Skip to main content
Recording measurements is where value realization comes to life. Each month, you’ll log the key metrics that drive your benefit calculations—turning projected value into proven, customer-confirmed results.
Think of it this way: Activating use cases sets up the math. Recording measurements fills in the actual numbers that prove ROI.

​
What are improvement metrics?

Improvement metrics are the specific values you measure each month to track how well your product is solving the customer’s problem. These are the inputs that change over time and drive your benefit calculations. Common examples:
  • Avg. tickets handled per day
  • Time to complete a task
  • Number of errors per week
  • Conversion rate percentage
  • Support requests per month
  • Hours spent on manual work
The improvement metric was identified when you activated the use case—now your job is to record the actual values as your customer uses your product.

​
Where to record measurements

You have two main places to enter measurement data, each optimized for different workflows:

​
Measurements tab (recommended for bulk entry)

The Measurements tab is designed for quickly recording all improvement metrics at once, typically at the end of each month. What you see:
  • Current month selected by default at the top
  • All improvement metrics from active use cases listed below
  • Each metric shows a line graph of the trend over time
  • Input field to enter the current month’s value
Best for:
  • Monthly value tracking cadence
  • Recording multiple metrics at once
  • Seeing trends across all use cases
  • Catching up on missed months
Measurements tab showing monthly metric entry with trend graphs
The Use Cases tab shows improvement metrics on each active use case card, both as a quick-entry field at the top and in the detailed measurement table below. What you see:
  • Quick entry field at top of card for current month
  • Full measurement table showing all months and inputs
  • Historical values and calculated results
Best for:
  • Recording measurements as you gather data
  • Reviewing a specific use case in detail
  • Entering past measurements (via the measurement table)
  • Understanding the full calculation context
Use case card showing improvement metric entry and measurement table

​
Recording measurements: step-by-step

​
Quick entry (current month)

This is the fastest way to record this month’s measurements:
1

Navigate to Measurements tab

Click the Measurements tab at the top of your Value Tracker.
2

Confirm the month

The current month is selected by default. The active month is highlighted in the timeline at the top.
3

Enter values

Type the measured value into each improvement metric’s input field. Press Tab or Enter to move to the next field.
4

Watch calculations update

As you enter values, the percentage improvements and benefit calculations update automatically in real-time.
5

Review the trend

Check the line graph below each metric to see if the trend looks correct.
That’s it! Your measurements are saved automatically as you type.

​
Recording past measurements

Missed a month? Need to update historical data? Use the measurement table on the Use Cases tab:
1

Go to Use Cases tab

Navigate to the Use Cases tab.
2

Expand the use case

Click to expand the active use case card you want to update.
3

Find the month column

The measurement table shows each month as a column. Locate the month you need to update.
4

Click the improvement metric cell

In the first row (improvement metric), click the cell for the month you’re updating.
5

Enter the value

Type the value and press Enter. The calculation updates for that month and all subsequent months.
Calculations carry forward: When you update a past month, all benefit calculations from that point forward recalculate based on the new data.
On the Measurements tab, you can record data for any month during your contract period:
  1. Click the circle for any month in the timeline at the top
  2. The view updates to show that month’s measurement fields
  3. Enter values as you normally would
  4. Click to a different month to continue
The current month always appears highlighted, but you can navigate freely to past or future months.
Pro tip: Use this to batch-enter measurements if you collect data quarterly but want to record it monthly.

​
Understanding the measurement table

When you expand a use case card, the measurement table shows the complete picture of your value calculation over time.

​
Table structure

Columns:
  • First column: Input names (improvement metrics, units, percentages, calculated values)
  • Subsequent columns: Each month of your contract period
  • Final column: Total benefit (sum across all months)
Rows:
  • First row(s): Improvement metrics (editable each month)
  • Middle rows: Other inputs like units or cost values (typically stay fixed but can be edited)
  • Bottom rows: Calculated results (percentage improvements, monthly benefit)
Measurement table showing inputs, measurements, and calculations across months

​
What can you edit?

