QBR prep time (illustrative)
−42%
Demo outcome from discovery
Work · Subscription software & platforms
B2B SaaS — multi-tenant MRR in one operating rhythm
A product-led team running hybrid subscription and service revenue needed one forecast that matched billing reality across regions and add-ons—without a shelf BI template.
Sources in cockpit
11
CRM, billing, warehouse
Forecast iterations / quarter
6+
Scenario what-ifs
KPIs are illustrative / representative — not audited client guarantees.
Challenge
MRR was spread across CRM, finance exports, and product analytics; leadership and customer success were arguing from different “versions of the truth” each QBR.
Approach
We mapped the revenue objects that actually mattered (plans, add-ons, credits) and modelled a cohort-aware MRR view with board-ready baselines, then layered scenario sliders for net retention.
Design decisions
- Lead with a single NRR/ARR narrative before deep cohort heatmaps
- Scenario sliders constrained to finance-approved assumption ranges
- CSM drill-downs tied to subscription events, not vanity usage charts
Representative views
Concept frames below are anonymised representations — not production screenshots.
Forward MRR
$1.24M
NRR
112%
Sources
11
Outcomes
- Aligned executive and GTM on a single ARR / NRR story ahead of a Series B data room
- Reduced manual prep for finance from days to a repeatable Friday close rhythm
- Gave CSMs drill-downs tied to subscription events—not vanity usage charts
More work
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