Methodology & Governance

The Structural Engineering of Revenue.

Internal teams model what should happen (Financial Modeling). We audit what is happening (Behavioral Physics).

We do not rely on summary reports. We ingest system-of-record exports to build a Challenger Model based on observed physics: conversion, slippage, and cohort decay.

The FIP Standard Ingestion Schema

From Raw Export to Decision-Grade

We normalize disparate VDR exports (Salesforce, HubSpot, NetSuite) into a standardized behavioral dataset. This enables repeatable stress tests across deals—regardless of target hygiene.

VDR Native Ingestion

We take standard CSV exports from systems of record—directly from the Data Room. No IT access, no integration, no system credentials required.

Survival Analysis

We mathematically model the "Time-to-Close" curve. We identify stalled deals ("Ghost Pipeline") that have aged beyond the point of statistical probability.

Cohort Integrity Check

We segment retention by vintage. Often, legacy cohorts are stable while recent cohorts churn 3x faster. Blended NRR hides this structural rot.

Duration Normalization

We detect "Duration Stuffing"—when a target pulls forward future renewals via discounting to hit a quarterly target, hollowing out the future.

Quality Assurance

We Grade the Data Before We Model It.

If the dataset is insufficient, we say so immediately. We do not guess.

Grade A

Underwritable

Key fields complete. Joins succeed. Reconciliations pass. Result: High-confidence conclusions with narrow risk bands.

Grade B

Directional

Some missingness or partial history. Reconciliations mixed. Result: Conclusions delivered with explicit limitations and wider scenario bands.

Grade C

Not Underwritable

Missing critical fields. Unreliable joins. Result: Screen Only (Red Flags) + Required Data Addendum. No underwriting conclusion.

Model Governance

Scope of Reliance

Transparency builds trust. We are explicit about what our model can and cannot detect.

Physics of the Funnel: Conversion rates, slippage, cycle times.
Data Integrity: Reconciliation failures, missingness, join logic.
Revenue Composition: Recurring vs. Non-Recurring contamination.
Leading Indicators: Sudden shifts in pipeline velocity suggesting competitive pressure.

Exogenous Shocks: Macro downturns, regulatory changes.
Strategic Discontinuities: Major GTM pivots or pricing model changes post-close.
Execution Drift: Post-close rep turnover or compensation changes.
Missing Data: If the field isn't in the VDR, we cannot model it.

Security & Data Handling

Built for the Virtual Data Room

Zero IT footprint. Zero retention. We operate within your existing VDR environment.

VDR Native

We operate within Datasite, Intralinks, etc., or ingest via encrypted upload. No system integration required.

Deal Purge Protocol

Upon delivery of the Final Memo, all client data is cryptographically wiped. We retain no residual IP from the target.