# GTM Plan Module — Future-State Capability

## RealROI Watch & DriftWatch — ROI Tensor / Drift Architecture

*Insert under Product / Roadmap. This is a **Phase-II future-state** capability. It is not part of, and is not retrofitted onto, the Metrix case study, which remains unchanged documented historical proof.*

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### Positioning (one line)

**RealROI Watch measures governed value continuously; DriftWatch explains deviation and recommends the next best action — external context explains *why* value drifted, it never rewrites the proof.**

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### 1. ROI Tensor — the governed store

The ROI Tensor stores, for every outcome, the governed **BAU, goal, projected, and actual** values — each with its **source, confidence, and evidence references**. It is the single governed record the rest of the flow reads from and writes to.

### 2. External context — the 25-variable set

Twenty-five external variables are correlated against the governed tensor to form **drift-cause hypotheses**. They explain why value drift occurred; **they do not replace the measured ROI facts.**

- **Market & demand** — demand, competition, pricing, buying cycles, seasonality
- **Financial & macro** — budgets, interest rates, inflation, advertising costs, macro uncertainty
- **Supply & operations** — labor, vendors, supply chain, implementation, quality
- **Technology & data** — technology / search changes, data quality, API failures
- **Regulation** — regulation
- **Go-to-market & adoption** — partners, sales execution, adoption, churn
- **Trust** — reputation

### 3. Up-to-real-time references

External and internal sources refresh the **context attached to each outcome event**, up to real time. The refresh cadence is tiered for cost (events always captured; tensor updates gated).

> **Open decision:** the exact refresh **SLA per tier is not yet locked.**

### 4. Dynamic Value Segmentation

Every outcome and drift signal is segmented across eleven governed dimensions:

**Role · Problem · BAU · Goal Measure · Business Impact · Motivation · Decision Stage · Industry · Evidence Confidence · Proof Status · Tenor**

Each segment carries its own value trajectory, drift status, and recommendation.

### 5. DriftWatch

DriftWatch first compares **BAU, goal, projected, and actual**, then evaluates the **weighted external causes**.

**Drift classifications (9):** application · data · volume · economic · performance · error · outcome · rule · cost

**Resolver actions (6):** `RETRY` · `REGENERATE` · `RECONCILE` · `FALLBACK` · `BLOCK` · `NEEDS_HUMAN`

### 6. Governance & proof rules (non-negotiable)

- **Governance rule** — external signals produce a *drift-cause hypothesis and a next-best action only*. They **never silently modify** governed metrics, formulas, claims, or segment meaning.
- **Proof rule** — telemetry proposes a **candidate actual**; **stakeholder confirmation creates the authoritative actual.**

### 7. Governed flow

```
Outcome Event → Outcomes API → Event Ledger → ROI Tensor → DriftWatch
   → Dynamic Segment → Value Recommendation → ROI Replay / Renewal Report
```

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### 8. Where this sits in the GTM plan

**Phase I — shipping now.** Governed BAU / Goal / Projected values plus stakeholder-confirmed Actuals, producing the ROI Replay and Renewal reports. This is the current live capability; it requires no tensor and no external signals.

**Phase II — future-state (this module).** The ROI Tensor, the 25-variable external drift-cause layer, dynamic segmentation, DriftWatch classifications and resolver actions, and up-to-real-time context refresh — surfaced commercially as **RealROI Watch** (continuous governed measurement) and **DriftWatch** (cause + next-best action).

**Commercial mapping.**
- Anchors the **Runtime Proof Subscription** tier (continuous measurement + drift + NBA).
- Delivers the ISV "**assure the multiple**" story — proven, drift-monitored NRR as the lever on the SaaS valuation multiple.
- Replaces the weekly pipeline / forecast meeting with real-time drift alerts and recommendations.

**Boundary.** The Metrix case study stays as-is — documented historical proof, not a RealROI Watch / DriftWatch demonstration. This capability is described as future-state architecture only.

### Open decisions to close before Phase II ships

1. **Refresh SLA per tier** (tensor_update_window cadence).
2. **Read path — direct-from-Value-Graph vs Hub** for candidate actuals (gates live telemetry).

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*ValueLogics · GTM plan module · future-state capability. External context explains drift; stakeholder-confirmed actuals remain the authoritative proof.*