# The Pricing Migration Quarterly Tracker

**A spreadsheet template for the 18-month pricing migration sequence.**

By Falk Gottlob — falkster.com

---

## How to use

Copy the structure below into a spreadsheet (Google Sheets / Excel). Fill in column B for your specific company. Update monthly. Review with the CFO quarterly.

---

## The tracker

| # | Field | Q1 (months 1-3) | Q2 (4-6) | Q3 (7-9) | Q4 (10-12) | Q5 (13-15) | Q6 (16-18) |
|---|---|---|---|---|---|---|---|
| **Revenue** | Legacy revenue ($M ARR) | | | | | | |
| | Successor revenue ($M ARR) | | | | | | |
| | Blended ARR | | | | | | |
| **Margin** | Legacy GM (%) | | | | | | |
| | Successor GM/outcome (%) | | | | | | |
| | Blended GM (%) | | | | | | |
| **Migration** | % legacy revenue migrated | 0% | 0-5% | 10-25% | 30-50% | 55-75% | 80-95% |
| | Wave 1 strategic accounts migrated | 0/20 | 5/20 | 18/20 | 20/20 | 20/20 | 20/20 |
| | Wave 2 mid-market migrated | 0 | 0 | 50 | 250 | 350 | 400 |
| | Wave 3 long-tail migrated | 0 | 0 | 0 | 50 | 200 | 400 |
| **Operations** | Outcome volume (monthly) | 0 | low | climbing | scaling | scaling | mature |
| | Dispute rate | n/a | high | dropping | dropping | low | low |
| | Lead customer reference closed | n/a | yes | n/a | n/a | n/a | n/a |
| | Sunset announced | no | no | no | yes | yes | yes |
| **Coalition** | CFO bought in | yes | yes | yes | yes | yes | yes |
| | CRO comp plan rewritten | draft | yes | yes | yes | yes | yes |
| | Board pre-sold on trough | scheduled | yes | reviewed | reviewed | reviewed | reviewed |
| | CPO leading 1:1 strategic calls | yes | yes | yes | n/a | n/a | n/a |

---

## The leading indicators table

Tracked monthly. Plotted alongside the gross margin curve.

| Indicator | M1 | M3 | M6 | M9 | M12 | M15 | M18 |
|---|---|---|---|---|---|---|---|
| Outcome volume per customer (avg) | | | | | | | |
| GM per outcome (%) | | | | | | | |
| % legacy revenue migrated | | | | | | | |
| NPS on successor | | | | | | | |
| Lead customer expansion ($) | | | | | | | |
| Dispute rate (%) | | | | | | | |
| Migration vs. churn ratio | | | | | | | |

---

## Failure mode flags

If three or more of the leading indicators are flat or falling at the same time, the transition is in trouble. Run the quarterly reality check:

- Are the cadences still right?
- Is talent allocation still right?
- Are we still on the published sunset date?

---

## What this tracker doesn't do

- It doesn't give you the unit economics model. Build that separately with FP&A.
- It doesn't replace the four mandatory conversations. The tracker shows progress; the conversations are how progress happens.
- It doesn't work if it's not reviewed monthly. A blank tracker is worse than no tracker.

---

*This tracker pairs with [The Pricing Migration Sequence](https://falkster.com/blog/pricing-migration-sequence) and the handbook chapter [Pricing Migration: The 18-Month Quarterly Playbook](https://falkster.com/handbook/pricing-migration-18-month-playbook).*