Every exhibit.
Each table and chart from the journal, in one place. Every one downloads as a PNG from the essay it belongs to, with its title, its source line and its attribution already in the image.
How the files are named
Author, year, essay, number.
isogluauthor-2026year-what-drives-salesperson-performanceessay-fig01number.png
Find
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Figure 1Figure
Average correlation of 18 driver categories with performance
What drives salesperson performance?
isoglu-2026-what-drives-salesperson-performance-fig01.png
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Figure 2Figure
A driver claim record
What drives salesperson performance?
isoglu-2026-what-drives-salesperson-performance-fig02.png
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Figure 1Figure
401(k) participation by pay band, for employees hired before automatic enrolment and under it
What is a default option?
isoglu-2026-what-is-a-default-option-fig01.png
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Figure 2Figure
A contract default record
What is a default option?
isoglu-2026-what-is-a-default-option-fig02.png
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Figure 1Figure
Where the largest firms sold in 2001
What is a market entry strategy?
isoglu-2026-what-is-a-market-entry-strategy-fig01.png
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Figure 2Figure
The entry mode decision
What is a market entry strategy?
isoglu-2026-what-is-a-market-entry-strategy-fig02.png
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Figure 3Figure
A market entry record
What is a market entry strategy?
isoglu-2026-what-is-a-market-entry-strategy-fig03.png
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Figure 1Figure
Average effect by mechanism, in nudge units and in published trials
What is a nudge?
isoglu-2026-what-is-a-nudge-fig01.png
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Figure 2Figure
A nudge test record
What is a nudge?
isoglu-2026-what-is-a-nudge-fig02.png
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Figure 1Figure
Purchase of the target brand by promotion expectation
What is a price promotion?
isoglu-2026-what-is-a-price-promotion-fig01.png
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Table 1Table
Where the promotional sales came from, in the week of the deal and in total
What is a price promotion?
isoglu-2026-what-is-a-price-promotion-fig02.png
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Figure 2Figure
A price promotion record
What is a price promotion?
isoglu-2026-what-is-a-price-promotion-fig03.png
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Figure 1Figure
The same partner governance, opposite effects by channel mix
What is a route to market?
isoglu-2026-what-is-a-route-to-market-fig01.png
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Figure 2Figure
A route-to-market record
What is a route to market?
isoglu-2026-what-is-a-route-to-market-fig02.png
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Figure 1Figure
Simulated revenue under eight alternatives to one firm's plan
What is a sales compensation plan?
isoglu-2026-what-is-a-sales-compensation-plan-fig01.png
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Figure 2Figure
What each plan feature does, and what to watch for
What is a sales compensation plan?
isoglu-2026-what-is-a-sales-compensation-plan-fig02.png
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Figure 3Figure
A compensation plan record
What is a sales compensation plan?
isoglu-2026-what-is-a-sales-compensation-plan-fig03.png
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Figure 1Figure
Who is subsidized and who pays: examples from Rochet and Tirole
What is a two-sided market?
isoglu-2026-what-is-a-two-sided-market-fig01.png
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Figure 2Figure
A two-sided pricing record
What is a two-sided market?
isoglu-2026-what-is-a-two-sided-market-fig02.png
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Figure 1Figure
Brand and price utilities for a medium-voltage switchgear panel
What is brand equity?
isoglu-2026-what-is-brand-equity-fig01.png
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Figure 2Figure
A brand premium record
What is brand equity?
isoglu-2026-what-is-brand-equity-fig02.png
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Figure 1Figure
Five routes to a causal estimate, and what each must assume
What is causal inference?
isoglu-2026-what-is-causal-inference-fig01.png
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Figure 2Figure
An identification record
What is causal inference?
isoglu-2026-what-is-causal-inference-fig02.png
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Figure 1Figure
Users needed for the same power, by correlation with the pre-experiment metric
What is CUPED?
isoglu-2026-what-is-cuped-fig01.png
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Figure 2Figure
A CUPED analysis record
What is CUPED?
isoglu-2026-what-is-cuped-fig02.png
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Figure 1Figure
Customer experience management: three resources, eleven parts
What is customer experience management?
isoglu-2026-what-is-customer-experience-management-fig01.png
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Figure 2Figure
A touchpoint journey record
What is customer experience management?
isoglu-2026-what-is-customer-experience-management-fig02.png
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Figure 1Figure
Purchase intention for five replacement motors, with and without an incentive to change
What is customer perceived value?
isoglu-2026-what-is-customer-perceived-value-fig01.png
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Figure 2Figure
A value claim record
What is customer perceived value?
isoglu-2026-what-is-customer-perceived-value-fig02.png
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Figure 1Figure
How eleven satisfaction and loyalty metrics correlated with revenue change in two industries
What is customer satisfaction?
isoglu-2026-what-is-customer-satisfaction-fig01.png
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Figure 2Figure
A satisfaction reading record
What is customer satisfaction?
isoglu-2026-what-is-customer-satisfaction-fig02.png
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Figure 1Figure
Reacquisition probability and forecast second lifetime, by reason for leaving and win-back offer
What is customer win-back?
isoglu-2026-what-is-customer-win-back-fig01.png
-
Figure 2Figure
A reacquisition decision record
What is customer win-back?
isoglu-2026-what-is-customer-win-back-fig02.png
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Figure 1Figure
Estimated moves between buyer states after a price below, at or above the reference
What is dynamic pricing?
isoglu-2026-what-is-dynamic-pricing-fig01.png
-
Figure 2Figure
A record for classifying a pricing rule
What is dynamic pricing?
isoglu-2026-what-is-dynamic-pricing-fig02.png
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Figure 1Figure
Paperback copies per title before and during the experiment, by arm
What is freemium?
isoglu-2026-what-is-freemium-fig01.png
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Figure 2Figure
A freemium price list record
What is freemium?
isoglu-2026-what-is-freemium-fig02.png
-
Figure 1Figure
How firms in eight KAM approaches rated their key-account results
What is key account management?
isoglu-2026-what-is-key-account-management-fig01.png
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Figure 2Figure
A KAM design record
What is key account management?
isoglu-2026-what-is-key-account-management-fig02.png
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Figure 1Figure
How strongly reps' time on marketing leads rose with their rating of the lead screen
What is lead scoring?
isoglu-2026-what-is-lead-scoring-fig01.png
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Figure 2Figure
A lead score record
What is lead scoring?
isoglu-2026-what-is-lead-scoring-fig02.png
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Figure 1Figure
One law in six vocabularies
What is Little's law?
isoglu-2026-what-is-littles-law-fig01.png
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Figure 2Figure
A Little's law check for one pipeline stage
What is Little's law?
isoglu-2026-what-is-littles-law-fig02.png
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Figure 1Figure
Three answers to what validity is
What is measurement validity?
isoglu-2026-what-is-measurement-validity-fig01.png
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Figure 2Figure
Kinds of validity evidence, and what each cannot show alone
What is measurement validity?
isoglu-2026-what-is-measurement-validity-fig02.png
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Figure 3Figure
A validity claim record
What is measurement validity?
isoglu-2026-what-is-measurement-validity-fig03.png
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Figure 1Figure
P-values text-mined from Results sections, in the two bins just below 0.05
What is p-hacking?
isoglu-2026-what-is-p-hacking-fig01.png
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Figure 2Figure
An analysis decision record
What is p-hacking?
isoglu-2026-what-is-p-hacking-fig02.png
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Figure 1Figure
Five positions for a packaging choice
What is packaging strategy?
isoglu-2026-what-is-packaging-strategy-fig01.png
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Figure 2Figure
A packaging decision record
What is packaging strategy?
isoglu-2026-what-is-packaging-strategy-fig02.png
-
Figure 1Figure
A pricing strategy record
What is pricing strategy?
isoglu-2026-what-is-pricing-strategy-fig01.png
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Figure 2Figure
Four pricing situations, ten strategies
What is pricing strategy?
isoglu-2026-what-is-pricing-strategy-fig02.png
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Figure 3Figure
How the payoff from price information shifted
What is pricing strategy?
isoglu-2026-what-is-pricing-strategy-fig03.png
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Figure 1Figure
Share of the raw comparison's bias left after stratifying on the propensity score, 14 Facebook checkout studies
What is propensity score matching?
isoglu-2026-what-is-propensity-score-matching-fig01.png
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Figure 2Figure
A matched-estimate record
What is propensity score matching?
isoglu-2026-what-is-propensity-score-matching-fig02.png
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Figure 1Figure
The estimated effect of a $9 ending on new and established items
What is psychological pricing?
isoglu-2026-what-is-psychological-pricing-fig01.png
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Figure 2Figure
A price-ending decision record
What is psychological pricing?
isoglu-2026-what-is-psychological-pricing-fig02.png
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Figure 1Figure
What became of 221 survey experiments, by the strength of their results
What is publication bias?
isoglu-2026-what-is-publication-bias-fig01.png
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Figure 2Figure
A test register
What is publication bias?
