CS Revenue Readiness Scorecard

Your first priority

Score the statements above

Your lowest-scoring area becomes your first priority, with three moves to make next quarter.

Your first priority · based on 0 of 12 scored

AI impact

Most teams can show AI usage. Few can show what it changed. Without a named metric and a baseline, AI spend is the first thing questioned in budget season.

1. Pick the AI initiative with the most usage and name the retention or expansion metric it should move.
2. Pull a baseline for that metric from the two quarters before rollout, before you report anything new.
3. Report one leading indicator monthly, such as time from risk signal to CSM action.

Your first priority · based on 0 of 12 scored

Renewal forecast

A forecast built on gut feel breaks the first time Finance asks why. Categories, signals and a track record turn it into a number people plan around.

1. Put every renewal in the next two quarters into Commit, Best case or At risk, with one named owner each.
2. Write down the three signals that move an account between categories, so the call doesn't rest on judgment alone.
3. Compare last quarter's forecast with what actually renewed, and share the accuracy number.

Your first priority · based on 0 of 12 scored

Commercial role

If CS owns the number but not the conversation, the number is out of its hands. Clear ownership and aligned goals put CSMs where revenue is decided.

1. Agree with sales, in writing, who leads each stage of renewal and expansion.
2. Define what counts as an expansion signal and where a CSM sends it.
3. Check that CSM goals include the retention or expansion number CS is held to.