Revenue Integrity Scorecard
Formerly referred to as the Forecast Integrity Scorecard
A revenue control diagnostic that tests whether your revenue data can defend itself, across CRM, forecast, billing, pipeline, and governance controls.
It identifies which revenue-control failures are active, how they distort the forecast, and which controls should be installed first.
The board sees one number. The operating system behind it may not reconcile.
By the time a forecast reaches leadership, it has already passed through sales commits, CRM stages, contract evidence, billing activation, expansion attribution, and manual overrides. The Scorecard tests whether those systems reconcile before the number becomes a board-level commitment.
Commit numbers cannot be traced back to buyer evidence.
Closed-Won, contract, and billing records do not reconcile.
Overrides, stage movement, and forecast locks lack an audit trail.
Five control areas. One reconcilable number.
The Scorecard tests each area against operating evidence from your CRM, forecast exports, and billing data. Not a survey. Not a self-assessment.
Pipeline Evidence
Tests whether active pipeline meets ICP qualification, stage-exit requirements, and activity coverage standards.
- Stale opportunity detection (14-day activity window)
- Stage-exit criteria compliance by segment
- Coverage ratio calculated on qualified pipeline only
Stage and Commit Integrity
Tests whether stage progression reflects buyer evidence and whether commit categories are applied with discipline.
- Stage advancement without exit criteria logged
- Close-date movement patterns relative to commit date
- Commit category distribution vs. historical conversion
CRM-to-Billing Reconciliation
Tests whether Closed-Won records can be matched to executed contracts and activated billing accounts.
- Closed-Won without a signed contract on record
- Gap between CRM close date and billing activation date
- Invoice reconciliation against contracted ARR
Expansion Counting
Tests whether expansion revenue is attributed accurately and whether upsells are counted without double-counting base ARR.
- Expansion opportunities linked to active base contracts
- Upsell attribution separated from renewal ARR
- Expansion pipeline vs. verified expansion billing
Governance
Tests whether the forecast process has documented controls, override tracking, and board-reportable audit trails.
- Forecast lock discipline and override log completeness
- CRO-to-CFO handoff reconciliation protocol
- Board reporting integrity against CRM source data
Built for B2B SaaS revenue systems
The Scorecard is designed for teams where the forecast depends on CRM stages, sales commits, contract terms, billing activation, expansion attribution, and board reporting. It is not a generic corporate planning scorecard. It tests whether the revenue number can survive operational scrutiny.
Most scorecards explain the miss after it happened. This tests the controls before the miss reaches the board.
Assess whether a forecast was accurate after the fact. Useful for retrospective analysis. Does not prevent the next miss.
Tests the controls behind the number before leadership relies on it. Stage evidence, close-date movement, commit discipline, CRM-to-billing reconciliation, expansion counting, and forecast governance.
Built on The Red List
20 failure modes. 5 control families. 1 evidence-backed diagnostic.
The Scorecard is structured around the Red List: 20 failure modes documented across pipeline quality, forecast behavior, CRM-to-finance reconciliation, governance, and AI and data readiness. Each failure mode has a detection signal, a stakeholder friction pattern, a forecast impact, and a documented control fix.
Ten failure modes are publicly explained. Ten are diagnosed privately against your operating evidence because the pattern name alone cannot confirm whether it is active in your system, or how much it is distorting your number.
What the Scorecard delivers
The output is designed to support a CFO, CRO, CEO, or PE operating partner conversation without exposing raw customer data.
Each of the five control areas scored against operating evidence from your CRM, forecast exports, and billing data.
Active failure modes identified from the Red List of 20 revenue control patterns, ranked by forecast impact.
Ranked remediation list tied to specific control gaps, with fix recommendations your RevOps team can implement.
A findings baseline formatted for leadership review: what the controls found, what is at risk, and what changes.
Common questions
Operator track record
The Scorecard methodology comes from prior in-house operator roles across Microsoft, HP/HPE, and Philips. MxM is a new firm; these are employer-era results, not client case studies.
Request the Scorecard when the forecast needs to survive scrutiny.
The first review confirms whether the diagnostic is warranted, what evidence is needed, and where the forecast integrity risk is most likely to sit.
Best fit: B2B SaaS companies at $5M to $50M ARR preparing for board review, diligence, or revenue governance cleanup.
Start the request
The board does not just want the forecast. It wants to know how it moved.
The readiness check shows where your revenue numbers are likely to break under that question. The Scorecard validates it against your actual CRM, billing, forecast, and board reporting.
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