tab opens.
  3. If you see Not started, click Generate draft.
  4. Make each promised outcome measurable: fill in Metric, Direction, Target value and Target unit, and tick Primary success metric on the one that matters most.
  5. Click Confirm value contract. If you click Save draft instead, the Value Contract stays (or goes back to) Draft.

If an account has no score

Cards showing Analysis not yet run have never been assessed. Open the account, click Legacy view in the header, and click Run analysis in the Value → Impact card.

Reading it right

  • Read every score with its evidence confidence. A high score on low-confidence evidence is provisional.
  • Recent risk or complaint entries matter more than a good score when you plan an expansion conversation.
  • Value & Impact describes accounts, not reps. Don’t use it to rank people.

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