Customer Value Realization Scorecard

Track the outcomes your customer bought, in their numbers, with proof they agree with, long before renewal.

"What value did we get from this?" is the most expensive question a customer can ask you, especially when it comes from someone who wasn't there when they bought. Logins and feature adoption won't answer it. Their CFO wants to know whether the number they report to their own boss moved. This scorecard keeps the value story in the customer's language from day one.

Every objective gets a baseline from before they bought, a target, a target date and the latest actual. The workbook calculates how much of the gap you've closed, compares it to how much time has passed, and sets an on-pace status, whether the number should go up or down. Then it tracks the part most teams skip: the evidence, and whether the customer has confirmed the number, hasn't yet, or disputes it. The review log keeps the exact words when a customer confirms value, and the Summary gives you one page to open every business review.

What's included

• Customer Value Realization Scorecard template in Excel, plus a make-a-copy link for Google Sheets

• 5 tabs: start here, scorecard, review log, summary and settings

• Baseline, target and latest actual for every objective, with progress and on-pace status

• Evidence and customer confirmation for every result, plus a review log

• A step-by-step PDF guide with a made-up worked example, a 30-minute value review agenda and the mistakes to avoid

• A Steal This value proof check

Who it's for

CSMs and CS leaders who want to walk into renewal with value the customer already agreed to.

How it works

Digital download. Your files are ready right after checkout. Open the Excel file, or use the link included with your download to make your own copy in Google Sheets. No physical item will be shipped.

Bundle and save

This template is part of the Expansion and Value Bundle: 8 templates for $79, about half the price of buying them one at a time. Want everything? The Complete Architect Collection has every template in the collection for $299.