Result-value driven
Outcome metrics are agreed before the phase starts. Value is reported against fees paid, every month and cumulatively, so the question is never "what did we get for this?"
Outcome metrics
Activity counts are not outcomes. These are the metrics that decide whether a phase passed.
0→1 Create
1→2 Prove
2→x Scale
Value, in the real world
The ledger is arithmetic, but the inputs are human: a plant that reordered, a distributor who widened his shelf, a team that stopped doing it the old way.
The value ledger
Attributable collected revenue
Cash actually received from registered opportunities, net of taxes, refunds, chargebacks and pass-through amounts.
Contribution margin created
For physical products, revenue less product cost, duties, freight, platform and channel margin, discounts, warranty and returns.
Fees paid
Retainer plus fixed fees plus success fees actually invoiced across the engagement.
Value multiple
Value created divided by fees paid - reported per phase and cumulatively.
Payback months
Months until cumulative value created exceeds cumulative fees paid.
Measured impact
Medians across engagements that reached the stated gate - time saved, conversion lift, cash collected, value per fee.
0 weeks
To first signed order
Median time from kick-off to a purchase order signed by a named Indian buyer - not a pilot MOU.
Gate 0→1
−0%
Time saved vs. own-entity route
Against companies that set up an entity, hired a country lead and then looked for demand. We sell first, structure later.
No entity required to start
0.0×
Conversion lift after ICP reset
Qualified-call-to-order rate before and after we cut the target list to the segments that actually buy.
Validated ICP
₹0.0 Cr
Revenue collected in phase 2
Cash collected in India, in the twelve months after the repeatable motion passed its gate. Median across the portfolio.
Value ledger
0%
On-time dispatch at scale
Order-to-dispatch reliability once distribution, service turnaround and stocking norms are running steady state.
Gate 2→x
0.0×
Value created per fee paid
Gross margin created in India divided by everything we were paid - retainer plus success fee. Reported every quarter.
The multiple
Portfolio medians across engagements that reached the stated gate. Figures rounded; underlying contracts and ledgers are reviewed under NDA.
References
The same lines, described by the finance, operations and channel people who had to live with them.
“The fortnightly review was uncomfortable in the best way. Named accounts, the objection verbatim, cash actually collected. Nothing to hide behind.”
Gate 1 cleared, gate 2 held back a quarter
Anjali DeshpandeCountry Manager, India, Nordwerk AutomationPune“I stocked thirty units to be polite. I reordered because they moved and because someone answered the phone when a customer came back.”
4 reorders in 5 months
Rakesh BhandariManaging Partner, Bhandari Trade LinksIndore“Dispatch reliability is what made my buyers plan around us instead of hedging with a local brand. That was an operations fix, not a sales pitch.”
96% on-time dispatch
“The value ledger is the only India report my board reads. It says what was created, what it cost, and the multiple. Two lines were negative and they were still in there.”
3.4x on programme fees, 14 months
Shared with permission. Commercial figures rounded; underlying contracts and collection data are reviewed under NDA.
Worked illustrations
Digital products are measured on collected revenue. Physical products are measured on contribution margin, so nobody profits from unprofitable gross sales.
Digital product · 1→2 Prove
Success fee = collected revenue × attribution share × collection rate × fee rate
Physical product · 1→2 Prove
Success fee = collected revenue × contribution margin × attribution share × collection rate × fee rate
These are planning illustrations using base-case model assumptions. They are not a forecast, a benchmark or a promise of revenue. Actual attribution share, collection rate, contribution margin and fee rates are set in the Statement of Work.
Attribution
Accounts and partners are registered as they enter the pursuit, with documented activity. Attribution is settled before cash arrives, not argued about afterwards.
Named target accounts logged with source, entry date and pursuit activity.
Channel partners sourced, scored and enabled under the engagement.
Fees accrue only on cash received, net of taxes, refunds, chargebacks and pass-through amounts.
Take it with you
Portfolio medians, the evidence we hold behind each number, stage-gate fee logic and the case takeaways - generated straight from the figures published on this site, so the PDF never drifts from the page.
How the money moves
Fees, collected cash and the quarterly ledger on one picture - so there is no ambiguity about when a success fee is earned.
Hover or tab through the diagram · click any step for detail
Straight answers
The rules behind every number on this page.
Every quarter five ledger lines are reported: attributable collected revenue, contribution margin created, fees paid, value multiple and payback months.
The value multiple is value created divided by fees paid, reported per phase and cumulatively. If the multiple is not moving toward the agreed target, the scope changes - the reporting exists to make that conversation unavoidable.
The value ledgerAttribution is agreed in writing before work starts, through registered accounts, registered partners and documented pursuit activity - so no revenue is claimed after the fact.
Reported cash is net of taxes, refunds, chargebacks and pass-through amounts. Attribution rules and rates are reviewed quarterly as your own India team grows and starts to source demand independently.
How value is measuredPortfolio medians across engagements that reached the stated gate include roughly 19 weeks to first collected order and about 5.6× value created per fee paid.
Figures are rounded medians, not best cases, and the underlying contracts, invoices and ledgers are reviewed under NDA. Named before-and-after narratives with their measured numbers are published as case studies.
Case studiesThe 0→1 stage runs about four months and targets the first attributable collected revenue rather than a launch date.
Speed depends on purchase complexity: a self-serve digital product can transact in weeks, while a certified industrial product may need testing, approvals and a channel partner before the first invoice is even possible.
Programs and durationsPricing is a retainer or fixed fee plus a success fee. The fee funds the operating team and research; the success fee follows attributable revenue only after cash is collected.
Success fees never trigger on bookings or invoiced pipeline. For physical products the success fee is calculated on contribution margin, not gross sales, so nobody is rewarded for unprofitable volume. Caps and step-downs are available where they make internal approval easier.
Commercial structureWe will name the outcome metrics we would commit to, and the ones we would not.