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The worked examples: every measure on ten rows you can check by hand

A hub for the worked-example pages on this site: each core measure computed in full on a book small enough to check by hand, ten accounts, ten deals, ten invoice lines, five clients, four territories, with every intermediate figure shown and the identity at the end. This page lists them by measure with what each example demonstrates, so a reader can reproduce the arithmetic before running it on their own export.

By CoviragePublished 17 September 20268 min read
The short answerEvery core measure on this site has a worked-example page: the whole calculation on a book small enough to check by hand, with every intermediate figure and the identity at the end. Coverage on ten accounts, share of wallet on ten customers, dormancy on ten accounts, concentration on ten customers, pipeline coverage on ten deals, whitespace on ten by five, net revenue retention on ten customers, price realisation on ten lines, contribution on ten accounts, forecast bias on five reps, run rate on twelve months, OTIF on ten lines, lock-up on five clients, crediting on ten lines, territory potential on four territories. A reader who reproduces one has understood the measure; running it on their own export is then a mapping.

The measure pages on this site give the formula and the reading. The worked-example pages give the arithmetic in between, on a book small enough to check by hand. This hub lists them by measure with what each demonstrates.

Coverage and activity

Example Demonstrates Page
Coverage on ten accounts Qualifying touches, cadence per tier, the ratio by count and by value, the untouched list, the data quality score Coverage on a ten-account book
Dormancy on ten accounts Own cadence as the median gap, the multiple and the ceiling, the seasonal flag, run rate before the silence, the states summing to ten Dormancy on ten accounts

Wallet and depth

Example Demonstrates Page
Share of wallet on ten customers The norm from main-supplier customers, wallets with sources, share and gap, the ceiling, the roll-up weighted against averaged Share of wallet on ten customers
Whitespace on ten accounts and five lines Norm penetration per line, expected empties, the three kinds of empty, value per cell, the filled cells summing to the ledger Whitespace on ten by five

Retention and revenue

Example Demonstrates Page
Net revenue retention on ten customers One movement per customer, gross capped and net uncapped, the cohort split, reconciliation to the bridge NRR on ten customers
Concentration on ten customers Top-n share, count to half, the index, this year against last, the per-rep split Concentration on ten customers
Price realisation on ten invoice lines A dated price list, agreed against unagreed discount, the line that crossed a price change, per customer and per rep Price realisation on ten lines
Contribution on ten accounts Gross margin, cost to serve at stated rates, the two rankings, the components behind the account that loses money Contribution on ten accounts
Run rate and seasonality on twelve months Run rate at four points against the year, the seasonal index, the deseasonalised figure, the one-off order Run rate on twelve months

Pipeline and forecast

Example Demonstrates Page
Pipeline coverage on ten deals Face, weighted at the team's own conversion, slip-adjusted, coverage three ways, the deals behind the gap Pipeline coverage on ten deals
Forecast bias on five reps Signed miss, error against bias, the four kinds of rep, the adjustment with its range, the identity Forecast bias on five reps

Planning and crediting

Example Demonstrates Page
Territory potential on four territories Current revenue plus gap plus discounted universe, the share that reaches the target, the balance check, quotas summing to the target Territory potential on four territories
Crediting on ten invoice lines Dated assignments, splits summing to one, overlay in its own column, the two exceptions, credit summing to the ledger Crediting on ten lines

Operations and professional firms

Example Demonstrates Page
OTIF on ten purchase order lines The tolerance window, the two tests per line, the over-receipt, supplier against site, the trend OTIF on ten lines
Lock-up on five clients WIP and debtors, the days, the cash, the billing-or-collection split Lock-up on five clients

