Instrument 04 · Ships inside the kit as a PPTX template
The Board Slide
One required slide: Revenue System Composition. The first time it renders in a board deck, it generates the questions the leadership team has never been asked, and the moment those questions land is the moment the CFO needs the rest of the kit.
Two panels and a dated footer
Left panel
The decomposition that replaces the single NDR line
A four-quarter stacked view: expansion, gross churn, and downsell, each as its own line as a share of beginning ARR. NDR appears only as the computed footer of the panel, deliberately demoted. Beneath it, one derived figure in large type: coverage, expansion points over churn points, against the reference marks the record supports.
Right panel
The four inputs the standard deck leaves out
- 1
Revenue responsibility
Which function is accountable for each ARR line. Rendered as an ownership map, not a scorecard: no function is named as the cause, only as the owner.
- 2
Contract-length mix
ARR share by term band, with the trailing-four-quarter trend. The leading indicator: it moves before churn does.
- 3
Professional-services attach
The current rate, plotted against the reference band the record supports.
- 4
Methodology & enablement investment
A distinct line, even if the first honest value is zero. Zero, stated, is information; zero, hidden, is the problem.
“New measurement instrument adopted [date]. Prior periods are not restated; this slide reports composition the previous instrument netted away.”
The footer, verbatim and dated. It travels with the slide because without it, the rational move is not to look: date the new instrument, restate nothing, and nobody confesses by measuring.
The honest blank
Any input that cannot be produced renders as an empty panel labeled “not yet measurable, visibility program underway,” never as an estimate. An honest blank is the strongest square inch on the slide.
Five inputs, one slide
The template ships with an input workbook that demands exactly the rubric’s five inputs, and nothing more. That closure is deliberate: completing the rubric produces the slide. It also ships with the speaker notes for the four questions the slide reliably raises in the room.