isoglu-2026-what-is-publication-bias-fig02.png
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Figure 1Figure
Budget uplift for a 50 and an 80 per cent chance of staying within it
What is reference class forecasting?
isoglu-2026-what-is-reference-class-forecasting-fig01.png
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Figure 2Figure
A reference class forecast record
What is reference class forecasting?
isoglu-2026-what-is-reference-class-forecasting-fig02.png
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Figure 1Figure
Galton's mid-parents and the median height of their adult children
What is regression to the mean?
isoglu-2026-what-is-regression-to-the-mean-fig01.png
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Figure 2Figure
A regression check for a flagged group
What is regression to the mean?
isoglu-2026-what-is-regression-to-the-mean-fig02.png
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Figure 1Figure
Average customer lifetime value by RFM tercile at CDNOW
What is RFM analysis?
isoglu-2026-what-is-rfm-analysis-fig01.png
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Figure 2Figure
An RFM analysis record
What is RFM analysis?
isoglu-2026-what-is-rfm-analysis-fig02.png
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Figure 1Figure
How often planners adjusted the system forecast
What is sales forecasting?
isoglu-2026-what-is-sales-forecasting-fig01.png
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Figure 2Figure
Five numbers, five questions
What is sales forecasting?
isoglu-2026-what-is-sales-forecasting-fig02.png
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Figure 3Figure
A sales forecast record
What is sales forecasting?
isoglu-2026-what-is-sales-forecasting-fig03.png
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Figure 1Figure
Women admitted at Berkeley in fall 1973, against two expected counts
What is Simpson's paradox?
isoglu-2026-what-is-simpsons-paradox-fig01.png
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Figure 2Figure
A pooling decision record
What is Simpson's paradox?
isoglu-2026-what-is-simpsons-paradox-fig02.png
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Figure 1Figure
Item nonresponse in the German General Social Survey, by question and wave
What is social desirability bias?
isoglu-2026-what-is-social-desirability-bias-fig01.png
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Figure 2Figure
A sensitive-question plan
What is social desirability bias?
isoglu-2026-what-is-social-desirability-bias-fig02.png
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Figure 1Figure
The five states that make up synthetic California
What is the synthetic control method?
isoglu-2026-what-is-the-synthetic-control-method-fig01.png
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Figure 2Figure
California before Proposition 99: the real state, its synthetic version and the donor average
What is the synthetic control method?
isoglu-2026-what-is-the-synthetic-control-method-fig02.png
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Figure 3Figure
A synthetic control study record
What is the synthetic control method?
isoglu-2026-what-is-the-synthetic-control-method-fig03.png
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Figure 1Figure
More bidders, higher winning estimates, a lower bid needed
What is the winner's curse?
isoglu-2026-what-is-the-winners-curse-fig01.png
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Figure 2Figure
A bid record
What is the winner's curse?
isoglu-2026-what-is-the-winners-curse-fig02.png
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Figure 1Figure
Accuracy of 14 of the 61 M4 methods, relative to Naïve 2
What is time series forecasting?
isoglu-2026-what-is-time-series-forecasting-fig01.png
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Figure 2Figure
A forecast comparison record
What is time series forecasting?
isoglu-2026-what-is-time-series-forecasting-fig02.png
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Figure 1Figure
From institutional rank to team evidence
What a university ranking can tell you about a research partner
isoglu-2026-industry-collaboration-index-company-fit-fig01.png
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Figure 1Figure
Implementation backlog: delivery capacity checks before commercial intake
Implementation backlog: delivery capacity governs new sales
isoglu-2026-implementation-backlog-is-a-delivery-capacity-constraint-fig01.png
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Figure 2Figure
Implementation backlog clearance horizon
Implementation backlog: delivery capacity governs new sales
isoglu-2026-implementation-backlog-is-a-delivery-capacity-constraint-fig02.png
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Table 1Table
What does the literature support, and what does it leave open?
Subsidizing one platform side can be a network design decision
isoglu-2026-subsidizing-one-platform-side-is-a-network-design-decision-fig01.png
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Figure 1Figure
Participation is not the same as useful network value
Subsidizing one platform side can be a network design decision
isoglu-2026-subsidizing-one-platform-side-is-a-network-design-decision-fig02.png
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Figure 2Figure
The platform-side subsidy decision card
Subsidizing one platform side can be a network design decision
isoglu-2026-subsidizing-one-platform-side-is-a-network-design-decision-fig03.png
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Table 2Table
How does the card change a review decision in a worked example?
Subsidizing one platform side can be a network design decision
isoglu-2026-subsidizing-one-platform-side-is-a-network-design-decision-fig04.png
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Figure 1Figure
The value-proposition decision object
What is a value proposition?
isoglu-2026-what-is-a-value-proposition-fig01.png
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Table 1Table
The ARPU boundary worksheet
Average revenue per user is a defined ratio, not customer value
isoglu-2026-average-revenue-per-user-is-a-defined-ratio-fig01.png
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Table 1Table
Segmentation and ICP answer different decisions
Customer segmentation is not an ideal customer profile
isoglu-2026-customer-segmentation-is-not-an-ideal-customer-profile-fig01.png
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Table 1Table
The growth-loop evidence ledger
Acquisition growth loops need a declared entry event
isoglu-2026-growth-loops-need-a-declared-entry-event-fig01.png
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Table 2Table
What data do growth loops require?
Acquisition growth loops need a declared entry event
isoglu-2026-growth-loops-need-a-declared-entry-event-fig02.png
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Table 3Table
How should a team interpret a growth loop?
Acquisition growth loops need a declared entry event
isoglu-2026-growth-loops-need-a-declared-entry-event-fig03.png
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Table 4Table
Why do growth loops fail?
Acquisition growth loops need a declared entry event
isoglu-2026-growth-loops-need-a-declared-entry-event-fig04.png
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Table 5Table
How should a growth loop be read by cohort and customer segment?
Acquisition growth loops need a declared entry event
isoglu-2026-growth-loops-need-a-declared-entry-event-fig05.png
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Table 6Table
What remains human when AI enters a growth loop?
Acquisition growth loops need a declared entry event
isoglu-2026-growth-loops-need-a-declared-entry-event-fig06.png
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Table 7Table
How should finance connect growth loops to the P&L?
Acquisition growth loops need a declared entry event
isoglu-2026-growth-loops-need-a-declared-entry-event-fig07.png
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Table 8Table
How should growth-loop governance work?
Acquisition growth loops need a declared entry event
isoglu-2026-growth-loops-need-a-declared-entry-event-fig08.png
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Table 9Table
What counts as evidence for a growth-loop decision?
Acquisition growth loops need a declared entry event
isoglu-2026-growth-loops-need-a-declared-entry-event-fig09.png
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Table 1Table
Revenue lifecycle state map
Revenue lifecycle stages are state boundaries, not a funnel list
isoglu-2026-revenue-lifecycle-stages-are-state-boundaries-fig01.png
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Table 2Table
How can a team calculate revenue lifecycle stages?
Revenue lifecycle stages are state boundaries, not a funnel list
isoglu-2026-revenue-lifecycle-stages-are-state-boundaries-fig02.png
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Table 3Table
How should a team interpret revenue lifecycle stages?
Revenue lifecycle stages are state boundaries, not a funnel list
isoglu-2026-revenue-lifecycle-stages-are-state-boundaries-fig03.png
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Table 4Table
Why can revenue lifecycle stages fail even when the funnel looks complete?
Revenue lifecycle stages are state boundaries, not a funnel list
isoglu-2026-revenue-lifecycle-stages-are-state-boundaries-fig04.png
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Table 5Table
How can a team improve revenue lifecycle stages?
Revenue lifecycle stages are state boundaries, not a funnel list
isoglu-2026-revenue-lifecycle-stages-are-state-boundaries-fig05.png
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Table 6Table
What remains human when AI enters revenue lifecycle stages?
Revenue lifecycle stages are state boundaries, not a funnel list
isoglu-2026-revenue-lifecycle-stages-are-state-boundaries-fig06.png
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Table 7Table
How should finance connect revenue lifecycle stages to the P&L?
Revenue lifecycle stages are state boundaries, not a funnel list
isoglu-2026-revenue-lifecycle-stages-are-state-boundaries-fig07.png
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Table 8Table
What counts as evidence for a revenue lifecycle stage decision?
Revenue lifecycle stages are state boundaries, not a funnel list
isoglu-2026-revenue-lifecycle-stages-are-state-boundaries-fig08.png
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Table 9Table
What should a revenue lifecycle checklist preserve?
Revenue lifecycle stages are state boundaries, not a funnel list
isoglu-2026-revenue-lifecycle-stages-are-state-boundaries-fig09.png
-
Table 1Table
What do forecast categories mean?
What are forecast categories? Names need stable decision rules
isoglu-2026-what-are-forecast-categories-fig01.png
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Figure 1Figure
The synthetic forecast-category state table
What are forecast categories? Names need stable decision rules
isoglu-2026-what-are-forecast-categories-fig02.png
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Figure 1Figure
The synthetic parallel-trends screen
What are parallel trends? The assumption behind difference-in-differences
isoglu-2026-what-are-parallel-trends-fig01.png
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Table 1Table
What should a sales enablement metric measure?