Always editable

Improvement metrics - the values you measure each month at the top of the table

Editable if needed

Other inputs - units, costs, percentages from the original business case

Auto-calculated

Derived values - percentage improvements, monthly benefit, total benefit

Not editable

Input names - the labels for each row (defined during activation)

​
Editing other inputs

Sometimes you need to adjust inputs beyond the improvement metric—like when the number of employees changes or a cost assumption needs updating. To update an input:
  1. Click on the cell for the input you want to change
  2. Enter the new value
  3. Press Enter
Values carry forward: When you change an input value for a month, that value carries forward to all subsequent months until you change it again.
Example scenario:
Your customer started with 10 support reps in January. In June, they hired 5 more.
  1. In the measurement table, find the ”# of Reps” row
  2. Click the June column for that row
  3. Change the value from 10 to 15
  4. June through December now calculate benefit based on 15 reps
  5. January through May still use 10 reps

​
Adding context to measurements

Raw numbers don’t tell the whole story. Add evidence and notes to explain where data came from or why values changed.

​
Adding evidence or notes

1

Find the 3-dot menu

On the Measurements tab, each improvement metric has a 3-dot menu next to its input field.
2

Click the menu

Click the 3-dot icon to open the options.
3

Select 'Add Evidence' or 'Add Note'

Choose what type of context you want to add for this month’s measurement.
4

Enter details

  • Evidence: Upload a screenshot, link to a dashboard, or paste data from a report - Note: Write a text explanation of where the data came from or any relevant context
5

Save

Click Save to attach the evidence or note to this measurement.
Add evidence when: - You have a screenshot of the actual metric from your customer’s system - You want to link to a dashboard or report - You need to attach a data export or calculation spreadsheet - You’re documenting the source of truth for auditing purposes Add notes when: - You want to explain an unusual spike or drop in the metric - The data source changed this month - There’s important context about what happened (e.g., “Black Friday caused spike”) - You estimated because actual data wasn’t available yet

​
Viewing evidence and notes

Measurements with attached evidence or notes show an indicator icon. Click the icon or the 3-dot menu to view the attached context. This becomes especially valuable during:
  • Quarterly business reviews (show the customer where data came from)
  • Renewal discussions (prove the calculations are based on their actual usage)
  • Internal audits (document your value tracking methodology)

​
Getting data from your customer

Recording measurements requires ongoing collaboration with your customer. Here are proven approaches:

​
Set up regular data sharing

Dashboard access

Get read-only access to relevant customer dashboards or reporting tools where metrics are tracked.

Monthly data call

Schedule a recurring 15-minute call with your champion to review and confirm measurements together.

Automated exports

Work with your customer’s IT team to set up automated CSV exports of key metrics.

Shared spreadsheet

Create a simple Google Sheet where the customer enters their data monthly.

​
Make it easy for your champion

The easier you make this process, the more likely your champion will consistently provide data:
  • Be specific
  • Provide templates
  • Show the impact
  • Celebrate wins
Don’t ask for “usage data.” Ask for the exact metric: “How many tickets did your team handle per day in March?”

