Executive summary
A method for reconciling a launched recurring offer's actual revenue, churn and margin against the promised business case, with a register, a variance analysis and a decision-making review agenda.
What is inside
What the review pack covers
The asset takes a team from the approved investment case through rebuilding the benefits register, freezing baselines, extracting contract-level actuals, decomposing variances, testing attribution against counterfactuals, netting dis-benefits, grading realization evidence, and running a benefits review that produces recorded decisions and a corrected forecast.
- Scope: the first and recurring reviews of a launched recurring offer
- Rebuilding the promised benefits from the approved investment case
- Freezing baselines and counterfactuals before actuals are read
- Separating volume, price, cost and retention effects in the results
- Attribution rules that stop two teams claiming the same benefit
- Netting cannibalized revenue so only genuine new value is reported
- A review meeting format that ends in continue, correct, stop or re-baseline