What are sales enablement metrics? Measure behavior change before activity
isoglu-2026-what-are-sales-enablement-metrics-fig01.png
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Figure 1Figure
The synthetic sales-enablement metric ladder
What are sales enablement metrics? Measure behavior change before activity
isoglu-2026-what-are-sales-enablement-metrics-fig02.png
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Table 2Table
Why can sales enablement fail even when the dashboard looks complete?
What are sales enablement metrics? Measure behavior change before activity
isoglu-2026-what-are-sales-enablement-metrics-fig03.png
-
Table 3Table
How can a team improve sales enablement before changing the metric?
What are sales enablement metrics? Measure behavior change before activity
isoglu-2026-what-are-sales-enablement-metrics-fig04.png
-
Table 4Table
What remains human when AI enters sales enablement?
What are sales enablement metrics? Measure behavior change before activity
isoglu-2026-what-are-sales-enablement-metrics-fig05.png
-
Table 5Table
How should finance connect sales enablement to the P&L?
What are sales enablement metrics? Measure behavior change before activity
isoglu-2026-what-are-sales-enablement-metrics-fig06.png
-
Table 6Table
How should sales enablement governance work?
What are sales enablement metrics? Measure behavior change before activity
isoglu-2026-what-are-sales-enablement-metrics-fig07.png
-
Table 7Table
What counts as evidence for a sales enablement decision?
What are sales enablement metrics? Measure behavior change before activity
isoglu-2026-what-are-sales-enablement-metrics-fig08.png
-
Table 8Table
What should a sales enablement dashboard show?
What are sales enablement metrics? Measure behavior change before activity
isoglu-2026-what-are-sales-enablement-metrics-fig09.png
-
Table 1Table
What is inside a price corridor?
What is a price corridor? A defensible range before a point price
isoglu-2026-what-is-a-price-corridor-fig01.png
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Figure 1Figure
The synthetic price-corridor ranges
What is a price corridor? A defensible range before a point price
isoglu-2026-what-is-a-price-corridor-fig02.png
-
Table 1Table
What does product-qualified lead mean?
What is a product-qualified lead? Product use is not buying intent
isoglu-2026-what-is-a-product-qualified-lead-fig01.png
-
Figure 1Figure
The synthetic PQL qualification worksheet
What is a product-qualified lead? Product use is not buying intent
isoglu-2026-what-is-a-product-qualified-lead-fig02.png
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Table 2Table
How is a PQL different from an MQL or an opportunity?
What is a product-qualified lead? Product use is not buying intent
isoglu-2026-what-is-a-product-qualified-lead-fig03.png
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Table 1Table
What does a revenue process mean?
What is a revenue process? The handoffs that make the funnel measurable
isoglu-2026-what-is-a-revenue-process-fig01.png
-
Table 2Table
Which fields make a handoff reproducible?
What is a revenue process? The handoffs that make the funnel measurable
isoglu-2026-what-is-a-revenue-process-fig02.png
-
Table 3Table
Which process boundary should be declared first?
What is a revenue process? The handoffs that make the funnel measurable
isoglu-2026-what-is-a-revenue-process-fig03.png
-
Figure 1Figure
The revenue-process handoff matrix
What is a revenue process? The handoffs that make the funnel measurable
isoglu-2026-what-is-a-revenue-process-fig04.png
-
Table 4Table
What is a stage gate?
What is a revenue process? The handoffs that make the funnel measurable
isoglu-2026-what-is-a-revenue-process-fig05.png
-
Table 5Table
Why do revenue processes break at the interface?
What is a revenue process? The handoffs that make the funnel measurable
isoglu-2026-what-is-a-revenue-process-fig06.png
-
Table 1Table
What does activation rate measure?
What is activation rate? The first value event must be observable
isoglu-2026-what-is-activation-rate-fig01.png
-
Table 2Table
Activation rate vs retention rate: which metric answers which question?
What is activation rate? The first value event must be observable
isoglu-2026-what-is-activation-rate-fig02.png
-
Table 3Table
Activation rate dashboard: which fields, dimensions, and review cadence matter?
What is activation rate? The first value event must be observable
isoglu-2026-what-is-activation-rate-fig03.png
-
Figure 1Figure
The activation-rate cohort worksheet
What is activation rate? The first value event must be observable
isoglu-2026-what-is-activation-rate-fig04.png
-
Table 4Table
What does an activation-rate worksheet look like?
What is activation rate? The first value event must be observable
isoglu-2026-what-is-activation-rate-fig05.png
-
Table 5Table
How to interpret activation rate when the headline number looks healthy
What is activation rate? The first value event must be observable
isoglu-2026-what-is-activation-rate-fig06.png
-
Table 6Table
Activation rate by cohort: what the aggregate number hides
What is activation rate? The first value event must be observable
isoglu-2026-what-is-activation-rate-fig07.png
-
Table 7Table
Activation rate by customer segment: when one average is misleading
What is activation rate? The first value event must be observable
isoglu-2026-what-is-activation-rate-fig08.png
-
Table 8Table
Activation rate checklist: a practical review sequence for leaders
What is activation rate? The first value event must be observable
isoglu-2026-what-is-activation-rate-fig09.png
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Table 9Table
Activation rate strategy: the operating choices behind the number
What is activation rate? The first value event must be observable
isoglu-2026-what-is-activation-rate-fig10.png
-
Table 1Table
What does AI demand forecasting mean?
What is AI demand forecasting? A forecast is a system, not an oracle
isoglu-2026-what-is-ai-demand-forecasting-fig01.png
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Table 2Table
What remains human when AI enters sales forecasting?
What is AI demand forecasting? A forecast is a system, not an oracle
isoglu-2026-what-is-ai-demand-forecasting-fig02.png
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Table 3Table
How should sales forecasting governance work?
What is AI demand forecasting? A forecast is a system, not an oracle
isoglu-2026-what-is-ai-demand-forecasting-fig03.png
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Table 4Table
What evidence should a sales forecast carry?
What is AI demand forecasting? A forecast is a system, not an oracle
isoglu-2026-what-is-ai-demand-forecasting-fig04.png
-
Figure 1Figure
The AI forecast control map
What is AI demand forecasting? A forecast is a system, not an oracle
isoglu-2026-what-is-ai-demand-forecasting-fig05.png
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Table 1Table
What does channel economics mean?
What is channel economics? Revenue share is not channel profit
isoglu-2026-what-is-channel-economics-fig01.png
-
Figure 1Figure
The synthetic channel-contribution ledger
What is channel economics? Revenue share is not channel profit
isoglu-2026-what-is-channel-economics-fig02.png
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Table 2Table
Why is revenue share not channel profitability?
What is channel economics? Revenue share is not channel profit
isoglu-2026-what-is-channel-economics-fig03.png
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Table 1Table
What does claim entailment mean?
What is claim entailment? Does the source support the sentence?
isoglu-2026-what-is-claim-entailment-fig01.png
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Figure 1Figure
The synthetic claim-to-evidence audit
What is claim entailment? Does the source support the sentence?
isoglu-2026-what-is-claim-entailment-fig02.png
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Table 1Table
What does cohort analysis measure?
What is cohort analysis? A stable entry event before a retention curve
isoglu-2026-what-is-cohort-analysis-fig01.png
-
Figure 1Figure
Two synthetic cohort-retention curves
What is cohort analysis? A stable entry event before a retention curve
isoglu-2026-what-is-cohort-analysis-fig02.png
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Table 2Table
How is cohort analysis different from a snapshot or experiment?
What is cohort analysis? A stable entry event before a retention curve
isoglu-2026-what-is-cohort-analysis-fig03.png
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Table 3Table
How should cohort analysis be operationalized across contexts?
What is cohort analysis? A stable entry event before a retention curve
isoglu-2026-what-is-cohort-analysis-fig04.png
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Table 1Table
How are governance, quality, hygiene, and adoption different?
What is CRM data governance? Revenue control before reporting
isoglu-2026-what-is-crm-data-governance-fig01.png
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Table 2Table
What does CRM research add to a governance diagnosis?
What is CRM data governance? Revenue control before reporting
isoglu-2026-what-is-crm-data-governance-fig02.png
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Table 3Table
Which fields make a quality rule reproducible?
What is CRM data governance? Revenue control before reporting
isoglu-2026-what-is-crm-data-governance-fig03.png
-
Figure 1Figure
The CRM field-quality register
What is CRM data governance? Revenue control before reporting
isoglu-2026-what-is-crm-data-governance-fig04.png
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Table 4Table
What should happen when a rule fails?
What is CRM data governance? Revenue control before reporting
isoglu-2026-what-is-crm-data-governance-fig05.png
-
Table 5Table
How should CRM data governance travel into finance?