​
When data isn’t available

Sometimes you won’t have perfect data for every month. Here’s how to handle it:
If you need to estimate, err on the low side. Use a note to document: “Estimated based on previous trend—awaiting Q2 report.”
Got data for 2 out of 3 weeks in the month? Calculate the average and note the incomplete data period.
It’s better to leave a month blank than to guess. Come back and fill it in when real data is available.
When data becomes available, go back and update previous months. The calculations will adjust retroactively.
Never fabricate data: Your credibility depends on honest, customer-confirmed measurements. If you don’t have data, say so.
As you record measurements over time, patterns emerge. Here’s how to read them: Steady climb: Measurements improve month-over-month.
What it means: Your product is delivering value as expected. Rollout and adoption are progressing well.
Your action: Document what’s working. Use this story in other deals. Accelerating improvement: Rate of improvement increases over time.
What it means: Customer is hitting their stride with your product. Network effects or scale may be kicking in.
Your action: Identify what caused the acceleration. Can you replicate it with other customers? Flat line: No improvement over several months.
What it means: Adoption may have stalled. Users might not be engaging with the feature, or there’s a technical issue.
Your action: Schedule a check-in with your champion. Review milestones and usage data to diagnose the issue. Declining values: Measurements are getting worse.
What it means: Something changed—maybe a process, personnel, or competing priority. This is a renewal risk.
Your action: Immediate customer conversation. Understand what changed and develop a plan to get back on track. Volatile/spiky: Wild swings month-to-month.
What it means: Data quality issues, seasonal effects, or inconsistent measurement sources.
Your action: Standardize your data collection process. Add notes to explain spikes.
Use graphs as conversation starters: When you see an unexpected trend, don’t wait—reach out to your customer champion to understand what’s happening.

​
Measurement best practices

Be consistent

Measure the same way every month. Don’t switch from “weekly average” to “monthly total” midway through.

Document sources

Use notes to track where each measurement came from. Future you (or your successor) will be grateful.

Don't cherry-pick

Record the actual data, even if it’s not flattering. Honest tracking builds trust and helps you improve.

Review before presenting

Before a QBR or renewal discussion, scan all measurements for anomalies or missing data. Fill gaps or prepare explanations.

​
Multiple calculations per use case

Some use cases have multiple benefit calculations (e.g., both cost savings AND revenue increase). Each calculation has its own improvement metric to track. How it works:
  • Both improvement metrics appear in the Measurements tab for the same use case
  • The measurement table shows all calculations stacked together
  • Total benefit for the use case is the sum of all calculations
Example:
A “Improve Sales Efficiency” use case might track:
  • Calculation 1: Time saved per deal (cost savings)
  • Calculation 2: Additional deals closed per month (revenue increase)
You’ll record two separate improvement metrics each month, and the use case card shows the combined benefit.
Don’t double count: Make sure the calculations truly measure different benefits, not the same benefit calculated two different ways.

​
Troubleshooting

  1. Check that you entered the value in the correct unit (e.g., daily not monthly) 2. Review all inputs in the measurement table—an incorrect unit or cost can throw off the result 3. Verify the calculation logic makes sense for your customer’s situation 4. If still wrong, contact support to review the calculation formula
This usually means: - The month is locked (check with your admin about locking policies) - The field is a calculated value, not an input - You don’t have edit permissions on this Value Tracker
Check that: - The use case is activated (inactive use cases don’t appear in Measurements tab) - You’re looking at the correct month - The improvement metric was properly configured during activation
  • Review the value you entered—typo or wrong unit? - Check if an input changed that month (like # of employees)
  • Look for notes or evidence from that period explaining the change - If it’s a data error, click into the cell and correct it

​
Presenting measurements to customers

Your measurements are most powerful when you share them with your customer regularly. Here’s how:

​
Quarterly business reviews

  1. Show the trend: Lead with the graph showing improvement over time
  2. Highlight milestones: Connect measurement improvements to specific milestones or rollout phases
  3. Celebrate wins: Call out months where metrics exceeded expectations
  4. Be honest about challenges: If a metric is flat or declining, acknowledge it and discuss next steps

​
Renewal discussions

  1. Total realized benefit: Start with the big number—total benefit delivered across all use cases
  2. Compare to projection: Show how realized benefit compares to the original business case projection
  3. ROI calculation: Present the ROI based on actual measurements, not projections
  4. Show evidence: Have your sources ready—screenshots, notes, dashboard links
Frame it as their success: “Your team handled 158 tickets per day by March—that’s a 58% improvement and $109,000 in realized benefit.”

​
What’s next?

With regular measurement tracking in place, you’re building an irrefutable story of value delivery.
Combine your measurements with milestone tracking to show both financial impact and implementation progress—the complete value realization picture.