Playbook — Business Planning
Your job: understand the revenue, the book economics, and the forecast. The platform gives you the billing truth and the views built on it.
What you get
| Want | Where |
|---|---|
| Monthly revenue corkscrew (Opening / New / Lost / Closing MRR by product & AM) | the revenue bridge (/revenue-bridge, dashboard-revenue-bridge) |
| MRR / product mix by AM | AM Portfolio + the solution portfolio |
| The billing model & how each view computes | ../../billing-model.md, ../../billing-rules-comparison.md (per-view SQL: client/solution/revenue-bridge/AM-portfolio) |
| The active-client snapshot | active_clients (daily) — order tables → snapshot in ../../BQ_ACTIVE_BILLING_EXTRACT.md |
| Win/loss & conversion | the 18-month HubSpot back-catalogue + the frozen YoY cohort — ../../hubspot-data-architecture.md |
| Forecast | HubSpot forecast fields (Forecast Category, Forecasted Amount, mid/late-stage, close date) — never invent close rates |
| Cohort analysis | product-onboard cohort analysis (in docs/) |
The traps to know (so the numbers are right)
- MRR: filter
ri_period > 0— DEA/Setup one-off lines carry the full amount and overstate MRR. - Views differ: the per-view SQL has documented inconsistencies (DEA/Setup proration, BG dedup) — see
billing-rules-comparison's "inconsistencies to fix" before comparing views. - Suspension treatment is an open decision — read
../../suspension-treatment.mdbefore reporting suspended MRR. hubspot_dealsis open-only; closed/won/lost live in the back-catalogue.- NOF deals (auto-created "please list me" prompts) inflate volume + depress win rate — segment separately.
What's new since the v1 deck
- The 18-month closed-deal back-catalogue (won + lost) + frozen YoY pair for conversion analysis.
- HubSpot forecast custom properties synced to BQ.
FCR Dashboard documentation · generated from docs/ · keep counts verified, not guessed.