What is CRM data governance? Revenue control before reporting
isoglu-2026-what-is-crm-data-governance-fig06.png
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Table 6Table
What evidence is strong enough for a CRM data-governance decision?
What is CRM data governance? Revenue control before reporting
isoglu-2026-what-is-crm-data-governance-fig07.png
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Table 7Table
Which CRM data-governance questions belong in this owner?
What is CRM data governance? Revenue control before reporting
isoglu-2026-what-is-crm-data-governance-fig08.png
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Table 1Table
What does data lineage mean?
What is data lineage? The transformations behind a result
isoglu-2026-what-is-data-lineage-fig01.png
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Figure 1Figure
The synthetic lineage reconstruction table
What is data lineage? The transformations behind a result
isoglu-2026-what-is-data-lineage-fig02.png
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Table 1Table
What does data provenance mean?
What is data provenance? The context behind a number
isoglu-2026-what-is-data-provenance-fig01.png
-
Figure 1Figure
The synthetic provenance register
What is data provenance? The context behind a number
isoglu-2026-what-is-data-provenance-fig02.png
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Table 1Table
Which four dimensions change the transfer question?
What is external validity? A result needs a transfer boundary
isoglu-2026-what-is-external-validity-fig01.png
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Table 2Table
What is the difference between generalizability, transportability, and replication?
What is external validity? A result needs a transfer boundary
isoglu-2026-what-is-external-validity-fig02.png
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Figure 1Figure
The external-validity transfer matrix
What is external validity? A result needs a transfer boundary
isoglu-2026-what-is-external-validity-fig03.png
-
Table 3Table
What does a transfer matrix look like?
What is external validity? A result needs a transfer boundary
isoglu-2026-what-is-external-validity-fig04.png
-
Table 4Table
How should a team review a transfer claim?
What is external validity? A result needs a transfer boundary
isoglu-2026-what-is-external-validity-fig05.png
-
Table 1Table
What does forecast override mean?
What is a forecast override? Judgment is an intervention in the data
isoglu-2026-what-is-forecast-override-fig01.png
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Figure 1Figure
The synthetic forecast-override audit
What is a forecast override? Judgment is an intervention in the data
isoglu-2026-what-is-forecast-override-fig02.png
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Figure 1Figure
The synthetic Gabor-Granger intent curve
What is Gabor-Granger pricing research, and why purchase intent is not a market price
isoglu-2026-what-is-gabor-granger-pricing-research-fig01.png
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Table 1Table
What does go-to-market efficiency measure?
What is go-to-market efficiency? The denominator across growth and capacity
isoglu-2026-what-is-go-to-market-efficiency-fig01.png
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Figure 1Figure
Synthetic GTM efficiency ranges
What is go-to-market efficiency? The denominator across growth and capacity
isoglu-2026-what-is-go-to-market-efficiency-fig02.png
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Table 2Table
What does a GTM efficiency range look like?
What is go-to-market efficiency? The denominator across growth and capacity
isoglu-2026-what-is-go-to-market-efficiency-fig03.png
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Table 3Table
How is GTM efficiency different from MER or ROAS?
What is go-to-market efficiency? The denominator across growth and capacity
isoglu-2026-what-is-go-to-market-efficiency-fig04.png
-
Table 1Table
What does growth accounting mean?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig01.png
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Figure 1Figure
The synthetic recurring-revenue growth bridge
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig02.png
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Table 2Table
What does a growth bridge look like?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig03.png
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Table 3Table
How does growth accounting differ from reported revenue growth?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig04.png
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Table 4Table
What does a growth-accounting strategy decide?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig05.png
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Table 5Table
How is growth accounting calculated?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig06.png
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Table 6Table
How should growth accounting be interpreted?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig07.png
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Table 7Table
Why does growth accounting fail?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig08.png
-
Table 8Table
What should a growth-accounting dashboard show?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig09.png
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Table 9Table
What are the data requirements for growth accounting?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig10.png
-
Table 10Table
How should growth accounting be read by cohort and customer segment?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig11.png
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Table 11Table
How should growth accounting be bounded for B2B?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig12.png
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Table 12Table
How should growth accounting be bounded for SaaS?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig13.png
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Table 13Table
What remains human when AI enters growth accounting?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig14.png
-
Table 14Table
How should finance connect growth accounting to the P&L?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig15.png
-
Table 15Table
How should growth-accounting governance work?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig16.png
-
Table 16Table
What counts as evidence for a growth-accounting decision?
What is growth accounting? Separate new, retained, expanded, and lost revenue
isoglu-2026-what-is-growth-accounting-fig17.png
-
Table 1Table
What are direct, indirect, total, and overall effects?
What is interference? When one unit changes another unit's outcome
isoglu-2026-what-is-interference-fig01.png
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Figure 1Figure
The synthetic interference exposure ledger
What is interference? When one unit changes another unit's outcome
isoglu-2026-what-is-interference-fig02.png
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Table 1Table
What does lead routing mean?
What is lead routing? Assignment is a measurement boundary
isoglu-2026-what-is-lead-routing-fig01.png
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Table 2Table
What do integrated lead processes add to routing?
What is lead routing? Assignment is a measurement boundary
isoglu-2026-what-is-lead-routing-fig02.png
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Figure 1Figure
The lead-assignment worksheet
What is lead routing? Assignment is a measurement boundary
isoglu-2026-what-is-lead-routing-fig03.png
-
Table 3Table
What does a routing worksheet look like?
What is lead routing? Assignment is a measurement boundary
isoglu-2026-what-is-lead-routing-fig04.png
-
Table 4Table
How should a team review a routing rule?
What is lead routing? Assignment is a measurement boundary
isoglu-2026-what-is-lead-routing-fig05.png
-
Table 5Table
Which lead-routing questions belong in this owner?
What is lead routing? Assignment is a measurement boundary
isoglu-2026-what-is-lead-routing-fig06.png
-
Table 1Table
What does marketing efficiency ratio measure?
What is marketing efficiency ratio (MER)? A blended signal, not a causal answer
isoglu-2026-what-is-marketing-efficiency-ratio-fig01.png
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Figure 1Figure
The marketing efficiency ratio boundary card
What is marketing efficiency ratio (MER)? A blended signal, not a causal answer
isoglu-2026-what-is-marketing-efficiency-ratio-fig02.png
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Table 2Table
What does a MER boundary card look like?
What is marketing efficiency ratio (MER)? A blended signal, not a causal answer
isoglu-2026-what-is-marketing-efficiency-ratio-fig03.png
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Table 1Table
What does a marketing-to-sales handoff mean?
What is a marketing-to-sales handoff? The interface where attribution breaks
isoglu-2026-what-is-marketing-to-sales-handoff-fig01.png
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Figure 1Figure
The synthetic marketing-to-sales handoff contract
What is a marketing-to-sales handoff? The interface where attribution breaks
isoglu-2026-what-is-marketing-to-sales-handoff-fig02.png
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Table 1Table
What are the construct, domain, indicator, and observation?
What is measurement error? The gap between a construct and its indicator
isoglu-2026-what-is-measurement-error-fig01.png
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Table 2Table
Which mechanisms can create the gap?
What is measurement error? The gap between a construct and its indicator
isoglu-2026-what-is-measurement-error-fig02.png
-
Figure 1Figure
The measurement-error indicator audit
What is measurement error? The gap between a construct and its indicator
isoglu-2026-what-is-measurement-error-fig03.png
-
Table 3Table
What is measurement error not?
What is measurement error? The gap between a construct and its indicator
isoglu-2026-what-is-measurement-error-fig04.png
-
Table 4Table
How should a team review an indicator?
What is measurement error? The gap between a construct and its indicator
isoglu-2026-what-is-measurement-error-fig05.png
-
Table 1Table
What does partner-led growth mean?
What is partner-led growth? A channel needs a counterfactual
isoglu-2026-what-is-partner-led-growth-fig01.png
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Figure 1Figure
The synthetic partner-route comparison
What is partner-led growth? A channel needs a counterfactual
isoglu-2026-what-is-partner-led-growth-fig02.png
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Table 1Table
What does pipeline hygiene mean?
What is pipeline hygiene? A clean CRM is not a full pipeline
isoglu-2026-what-is-pipeline-hygiene-fig01.png
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Table 2Table
How is hygiene different from adjacent pipeline concepts?
What is pipeline hygiene? A clean CRM is not a full pipeline
isoglu-2026-what-is-pipeline-hygiene-fig02.png
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Table 3Table
Which review object should be fixed first?
What is pipeline hygiene? A clean CRM is not a full pipeline
isoglu-2026-what-is-pipeline-hygiene-fig03.png
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Table 4Table
Which fields make an opportunity record reviewable?
What is pipeline hygiene? A clean CRM is not a full pipeline
isoglu-2026-what-is-pipeline-hygiene-fig04.png
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Figure 1Figure
The synthetic opportunity-quality ledger
What is pipeline hygiene? A clean CRM is not a full pipeline
isoglu-2026-what-is-pipeline-hygiene-fig05.png
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Table 5Table
What is a next event?
