DECISION SYSTEM
EXECUTIVE VIEW

Revenue & Commercial Performance

What changed, why did it change, and what does leadership need to understand before board and investor conversations?

Recreated with anonymized data. Represents the operating logic behind systems I built at Akadeum: the executive view leadership used to understand performance, forecast movement, and the story behind the numbers.

YTD Target
$2.7M
YTD Actual
$1.9M
YTD Variance
-$0.8M
Attainment
70%
TARGET vs ACTUAL vs FORECAST
Revenue index (actuals through May*, forecast remainder of year)
Target
Actual
Forecast
* Month in progress at time of data pull, partial figures only
FORECAST VARIANCE BRIDGE
YTD target to forecast: Explaining the gap
Target
+$6.5M
$6.5M
Won: New
+$580K
$7.1M
Won: Expansion
+$210K
$7.3M
Lost: Funding Cuts
$-510K
$6.8M
Lost: Trial Failure
$-620K
$6.2M
Lost: Acquisition
$-340K
$5.8M
Pipeline Slip
$-270K
$5.6M
Forecast
+$5.6M
$5.6M
NARRATIVE & INSIGHT
The YTD gap between target and forecast is $950K. External factors outside commercial control account for $1.47M in lost revenue: a federal funding cut, a clinical trial failure, and a strategic acquisition that disrupted procurement. Because those losses exceed the gap, the commercial team actually over-performed on reachable accounts by approximately $520K. New business wins and expansion revenue exceeded the pipeline slip.