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.md before reporting suspended MRR.
• hubspot_deals is 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.