What is pipeline hygiene? A clean CRM is not a full pipeline
isoglu-2026-what-is-pipeline-hygiene-fig06.png
-
Table 6Table
How should a team review the admitted set?
What is pipeline hygiene? A clean CRM is not a full pipeline
isoglu-2026-what-is-pipeline-hygiene-fig07.png
-
Table 7Table
What changes when AI enters pipeline hygiene?
What is pipeline hygiene? A clean CRM is not a full pipeline
isoglu-2026-what-is-pipeline-hygiene-fig08.png
-
Table 8Table
How should pipeline hygiene travel into finance?
What is pipeline hygiene? A clean CRM is not a full pipeline
isoglu-2026-what-is-pipeline-hygiene-fig09.png
-
Table 9Table
Can pipeline hygiene improve conversion or forecast accuracy?
What is pipeline hygiene? A clean CRM is not a full pipeline
isoglu-2026-what-is-pipeline-hygiene-fig10.png
-
Table 10Table
Which pipeline-hygiene questions belong in this owner?
What is pipeline hygiene? A clean CRM is not a full pipeline
isoglu-2026-what-is-pipeline-hygiene-fig11.png
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Table 1Table
What belongs in price adjustment cost?
What is price adjustment cost? Changing a price changes more than a number
isoglu-2026-what-is-price-adjustment-cost-fig01.png
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Figure 1Figure
The synthetic price-adjustment cost ledger
What is price adjustment cost? Changing a price changes more than a number
isoglu-2026-what-is-price-adjustment-cost-fig02.png
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Table 1Table
What determines perceived price fairness?
What is price fairness? A reference and process problem
isoglu-2026-what-is-price-fairness-fig01.png
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Figure 1Figure
The synthetic price-fairness record
What is price fairness? A reference and process problem
isoglu-2026-what-is-price-fairness-fig02.png
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Table 2Table
How can a team measure price fairness separately from acceptance?
What is price fairness? A reference and process problem
isoglu-2026-what-is-price-fairness-fig03.png
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Table 1Table
What question does PVM answer?
What is price-volume-mix analysis? Separate price from what was sold
isoglu-2026-what-is-price-volume-mix-analysis-fig01.png
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Table 2Table
Which objects must stay fixed?
What is price-volume-mix analysis? Separate price from what was sold
isoglu-2026-what-is-price-volume-mix-analysis-fig02.png
-
Table 3Table
What does a synthetic bridge look like?
What is price-volume-mix analysis? Separate price from what was sold
isoglu-2026-what-is-price-volume-mix-analysis-fig03.png
-
Figure 1Figure
The signed effects in a synthetic PVM bridge
What is price-volume-mix analysis? Separate price from what was sold
isoglu-2026-what-is-price-volume-mix-analysis-fig04.png
-
Table 4Table
What does a synthetic bridge look like?
What is price-volume-mix analysis? Separate price from what was sold
isoglu-2026-what-is-price-volume-mix-analysis-fig05.png
-
Table 5Table
What happens to new and discontinued lines?
What is price-volume-mix analysis? Separate price from what was sold
isoglu-2026-what-is-price-volume-mix-analysis-fig06.png
-
Table 6Table
Is PVM a causal explanation?
What is price-volume-mix analysis? Separate price from what was sold
isoglu-2026-what-is-price-volume-mix-analysis-fig07.png
-
Table 1Table
What does product-led growth mean?
What is product-led growth? Product usage is not a growth loop
isoglu-2026-what-is-product-led-growth-fig01.png
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Figure 1Figure
The synthetic product-led growth worksheet
What is product-led growth? Product usage is not a growth loop
isoglu-2026-what-is-product-led-growth-fig02.png
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Table 2Table
When is usage not a growth loop?
What is product-led growth? Product usage is not a growth loop
isoglu-2026-what-is-product-led-growth-fig03.png
-
Table 3Table
Product-led growth formula: what belongs in the numerator and denominator?
What is product-led growth? Product usage is not a growth loop
isoglu-2026-what-is-product-led-growth-fig04.png
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Table 4Table
How should a team interpret a product-led growth signal?
What is product-led growth? Product usage is not a growth loop
isoglu-2026-what-is-product-led-growth-fig05.png
-
Table 5Table
Product-led growth strategy: what operating choices sit behind the number?
What is product-led growth? Product usage is not a growth loop
isoglu-2026-what-is-product-led-growth-fig06.png
-
Table 6Table
What should a product-led growth dashboard show?
What is product-led growth? Product usage is not a growth loop
isoglu-2026-what-is-product-led-growth-fig07.png
-
Table 7Table
How should product-led growth be read by cohort and customer segment?
What is product-led growth? Product usage is not a growth loop
isoglu-2026-what-is-product-led-growth-fig08.png
-
Table 8Table
Product-led growth for B2B: where does the standard definition break?
What is product-led growth? Product usage is not a growth loop
isoglu-2026-what-is-product-led-growth-fig09.png
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Table 9Table
What remains human when AI enters product-led growth?
What is product-led growth? Product usage is not a growth loop
isoglu-2026-what-is-product-led-growth-fig10.png
-
Table 10Table
How should finance connect product-led growth to the P&L?
What is product-led growth? Product usage is not a growth loop
isoglu-2026-what-is-product-led-growth-fig11.png
-
Table 11Table
How should product-led growth governance work?
What is product-led growth? Product usage is not a growth loop
isoglu-2026-what-is-product-led-growth-fig12.png
-
Table 12Table
What counts as evidence for a product-led growth decision?
What is product-led growth? Product usage is not a growth loop
isoglu-2026-what-is-product-led-growth-fig13.png
-
Table 1Table
What does quota setting mean?
What is quota setting? Capacity comes before target
isoglu-2026-what-is-quota-setting-fig01.png
-
Figure 1Figure
The synthetic capacity-to-quota comparison
What is quota setting? Capacity comes before target
isoglu-2026-what-is-quota-setting-fig02.png
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Table 2Table
What does a quota-setting worksheet look like?
What is quota setting? Capacity comes before target
isoglu-2026-what-is-quota-setting-fig03.png
-
Table 1Table
What does reproducibility mean?
What is reproducibility? Can another analyst reconstruct the result?
isoglu-2026-what-is-reproducibility-fig01.png
-
Table 2Table
Is reproducibility the same as replication?
What is reproducibility? Can another analyst reconstruct the result?
isoglu-2026-what-is-reproducibility-fig02.png
-
Figure 1Figure
The synthetic reconstruction worksheet
What is reproducibility? Can another analyst reconstruct the result?
isoglu-2026-what-is-reproducibility-fig03.png
-
Table 1Table
What is revealed preference?
What is revealed preference? Observed choice is not willingness to pay
isoglu-2026-what-is-revealed-preference-fig01.png
-
Figure 1Figure
The revealed-preference choice record
What is revealed preference? Observed choice is not willingness to pay
isoglu-2026-what-is-revealed-preference-fig02.png
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Table 1Table
What does revenue growth management mean?
What is revenue growth management? Price, volume, mix, and margin in one system
isoglu-2026-what-is-revenue-growth-management-fig01.png
-
Figure 1Figure
The synthetic revenue growth management composition
What is revenue growth management? Price, volume, mix, and margin in one system
isoglu-2026-what-is-revenue-growth-management-fig02.png
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Table 2Table
How does margin enter the system?
What is revenue growth management? Price, volume, mix, and margin in one system
isoglu-2026-what-is-revenue-growth-management-fig03.png
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Table 3Table
What decisions belong in an RGM review?
What is revenue growth management? Price, volume, mix, and margin in one system
isoglu-2026-what-is-revenue-growth-management-fig04.png
-
Table 1Table
What does revenue leakage measure?
What is revenue leakage? The gap between promised and collected revenue
isoglu-2026-what-is-revenue-leakage-fig01.png
-
Table 2Table
How is leakage different from price realization?
What is revenue leakage? The gap between promised and collected revenue
isoglu-2026-what-is-revenue-leakage-fig02.png
-
Table 3Table
Which boundary should a team reconcile?
What is revenue leakage? The gap between promised and collected revenue
isoglu-2026-what-is-revenue-leakage-fig03.png
-
Figure 1Figure
A synthetic revenue-leakage reconciliation ledger
What is revenue leakage? The gap between promised and collected revenue
isoglu-2026-what-is-revenue-leakage-fig04.png
-
Table 4Table
Which gaps are not confirmed leakage?
What is revenue leakage? The gap between promised and collected revenue
isoglu-2026-what-is-revenue-leakage-fig05.png
-
Table 5Table
Why does revenue leakage fail?
What is revenue leakage? The gap between promised and collected revenue
isoglu-2026-what-is-revenue-leakage-fig06.png
-
Table 6Table
Revenue leakage governance: what must be controlled?
What is revenue leakage? The gap between promised and collected revenue
isoglu-2026-what-is-revenue-leakage-fig07.png
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Table 1Table
What does sales productivity mean?
