The Pricing Migration Quarterly Tracker
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.
pricing-migration-quarterly-tracker.md3 KB631 words
The template
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 and the handbook chapter Pricing Migration: The 18-Month Quarterly Playbook.