Revenue, concentration and mix from the Customer Invoicing sheet (finance's recognised revenue, monthly). ARR is shown as annualised run-rate; Xero becomes the system-of-record once connected.
Revenue / concentration / mix are computed from the Customer Invoicing sheet's recognised-revenue tabs.
The page renders from embedded JSON — #revenue-data — which the scheduled routine refreshes
monthly; no metric value is hardcoded in the markup. ARR run-rate = annualised current MRR. See DAILY_DATA_SYNC.md.
Costs are read from the cost tracker's monthly actuals (Category → Team → Item). Plan is the 2026 cost
budget ramp. Feb 2026 includes a one-off −$18.8k adjustment booked to "Other" — the operating
figures below add it back so month-over-month trends are comparable. Cost / unit = total spend ÷ billable
units (containers, air, FA, terminal, CO₂, schedules). The page renders from embedded JSON — #cost-data.
Pipeline data is read live from HubSpot — the “Sales Pipeline (NB, CS, Partner Combined)” board. Commit / Probable / Upside are derived from deal stage (Contracting/Negotiation → commit; Proposal/Trial → probable; Qualification/Standby → upside) because the manual forecast category is not maintained in HubSpot. Fields shown as — placeholder (contract term, POC status, rep tenure, channel split of created pipeline, YTD targets) are not yet tracked in a connected source — fill them in the sheet to populate. Quarters are calendar (this = Q2 2026 Apr–Jun, next = Q3 2026 Jul–Sep).
Mirrors the CS Overview dashboard (account roster, expansion & onboarding pipelines, Slack tier-channel activity) and refreshes on the same daily sync. QBR dates & tier from HubSpot; ticket counts from the ClickUp support board (tagged per customer); container volume from Metabase (etav3_org_shipment_augmentation, live). NRR is a monthly proxy from the revenue bridge. Per-account ARR Δ MoM stays placeholder until a per-account ARR time-series is fed.
ClickUp (Tech + Eng Sprint 2026 boards) is connected — ticket completion, throughput and per-developer output populate live via the daily sync. On-time delivery & cycle time need due/created dates set consistently on tickets. PR throughput & review time (GitHub), uptime (monitor) and the DORA lead-time + deploy-frequency metrics (CI/CD) are placeholders until those connectors are added.