What is sales productivity? Activity is not productive selling time
isoglu-2026-what-is-sales-productivity-fig01.png
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Figure 1Figure
The synthetic sales-productivity time allocation
What is sales productivity? Activity is not productive selling time
isoglu-2026-what-is-sales-productivity-fig02.png
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Table 1Table
What does selection bias mean?
What is selection bias? The sample can change the answer
isoglu-2026-what-is-selection-bias-fig01.png
-
Figure 1Figure
The synthetic selection-bias eligibility ledger
What is selection bias? The sample can change the answer
isoglu-2026-what-is-selection-bias-fig02.png
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Table 1Table
What does source verification mean?
What is source verification? From claim to version of record
isoglu-2026-what-is-source-verification-fig01.png
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Figure 1Figure
The synthetic source-verification register
What is source verification? From claim to version of record
isoglu-2026-what-is-source-verification-fig02.png
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Table 1Table
What does statistical conclusion validity mean?
What is statistical conclusion validity? A significant result can still be wrong
isoglu-2026-what-is-statistical-conclusion-validity-fig01.png
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Figure 1Figure
The synthetic statistical-inference review
What is statistical conclusion validity? A significant result can still be wrong
isoglu-2026-what-is-statistical-conclusion-validity-fig02.png
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Table 1Table
What does sustainable growth rate mean?
What is sustainable growth rate? Growth has a financing boundary
isoglu-2026-what-is-sustainable-growth-rate-fig01.png
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Figure 1Figure
Synthetic sustainable-growth-rate scenarios
What is sustainable growth rate? Growth has a financing boundary
isoglu-2026-what-is-sustainable-growth-rate-fig02.png
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Table 2Table
What do synthetic financing scenarios show?
What is sustainable growth rate? Growth has a financing boundary
isoglu-2026-what-is-sustainable-growth-rate-fig03.png
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Table 1Table
Which price is the numerator?
What is price realization? List price is not the cash collected
isoglu-2026-what-is-price-realization-fig01.png
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Figure 1Figure
A synthetic price realization waterfall
What is price realization? List price is not the cash collected
isoglu-2026-what-is-price-realization-fig02.png
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Table 2Table
How should a price-realization review cover B2B, SaaS, and markets?
What is price realization? List price is not the cash collected
isoglu-2026-what-is-price-realization-fig03.png
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Figure 1Figure
The unit economics component card
What are unit economics?
isoglu-2026-what-are-unit-economics-fig01.png
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Table 1Table
How do unit economics differ by operating model?
What are unit economics?
isoglu-2026-what-are-unit-economics-fig02.png
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Table 2Table
Three-Year Financial and Unit Economic Trajectory
What are unit economics?
isoglu-2026-what-are-unit-economics-fig03.png
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Table 3Table
How do you audit your own unit economics?
What are unit economics?
isoglu-2026-what-are-unit-economics-fig04.png
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Table 4Table
Unit Economics RACI Matrix
What are unit economics?
isoglu-2026-what-are-unit-economics-fig05.png
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Figure 1Figure
The buying committee stakeholder map
What is a buying committee?
isoglu-2026-what-is-a-buying-committee-fig01.png
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Figure 2Figure
Who sits on an enterprise buying committee?
What is a buying committee?
isoglu-2026-what-is-a-buying-committee-fig02.png
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Table 1Table
Structural Decision-Making Topologies
What is a buying committee?
isoglu-2026-what-is-a-buying-committee-fig03.png
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Table 2Table
Illustrative financial arithmetic under the stated assumptions
What is a buying committee?
isoglu-2026-what-is-a-buying-committee-fig04.png
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Figure 3Figure
How do you audit your own committee coverage?
What is a buying committee?
isoglu-2026-what-is-a-buying-committee-fig05.png
-
Table 3Table
Cross-Functional RACI Governance Matrix
What is a buying committee?
isoglu-2026-what-is-a-buying-committee-fig06.png
-
Figure 1Figure
The customer health scoring signal matrix
What is a customer health score?
isoglu-2026-what-is-a-customer-health-score-fig01.png
-
Figure 2Figure
Which scoring architecture fits which kind of account?
What is a customer health score?
isoglu-2026-what-is-a-customer-health-score-fig02.png
-
Table 1Table
Architectural Trade-Off Analysis
What is a customer health score?
isoglu-2026-what-is-a-customer-health-score-fig03.png
-
Table 2Table
Portfolio Segmentation via Predictive Telemetry
What is a customer health score?
isoglu-2026-what-is-a-customer-health-score-fig04.png
-
Table 3Table
Long-Term Enterprise Valuation Impact
What is a customer health score?
isoglu-2026-what-is-a-customer-health-score-fig05.png
-
Figure 3Figure
How do you audit your own health score?
What is a customer health score?
isoglu-2026-what-is-a-customer-health-score-fig06.png
-
Table 4Table
Cross-Functional RACI Governance Matrix
What is a customer health score?
isoglu-2026-what-is-a-customer-health-score-fig07.png
-
Figure 1Figure
The value metric evaluation scorecard
What is a value metric?
isoglu-2026-what-is-a-value-metric-fig01.png
-
Table 1Table
Which value metric fits which product architecture?
What is a value metric?
isoglu-2026-what-is-a-value-metric-fig02.png
-
Table 2Table
Three-Year Performance and Financial Valuation Trajectory
What is a value metric?
isoglu-2026-what-is-a-value-metric-fig03.png
-
Table 3Table
How do you audit your own value metric?
What is a value metric?
isoglu-2026-what-is-a-value-metric-fig04.png
-
Table 4Table
Metric Governance RACI Matrix
What is a value metric?
isoglu-2026-what-is-a-value-metric-fig05.png
-
Figure 1Figure
The account-based marketing tiering architecture
What is account-based marketing?
isoglu-2026-what-is-account-based-marketing-fig01.png
-
Figure 2Figure
What are the three ABM tiers, and which accounts belong in each?
What is account-based marketing?
isoglu-2026-what-is-account-based-marketing-fig02.png
-
Table 1Table
Intent Data Triangulation Architecture
What is account-based marketing?
isoglu-2026-what-is-account-based-marketing-fig03.png
-
Table 2Table
Comprehensive Financial Comparison and Valuation Impact
What is account-based marketing?
isoglu-2026-what-is-account-based-marketing-fig04.png
-
Figure 3Figure
How do you audit your own ABM maturity?
What is account-based marketing?
isoglu-2026-what-is-account-based-marketing-fig05.png
-
Table 3Table
Cross-Functional RACI Governance Matrix
What is account-based marketing?
isoglu-2026-what-is-account-based-marketing-fig06.png
-
Figure 1Figure
The A/B test experimental architecture
What is an A/B test? randomized controlled trials, statistical power, and governance
isoglu-2026-what-is-an-ab-test-fig01.png
-
Table 1Table
Decision Errors and Statistical Power
What is an A/B test? randomized controlled trials, statistical power, and governance
isoglu-2026-what-is-an-ab-test-fig02.png
-
Figure 2Figure
Taxonomy of Experimentation Architectures
What is an A/B test? randomized controlled trials, statistical power, and governance
isoglu-2026-what-is-an-ab-test-fig03.png
-
Table 2Table
The Metric Hierarchy in Controlled Experiments
What is an A/B test? randomized controlled trials, statistical power, and governance
isoglu-2026-what-is-an-ab-test-fig04.png
-
Table 3Table
Guardrail Metric Verification and Downstream Economic Translation
What is an A/B test? randomized controlled trials, statistical power, and governance
isoglu-2026-what-is-an-ab-test-fig05.png
-
Table 4Table
How do you audit your own experimentation programme?
What is an A/B test? randomized controlled trials, statistical power, and governance
isoglu-2026-what-is-an-ab-test-fig06.png
-
Table 5Table
The Experimentation RACI Matrix
What is an A/B test? randomized controlled trials, statistical power, and governance
isoglu-2026-what-is-an-ab-test-fig07.png
-
Figure 1Figure
The acquisition thesis operational matrix
What is an acquisition thesis? Strategic underwriting, valuation, and M&A governance
isoglu-2026-what-is-an-acquisition-thesis-fig01.png
-
Table 1Table
What are the five archetypes of acquisition thesis?
What is an acquisition thesis? Strategic underwriting, valuation, and M&A governance
isoglu-2026-what-is-an-acquisition-thesis-fig02.png
-
Table 2Table
Three-Year Pro-Forma Operational and Financial Trajectory
What is an acquisition thesis? Strategic underwriting, valuation, and M&A governance
isoglu-2026-what-is-an-acquisition-thesis-fig03.png
-
Table 3Table
How do you score a transaction before the investment committee decides?
What is an acquisition thesis? Strategic underwriting, valuation, and M&A governance
isoglu-2026-what-is-an-acquisition-thesis-fig04.png
-
Table 4Table
Acquisition Governance RACI Matrix
What is an acquisition thesis? Strategic underwriting, valuation, and M&A governance
isoglu-2026-what-is-an-acquisition-thesis-fig05.png
-
Figure 1Figure
The customer churn diagnostic card
What is customer churn?
isoglu-2026-what-is-customer-churn-fig01.png
-
Figure 2Figure
What are the four kinds of churn?
