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Spotdraft Health Score Calculations
Health Score Calculations
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Business Pulse

The business pulse is a score that indicates whether the business of an account is thriving and the needs and priorities are continuously aligned to the offerings of Spotdraft. This score should be instrumental in keeping customer facing teams aware about upsell/cross-sell opportunities, external factors that may indicate risk of churn, or just information that helps the teams drive conversations with their customers in a meaningful manner.

Expansion and Churn Qualifiers

These are insights that may directly influence revenue and hence are highlighted as key insights whenever there are any expansion opportunities or churn risks.
Insight
Type of Whitespace
Description
1
Need expressed in Jobs New
Cross-sell
Upsell
Surge in jobs that mention needs that align with the offering or jobs that match key roles
2
Online Research
Cross-sell
Churn
Surge in research (done by employees of an account) about specific topics aligned with the offering. This might indicate churn if the account has already purchased an offering and is still researching about the same offering.
3
Tool that can be replaced
Cross-sell
Identified competing tool being used by an account that can be replaced
4
Team growth
Upsell
Increase in more than 10% of the team size since the last renewal or sell, indicating an increase in need of licenses or volumes of usage
5
Price arbitrage
Upsell
If the ARR of an account is considerably lesser than the ARR of other accounts that are comparable in team size
6
Usage surge
Upsell
If the usage is consistently very close to the purchased usage limits (in terms of users or volume of usage)
7
Competitive research
Churn
Surge in research (done by employees of an account) about a competing tool or service
8
Layoffs
Churn
If there is more than 10% cut-down in the overall team size
9
Change in “Specific Important Roles” Coming Up
Churn
If there are any new entrants or exits in the specific roles
There are no rows in this table
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Team and Spends

Key Departments

At a department level (such as legal, sales and finance) we track the following team-level metrics:
Current team size
Increase or decrease in size over past 6 months
Executive arrivals or departures from the teams
Hiring Pipeline in these teams

Specific Important Roles Coming Up

At a role level (such as general counsel and legal ops) we will track at a individual/person level for the following metrics:
Existing number of employees in these roles
Name and details of the top level people in such roles
New arrivals in any such role in the past 6 months.
Any departures in any such role (since the time the roles are tracked)
Current or past job openings in these specific roles

Needs Identified from Jobs New

An accounts needs and priorities are often very well explain in their job openings. The platform tracks past as well as current openings and filters out the needs mentioned in those openings that align with the offerings or different use cases solved by Spotdraft.
For example, if the need for “employee contract management” or “contracts for ESOPs” is found in any of the positions, it will be highlighted as an identified need in HR Use Case.

Spends on Tools

From the technographic data of all accounts, the following 2 insights are extracted:
Is the account in the process of spending on more tools (acquiring cycle) or cutting down on tool spends (consolidation cycle) in the current quarter.
Any relevant tools like “Docusign” can be tracked to understand if Spotdraft can replace that tool or introduce a new use case that makes Spotdraft more valuable for that account.

Events and Activities

News and Announcements

Any public news and announcements by companies are tracked on the platform and the relevant ones for Spotdraft can be highlighted. The news are categorised under the following sub-categories:
Category
Definition
Impact
1
Funding
Any event around a customer closing a funding round.
Positive
2
Assets Sold
News associated with your customer selling assets.
Negative
3
Awards/Recognition
Customers receiving awards/recognition in the media indicating towards a stronger market presence.
Neutral
4
Business Contraction
Any kind of closure of business or any other event indicating towards a negative business outlook.
Negative
5
Legal Conflicts
Any kind of legal conflicts/regulatory issues that the customer might face and hinder business.
Positive
6
Major Client Signed
Customer onboarding a major client.
Neutral
7
New Integrations
Rolling out of new integrations.
Neutral
8
Partnership
Announcements of new partnerships
Positive
9
Major Vendor Signed
Customer onboarding a major vendor.
Neutral
10
Acquisition
Customer acquiring any entity in recent months.
Positive
11
Business Expansion
Customer expanding to new geographies/business verticals.
Positive
12
Mergers
Customer merging with any entity in recent months.
Positive
13
Investments
Customer investment into assets.
Neutral
14
Launches
Launching of new offerings in recent months.
Positive
There are no rows in this table
⁠

Online Research

Topic
Description
Product Line
1
Contract Review
A contract review is a contractual process used to identify and analyse the key provisions within an agreement. A legal professional will read each contract thoroughly to understand the terms and conditions and highlight risks or relevant information.
Core
2
Contract Management
Strategy for managing business contracts
Core
3
Automated Contract Management
Management of contracts using automated technology
Core
4
Contract Repository
A contract repository is a place where contracts are stored. Historically, contract repositories tended to be physical locations where originals and copies of paper documents were placed. The names "contract repository" and "document repository" are used interchangeably - they both mean the same thing.
Core
5
Quote And Proposal Software
Quote and proposal software is a computer program designed to help users develop proposals, presentations, and responses to RFPs.
Core
6
Contract Renewal
Repetition or extension of an existing contract
Core
7
Contract Lifecycle Management
Management of a contract from initiation through award, compliance and renewal
Core
8
Smart Contracts
Smart contracts are self-executing contracts with the terms of the agreement between buyer and seller being directly written into lines of code.
Core
9
E-Signature Software
Software that allows you to sign, send, track and store documents.
Core
10
Contract Negotiations
Discussion of a potential partnership arrangement
Core
11
Contract Administration
Contract management or contract administration is the management of contracts made with customers, vendors, partners, or employees. The personnel involved in contract administration required to negotiate, support and manage effective contracts are often expensive to train and retain.
Core
12
Legal Matter Management Software
Legal Matter Management Software systems serve a variety of functions including conflict and ethics control, accurate matter opening, day-to-day matter work, business intelligence, and marketing.
Core
There are no rows in this table
⁠

Competitive Research

Topic
Description
Product Line
1
DocuSign
DocuSign is a San Francisco-based company that provides electronic signature technology and digital transaction management services for facilitating electronic exchanges of contracts and signed documents.
Core
2
SAP Ariba
SAP Ariba is an American software and information technology services company located in Palo Alto, California.
Core
3
IronClad
IronClad is a contract lifecycle management platform for innovative companies. It allows clients to collaborate and negotiate on contracts, accelerate contracting while maintaining compliance, and turn contracts into critical carries of operational business intelligence. Headquatered in San Francisco, CA.
Core
4
LinkSquares, Inc.
LinkSquares, Inc. is a company that offers an AI-powered contract management solution for contract lifecycle management (CLM). Headquartered in Boston, Massachusetts. https://linksquares.com/
Core
5
Adobe Sign
An Adobe Document Cloud solution is a cloud-based, enterprise-class, e-signature service that lets you replace paper and ink signature processes with fully automated electronic signature workflows.
Core
6
EraCLM
EraCLM empowers organizations with a leading-edge, end-to-end contract lifecycle management (CLM) solution delivering analytics to accelerate business decisions and time-to-agreement, realize revenue faster, optimize savings, and drive efficiency. Product offered by Miratech. mitratech.com/products/eraclm/
Core
7
Conga
Conga is the leader in end-to-end Digital Document Transformation. Their global teams support over 900,000 users across more than 85 countries. Headquartered in Broomfield, Colorado.
Core
8
Pandadoc
PandaDoc is a document automation software as a service with built-in electronic signatures, workflow management, a document builder, and CPQ functionality.
Core
9
Parley Pro
Parley Pro is an automation software built to provide a better contract management and negotiation experience for teams and partners. Owned by LexisNexis.
Core
There are no rows in this table
⁠
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