Reference Card // Diagnostic Framework

Operational Telemetry
Markers

Seven shared economic flow metrics for de-siloing ops teams
Use this reference card to evaluate which system telemetry markers your organization is tracking versus which it's ignoring. Each marker forces multiple functions to align around actual business movement instead of departmental activity. Score your current state, identify the gaps and prioritize which markers to instrument first.
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The Seven Markers

System Telemetry
Reference

# Marker What It Measures Diagnostic Question
01 Time-to-Value (TTV) Duration from first touch to meaningful customer outcome. Every function affects it. Can you measure this end-to-end today?
02 Revenue Velocity Speed of revenue movement through the full system. Delays, friction, stalls and drop-offs. Where does revenue stall longest?
03 CAC Payback by Segment Customer acquisition cost recovery by type, channel, region, product and lifecycle. Which segments are you subsidizing?
04 Expansion Efficiency Net revenue from existing customers relative to cost of support, success and enablement. Is expansion profitable or just busy?
05 Funnel Compression Stage-to-stage speed. Time, friction, bottlenecks and dependency chains. What's the approval tax on every deal?
06 Forecast Reliability Accuracy and consistency of predictions. Data quality, pipeline integrity, behavioral honesty. How often is the forecast weaponized?
07 Cost of Delay Revenue lost to slow onboarding, stalled expansion, delayed approvals. What did slow cost you last quarter?
Self-Assessment

Score Your
Current State

For Each Marker
Rate 1-5
1 = Not measured / 2 = Measured by one team / 3 = Shared but not trusted / 4 = Shared and trusted / 5 = Drives decisions
Marker Score (1-5) Who Owns It Today Biggest Gap
TTV      
Revenue Velocity      
CAC Payback      
Expansion Efficiency      
Funnel Compression      
Forecast Reliability      
Cost of Delay      
Accountability Check

Before You Call It
a P&L

01
Control
Does the team influence the primary drivers of outcomes? No control = political theater.
02
Clear Signals
Are the metrics trusted and understandable? Or are there competing dashboards?
03
Consequence Symmetry
Does the team experience both upside and downside? Or just the blame?
Diagnostic Framework by Angie Bailey // angieqbailey.com