What is customer churn?
isoglu-2026-what-is-customer-churn-fig02.png
-
Table 1Table
Comparative Churn Archetype Matrix
What is customer churn?
isoglu-2026-what-is-customer-churn-fig03.png
-
Table 2Table
Customer retention checklist: what a review should record
What is customer churn?
isoglu-2026-what-is-customer-churn-fig04.png
-
Table 3Table
Multi-Year Financial and Valuation Transformation
What is customer churn?
isoglu-2026-what-is-customer-churn-fig05.png
-
Figure 3Figure
How do you audit your own churn governance?
What is customer churn?
isoglu-2026-what-is-customer-churn-fig06.png
-
Table 4Table
Cross-Functional RACI Governance Matrix
What is customer churn?
isoglu-2026-what-is-customer-churn-fig07.png
-
Figure 1Figure
The Gross Revenue Retention governance card
What is gross revenue retention?
isoglu-2026-what-is-gross-revenue-retention-fig01.png
-
Figure 2Figure
Which variants of gross retention have to be tracked separately?
What is gross revenue retention?
isoglu-2026-what-is-gross-revenue-retention-fig02.png
-
Table 1Table
2. Segment-Specific GRR Baselines
What is gross revenue retention?
isoglu-2026-what-is-gross-revenue-retention-fig03.png
-
Table 2Table
Three-Year Multi-Cohort Financial Projection
What is gross revenue retention?
isoglu-2026-what-is-gross-revenue-retention-fig04.png
-
Table 3Table
Cross-Functional RACI Governance Matrix
What is gross revenue retention?
isoglu-2026-what-is-gross-revenue-retention-fig05.png
-
Figure 1Figure
The four phases and friction points of organizational knowledge transfer
What is knowledge transfer? Absorptive capacity, operational replication, and stickiness
isoglu-2026-what-is-knowledge-transfer-fig01.png
-
Table 1Table
The SECI Knowledge Creation and Conversion Engine
What is knowledge transfer? Absorptive capacity, operational replication, and stickiness
isoglu-2026-what-is-knowledge-transfer-fig02.png
-
Figure 2Figure
The Four Architectural Modalities of Knowledge Transfer
What is knowledge transfer? Absorptive capacity, operational replication, and stickiness
isoglu-2026-what-is-knowledge-transfer-fig03.png
-
Table 2Table
Functional Knowledge Domains in Enterprise GTM Systems
What is knowledge transfer? Absorptive capacity, operational replication, and stickiness
isoglu-2026-what-is-knowledge-transfer-fig04.png
-
Table 3Table
Year 1 Operational and Financial Results
What is knowledge transfer? Absorptive capacity, operational replication, and stickiness
isoglu-2026-what-is-knowledge-transfer-fig05.png
-
Table 4Table
How do you audit your own knowledge transfer?
What is knowledge transfer? Absorptive capacity, operational replication, and stickiness
isoglu-2026-what-is-knowledge-transfer-fig06.png
-
Table 5Table
The Knowledge Transfer RACI Matrix
What is knowledge transfer? Absorptive capacity, operational replication, and stickiness
isoglu-2026-what-is-knowledge-transfer-fig07.png
-
Figure 1Figure
The four foundational workstreams of post-merger integration
What is post-merger integration? M&A operational execution, synergy capture, and governance
isoglu-2026-what-is-post-merger-integration-fig01.png
-
Table 1Table
The Integration Archetype Matrix
What is post-merger integration? M&A operational execution, synergy capture, and governance
isoglu-2026-what-is-post-merger-integration-fig02.png
-
Figure 2Figure
The Four Foundational Workstreams
What is post-merger integration? M&A operational execution, synergy capture, and governance
isoglu-2026-what-is-post-merger-integration-fig03.png
-
Table 2Table
Financial Waterfall: Year 1 Underwritten vs. Actual Performance
What is post-merger integration? M&A operational execution, synergy capture, and governance
isoglu-2026-what-is-post-merger-integration-fig04.png
-
Table 3Table
Full Three-Year Operational Synergy Trajectory
What is post-merger integration? M&A operational execution, synergy capture, and governance
isoglu-2026-what-is-post-merger-integration-fig05.png
-
Table 4Table
How do you stress-test integration readiness before signing?
What is post-merger integration? M&A operational execution, synergy capture, and governance
isoglu-2026-what-is-post-merger-integration-fig06.png
-
Table 5Table
The Integration Management Office (IMO) RACI Matrix
What is post-merger integration? M&A operational execution, synergy capture, and governance
isoglu-2026-what-is-post-merger-integration-fig07.png
-
Figure 1Figure
The sales capacity planning architecture
What is sales capacity planning?
isoglu-2026-what-is-sales-capacity-planning-fig01.png
-
Table 1Table
What is sales capacity planning for B2B?
What is sales capacity planning?
isoglu-2026-what-is-sales-capacity-planning-fig02.png
-
Table 2Table
What is sales capacity planning for SaaS?
What is sales capacity planning?
isoglu-2026-what-is-sales-capacity-planning-fig03.png
-
Figure 2Figure
What are the four pillars of a capacity model?
What is sales capacity planning?
isoglu-2026-what-is-sales-capacity-planning-fig04.png
-
Table 3Table
4. Multi-Functional Commercial Pod Staffing Ratios
What is sales capacity planning?
isoglu-2026-what-is-sales-capacity-planning-fig05.png
-
Table 4Table
Comprehensive Financial Comparison and Valuation Outcome
What is sales capacity planning?
isoglu-2026-what-is-sales-capacity-planning-fig06.png
-
Figure 3Figure
How do you audit your own capacity plan?
What is sales capacity planning?
isoglu-2026-what-is-sales-capacity-planning-fig07.png
-
Table 5Table
Sales capacity planning governance: what does it control?
What is sales capacity planning?
isoglu-2026-what-is-sales-capacity-planning-fig08.png
-
Table 6Table
Cross-Functional RACI Governance Matrix
What is sales capacity planning?
isoglu-2026-what-is-sales-capacity-planning-fig09.png
-
Figure 1Figure
The sales enablement capability matrix
What is sales enablement?
isoglu-2026-what-is-sales-enablement-fig01.png
-
Figure 2Figure
What are the four dimensions of an enablement architecture?
What is sales enablement?
isoglu-2026-what-is-sales-enablement-fig02.png
-
Table 1Table
Comparative Enablement Operating Models
What is sales enablement?
isoglu-2026-what-is-sales-enablement-fig03.png
-
Table 2Table
Comprehensive Financial Return and Enterprise Equity Valuation
What is sales enablement?
isoglu-2026-what-is-sales-enablement-fig04.png
-
Figure 3Figure
How do you audit your own enablement function?
What is sales enablement?
isoglu-2026-what-is-sales-enablement-fig05.png
-
Table 3Table
Cross-Functional RACI Governance Matrix
What is sales enablement?
isoglu-2026-what-is-sales-enablement-fig06.png
-
Figure 1Figure
The Good-Better-Best packaging fence matrix
What is tiered pricing?
isoglu-2026-what-is-tiered-pricing-fig01.png
-
Table 1Table
What are the four tiering architectures?
What is tiered pricing?
isoglu-2026-what-is-tiered-pricing-fig02.png
-
Table 2Table
The Three-Year Migration and Financial Performance Model
What is tiered pricing?
isoglu-2026-what-is-tiered-pricing-fig03.png
-
Table 3Table
How do you audit your own packaging?
What is tiered pricing?
isoglu-2026-what-is-tiered-pricing-fig04.png
-
Table 4Table
Pricing Committee RACI Matrix
What is tiered pricing?
isoglu-2026-what-is-tiered-pricing-fig05.png
-
Figure 1Figure
The time to value milestone matrix
What is time to value?
isoglu-2026-what-is-time-to-value-fig01.png
-
Figure 2Figure
What are the four phases between signature and realised value?
What is time to value?
isoglu-2026-what-is-time-to-value-fig02.png
-
Table 1Table
Comparative Architectural Delivery Models
What is time to value?
isoglu-2026-what-is-time-to-value-fig03.png
-
Table 2Table
Financial Return and Multi-Year Compounding Impact
What is time to value?
isoglu-2026-what-is-time-to-value-fig04.png
-
Figure 3Figure
How do you audit your own time to value?
What is time to value?
isoglu-2026-what-is-time-to-value-fig05.png
-
Table 3Table
Cross-Functional RACI Governance Matrix
What is time to value?
isoglu-2026-what-is-time-to-value-fig06.png
-
Figure 1Figure
The consumption pricing governance architecture
What is usage-based pricing?
isoglu-2026-what-is-usage-based-pricing-fig01.png
-
Table 1Table
What are the four consumption models?
