1 · Outcomes what the board reports, lagging, by Value Pool · reading down this page answers why, reading up answers what next
Revenue vs plan
£58.4m / 61.0
95.7% · YoY +3.8% At risk
EBITDA vs plan
£10.6m / 12.8
18.2% vs 21.0% margin Critical
Free cash flow vs plan
£2.1m / 3.6
58% · CCC 71d vs 58d Critical
Recovery engine
£0.6m banked
£1.3m committed · £1.9m identified Compounding
Lagging indicators · the outcomes actual vs plan vs prior year · status derives from attainment
Indicator Value Pool Actual Plan YoY Attain Status
Revenue Revenue Quality £58.4m £61.0m +3.8% 96% At risk Contribution margin Margin Integrity £21.9m37.5% £25.2m38.9% -140bps 87% Critical Third-party spend Cost Efficiency £15.6m £15.0m +6.1% 96% At risk Drop-through Operating Leverage -£0.4m +£1.2m n/a 62% Critical Overhead (SG&A) Organisational Complexity £9.8m16.8% of rev £9.0m15.5% +4.4% 92% At risk Free cash flow Capital Velocity £2.1m £3.6m -31% 58% Critical Net revenue retention Revenue Quality 96% 105% -2pts 91% At risk Recurring revenue mix Revenue Quality 42% 40% +3pts 105% On plan
Value Pools · amount first actual vs plan · the diagnostics beneath each amount
Revenue Quality 96%
£58.4m / 61.0
NRR 96% · top-10 38% · price 93.8% of list
Margin Integrity 87%
£21.9m / 25.2
leakage 6.2% of list · £1.1m found, £0.3m back
Cost Efficiency 96%
£15.6m / 15.0
69% under contract · maverick 11% · £0.6m banked
Operating Leverage 62%
-£0.4m / +1.2
costs +5.2% vs revenue +3.8% · fixed 61%
Org. Complexity 92%
£9.8m / 9.0
16.8% of revenue · spans 4.8 vs 6.5 · dup. £0.8m
Capital Velocity 58%
£2.1m / 3.6
DSO 62 vs 54 · trapped WC £4.3m, weighted release £1.9m
2 · Leading indicators built from signals at source, certified · each moves an outcome above, at a stated horizon
Leading indicators · what moves next quarter attainment vs target · certified from source signals
Pipeline coveragedrives Revenue · 6-12 months ahead
1.6xtarget 2.0x
Renewal windows covereddrives Revenue and Margin · 1-6 months
84%target 100%
Realised price vs listdrives Margin · 3-6 months
93.8%target 97%
Spend under contractdrives Cost · 3-6 months
69%target 80%
Collections actions donedrives Cash · 2-4 months
62%target 100%
Licence utilisationdrives Cost · 3-6 months
78%target 95%
Span-of-control programdrives Overhead · 6-12 months
4.8target 6.5
Forecast accuracyprices confidence in everything
91%target 95%
3 · Program initiatives that move the indicators above · approval secures, execution realises
Management focus · initiatives in flight approved decisions become initiatives; confidence from timing and evidence
Initiative Value Owner Milestones Evidence Overall
Working-capital release, DSO -5 days £1.9m Clear On time Invoice High Contract re-base to consumption £1.9m Clear Slipping Partial Medium Licence cancellations, 2,400 seats £0.6m Clear On time Invoice High Renewal-save, top-10 accounts £2.2m Clear At risk Pipeline Medium De-layering, span of control £0.8m Open Delayed None Low
Value delivery · realised, secured, target by initiative, matching Management focus; approval secures, execution realises
4 · Decisions feasibility-tested: expected value, not headline maximum · routed to owners
Decisions waiting · £6.6m expected value each case shows headline and expected value · at your thresholds
Release trapped working capitalCFO · 5.4h of 8h SLA · TL-8797
£1.9mexpected, 90 days
Approve Re-base contract minimums to consumptionCPO · 3.1h of 8h SLA · TL-8841
£1.9mrun-rate / yr
Approve Renewal-save, top-10 at-risk accountsCCO · 2.2h of 8h SLA · TL-8756
£2.2mprotected
Approve Cancel 2,400 unused software licencesCIO · 6.8h of 8h SLA · TL-8712
£0.6mrun-rate / yr
Approve
Alerts 3 critical · 3 warnings
C Contract minimums exceed consumption£1.9m
C FCF conversion 58% vs 75% plan£1.5m gap
C Discount leakage 6.2% of list£1.1m
W Top-10 concentration 38%, NRR slipping£2.2m at risk
W 11 auto-renewals inside 120-day windows£62k
W Span of control 4.8 vs 6.5 in Operations£0.8m