Desk-specific

Example Demonstrates Page
Deposit flight on five relationships The median baseline, the prior-year test, the transaction split into moved, shrinking and seasonal Deposit flight on five relationships
Hit ratio on ten inquiries Count-weighted against size-weighted, the client that leaves the large ticket, the tiers Hit ratio on ten inquiries
Licence utilisation on five institutions Active at a stated threshold, the trend, the retention and expansion lists, the site licence, the assertion failure Licence utilisation on five institutions
Sales velocity across two quarters The four factors from outcomes, the one-factor recomputations, the residual, cycle length as the finding Sales velocity across two quarters
The renewal calendar on five contracts Notice windows, renewal-type activity, the untouched list, value ending per month, the co-terminus customer, the rolling contract Renewal calendar on five contracts
Effort ratio on five accounts Hours over revenue, the tier norm, the category split, the onboarding exclusion, the disengaged account Effort ratio on five accounts
Weeks of cover on one SKU at one retailer Implied inventory week by week, the trailing rate, promotion against loading, the next-quarter effect Weeks of cover on one SKU
Inferring an out-of-stock at one store The SKU's own rate, the probability of a zero run, the threshold, the missing file, the slow-SKU comparison Out-of-stock at one store
Chargebacks on ten deductions Reason code mapping, the join to shipment records, valid against disputable against unmatched, cost per case Chargebacks on ten deductions
Spend under management on ten invoices The three bucket rules, contract scope by unit, the PO rule, the uncategorised invoice, shares by category and unit Spend under management on ten invoices
Lost lines on ten order lines The order-to-fulfilment join, four states, lost value at price, the recurring item, the account whose frequency fell Lost lines on ten order lines
Season watch on five clients Usual start from two years' entries, the margin, the two lists by deadline, the closed client Season watch on five clients
Primary tender share on ten tenders First against cascaded from timing, acceptance each way, on-time, the case for primary Primary tender share on ten tenders
Utilisation and realisation on five consultants Fee allocation by hours, both ratios, the overrun fixed fees, the four quadrants Utilisation and realisation on five consultants
Reach and frequency on ten accounts with access Dated access status, reach and frequency both ways, calls on blocked accounts, the mid-cycle change Reach and frequency on ten accounts
Aftermarket attach on five customers The norm per unit by age band from contracted customers, expected against actual, the register check Aftermarket attach on five customers
Carrier concentration on ten loads Subsidiary roll-up, top share per lane, the volume-band threshold, acceptance trend as the finding Carrier concentration on ten loads
Placement share on five clients Lines with the broker against lines placed, stated or normed elsewhere premium, both shares, the source column Placement share on five clients
Lending-only on five borrowers The loan-book-to-deposits join, the test, the two flags, the norm from full-relationship borrowers Lending-only on five borrowers
Pace on one property for one month Today's books against last year's kept snapshot, pace by segment, pickup needed against historical pickup, the comparable set Pace on one property
Delivery ratio on three partners Delivered value at rate card, the expected ratio from the discount, unconfirmed fixtures, make-goods Delivery ratio on three partners
Obligation coverage on ten obligations The control cadence check, the retired control, the states, coverage by unit and rating, the change backlog Obligation coverage on ten obligations
Repeat contact on ten tickets The repeat rule, the state per ticket, the rate against base, the minimum count, the category cluster Repeat contact on ten tickets
Held-away assets on five clients Three source grades, the stale rule, the norm from fully-held clients, the three lists Held-away assets on five clients
Net lift on one promotion at one account The median baseline, gross lift, the post-window dip, net lift, cost per net unit, the pull-forward account Net lift on one promotion
Transit reliability on ten shipments Actual against quoted with a tolerance, the interquartile spread, the delay split by stage, the bad milestone row Transit reliability on ten shipments
Quote conversion on ten quotes The join on the quote reference, conversion by count and value, the four cuts, the unreferenced order Quote conversion on ten quotes
Tier earned against tier on for three agreements Threshold lookup from volume, the gap in dollars both ways, utilisation, the renegotiation window Tier gap on three agreements
Meeting conversion on ten first meetings The first-meeting rule, the window, three states, conversion by rep and source, the no-follow-up list Meeting conversion on ten meetings
Axe hit rate on ten axes The match rule against the blotter, received and traded per client, traded-unsent, the list age Axe hit rate on ten axes
Customs holds on ten entries Hold rate against the lane norm, the cause split by correction source, the two invoice fields, the cost Customs holds on ten entries
Category share by trade on five accounts The trade norm per category, the expected-category floor, the gap at the account's spend, the untyped account Category share by trade on five accounts
Supplier deterioration on ten suppliers Three measures against each supplier's own baseline, the trend rule, the deteriorating list, the spend at risk Supplier deterioration on ten suppliers
Estate currency on ten sites Services on the estate against the billing file, the orphan and the ghost, the site with a stale circuit, currency rate Estate currency on ten sites

What every example shares

  • Real-shaped numbers, not round ones.
  • Every intermediate figure shown.
  • The ratio two ways where count and value differ.
  • The row that breaks the identity, so the failure is seen.
  • Where it goes wrong, even at ten.
  • What changes from ten to ten thousand: usually only the count.

Using them

Reproduce one in a spreadsheet, row by row. Export the same columns from the company's systems. Run the same steps. The measure page linked from each example covers the definition and the reading; the KPI definitions page has every formula in one place, and the answer-first template is the shape the examples follow.

Questions people ask

Why ten rows?

Because the arithmetic is the same at ten and at ten thousand, and at ten it can be checked by hand in minutes. The examples use real-shaped numbers, not round ones, and include the row that breaks the identity so the reader sees what a failure looks like.

What do the examples share?

The same seven parts as every measure page: the rule, the rows, the calculation step by step, the ratio two ways where it matters, the list, the identity, and where it goes wrong even at ten. And each ends with what changes from ten to ten thousand, which is usually nothing but the count.

How should they be used?

Reproduce one in a spreadsheet. Then export the same columns from the company's own systems and run the same steps. The measure pages linked from each example cover the definitions and the reading; the example is the arithmetic in between.

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