What is usage-based pricing?
isoglu-2026-what-is-usage-based-pricing-fig02.png
-
Table 2Table
Three-Year Financial and Operational Trajectory
What is usage-based pricing?
isoglu-2026-what-is-usage-based-pricing-fig03.png
-
Table 3Table
How do you audit your own metering and billing chain?
What is usage-based pricing?
isoglu-2026-what-is-usage-based-pricing-fig04.png
-
Table 4Table
Consumption Pricing RACI Matrix
What is usage-based pricing?
isoglu-2026-what-is-usage-based-pricing-fig05.png
-
Figure 1Figure
Selection versus personalization operating matrix
ABM selection is not personalization
isoglu-2026-abm-selection-is-not-personalization-fig01.png
-
Figure 1Figure
Account-based resource allocation matrix
Account-based marketing is resource allocation
isoglu-2026-account-based-marketing-is-resource-allocation-fig01.png
-
Figure 1Figure
Customer churn intervention cost and decision matrix
False positives in churn models have a cost
isoglu-2026-false-positives-in-churn-models-have-a-cost-fig01.png
-
Figure 1Figure
Knowledge transfer verification map
Knowledge transfer is asset retention with a receiving context
isoglu-2026-knowledge-transfer-is-asset-retention-with-a-receiving-context-fig01.png
-
Figure 1Figure
Revenue lifecycle event dictionary
Revenue analytics needs an event schema
isoglu-2026-revenue-analytics-needs-an-event-schema-fig01.png
-
Figure 1Figure
Preference-to-choice verification matrix
Voice of customer is not observed choice
isoglu-2026-voice-of-customer-is-not-observed-choice-fig01.png
-
Figure 1Figure
The market sizing filtration architecture
What are TAM, SAM, and SOM?
isoglu-2026-what-are-tam-sam-som-fig01.png
-
Table 1Table
Why do top-down market sizing models fail in commercial execution?
What are TAM, SAM, and SOM?
isoglu-2026-what-are-tam-sam-som-fig02.png
-
Table 2Table
Which operational miscalculations undermine market sizing?
What are TAM, SAM, and SOM?
isoglu-2026-what-are-tam-sam-som-fig03.png
-
Figure 1Figure
The CAC definition card
What is CAC?
isoglu-2026-what-is-cac-fig01.png
-
Table 1Table
How should CAC be calculated and read across operating views?
What is CAC?
isoglu-2026-what-is-cac-fig02.png
-
Table 2Table
Which four distinct CAC definitions serve four opposing capital decisions?
What is CAC?
isoglu-2026-what-is-cac-fig03.png
-
Table 3Table
Which common accounting shortcuts destroy the operational validity of CAC metrics?
What is CAC?
isoglu-2026-what-is-cac-fig04.png
-
Figure 1Figure
The CAC payback cash calendar worksheet
What is CAC payback period?
isoglu-2026-what-is-cac-payback-fig01.png
-
Table 1Table
What cash recovery calendar worksheet exposes true break-even timing?
What is CAC payback period?
isoglu-2026-what-is-cac-payback-fig02.png
-
Table 2Table
Which common shortcuts lead to dangerous miscalculations of payback velocity?
What is CAC payback period?
isoglu-2026-what-is-cac-payback-fig03.png
-
Figure 1Figure
The customer lifetime value boundary card
What is customer lifetime value?
isoglu-2026-what-is-clv-fig01.png
-
Table 1Table
Which cost-to-serve boundaries belong inside the lifetime contribution margin?
What is customer lifetime value?
isoglu-2026-what-is-clv-fig02.png
-
Table 2Table
Which common miscalculations undermine customer lifetime value models in practice?
What is customer lifetime value?
isoglu-2026-what-is-clv-fig03.png
-
Figure 1Figure
The multi-tier contribution margin framework
What is contribution margin?
isoglu-2026-what-is-contribution-margin-fig01.png
-
Table 1Table
Why is gross margin structurally distinct from contribution margin?
What is contribution margin?
isoglu-2026-what-is-contribution-margin-fig02.png
-
Table 2Table
Which operational miscalculations undermine contribution margin analysis?
What is contribution margin?
isoglu-2026-what-is-contribution-margin-fig03.png
-
Figure 1Figure
The incrementality causal measurement hierarchy
What is incrementality?
isoglu-2026-what-is-incrementality-fig01.png
-
Table 1Table
Why do observational attribution dashboards report phantom returns?
What is incrementality?
isoglu-2026-what-is-incrementality-fig02.png
-
Table 2Table
Which operational miscalculations undermine incrementality testing?
What is incrementality?
isoglu-2026-what-is-incrementality-fig03.png
-
Figure 1Figure
The triangulated commercial measurement architecture
What is marketing mix modeling?
isoglu-2026-what-is-marketing-mix-modeling-fig01.png
-
Table 1Table
How does marketing mix modeling compare to multi-touch attribution?
What is marketing mix modeling?
isoglu-2026-what-is-marketing-mix-modeling-fig02.png
-
Table 2Table
Which operational miscalculations undermine marketing mix modeling?
What is marketing mix modeling?
isoglu-2026-what-is-marketing-mix-modeling-fig03.png
-
Figure 1Figure
The three-tier net revenue retention waterfall
What is net revenue retention?
isoglu-2026-what-is-nrr-fig01.png
-
Table 1Table
Which common reporting practices undermine the operational validity of NRR?
What is net revenue retention?
isoglu-2026-what-is-nrr-fig02.png
-
Figure 1Figure
The price elasticity commercial decision matrix
What is price elasticity of demand?
isoglu-2026-what-is-price-elasticity-fig01.png
-
Table 1Table
Finance reconciliation: from the elasticity estimate to the P&L
What is price elasticity of demand?
isoglu-2026-what-is-price-elasticity-fig02.png
-
Table 2Table
Which operational miscalculations distort price elasticity models?
What is price elasticity of demand?
isoglu-2026-what-is-price-elasticity-fig03.png
-
Table 3Table
How should price elasticity be governed?
What is price elasticity of demand?
isoglu-2026-what-is-price-elasticity-fig04.png
-
Figure 1Figure
The Revenue Operations commercial architecture
What is RevOps?
isoglu-2026-what-is-revops-fig01.png
-
Table 1Table
How does RevOps differ from traditional departmental operations?
What is RevOps?
isoglu-2026-what-is-revops-fig02.png
-
Table 2Table
Which operational miscalculations undermine RevOps transformations?
What is RevOps?
isoglu-2026-what-is-revops-fig03.png
-
Figure 1Figure
The Economic Value to the Customer (EVC) framework
What is value-based pricing?
isoglu-2026-what-is-value-based-pricing-fig01.png
-
Table 1Table
How does value-based pricing compare to alternative pricing models?
What is value-based pricing?
isoglu-2026-what-is-value-based-pricing-fig02.png
-
Table 2Table
Which operational miscalculations undermine value-based pricing?
What is value-based pricing?
isoglu-2026-what-is-value-based-pricing-fig03.png
-
Figure 1Figure
The willingness-to-pay measurement fidelity matrix
What is willingness to pay?
isoglu-2026-what-is-willingness-to-pay-fig01.png
-
Table 1Table
Which operational miscalculations undermine willingness-to-pay estimation?
What is willingness to pay?
isoglu-2026-what-is-willingness-to-pay-fig02.png
-
Table 1Table
Why is a partner list not an effective channel design?
A channel needs governance before it needs another partner
isoglu-2026-a-channel-needs-governance-before-another-partner-fig01.png
-
Table 1Table
The channel-governance-before-expansion card
A channel needs governance before it needs another partner
isoglu-2026-a-channel-needs-governance-before-another-partner-fig02.png
-
Table 3Table
Interfirm monitoring deserves a design
A channel needs governance before it needs another partner
isoglu-2026-a-channel-needs-governance-before-another-partner-fig03.png
-
Table 4Table
The unresolved questions are the work
A channel needs governance before it needs another partner
isoglu-2026-a-channel-needs-governance-before-another-partner-fig04.png
-
Table 1Table
Why must algorithmic evaluation begin with task structure rather than system capabilities?
Algorithm trust changes with the task
isoglu-2026-algorithm-trust-changes-with-the-task-fig01.png
-
Figure 1Figure
The algorithm trust-by-task map
Algorithm trust changes with the task
isoglu-2026-algorithm-trust-changes-with-the-task-fig02.png
-
Table 1Table
Which four distinct measurement issues does the common method bias checkbox conceal?
Common method bias is not a checkbox
isoglu-2026-common-method-bias-is-not-a-checkbox-fig01.png
-
Figure 1Figure
The common-method-bias release sequence
Common method bias is not a checkbox
isoglu-2026-common-method-bias-is-not-a-checkbox-fig02.png
-
Table 1Table
Why is CRM adoption a knowledge integration challenge rather than a rollout?
CRM adoption is knowledge integration, not a rollout
isoglu-2026-crm-adoption-is-knowledge-integration-not-a-rollout-fig01.png
-
Figure 1Figure
The CRM adoption release card
CRM adoption is knowledge integration, not a rollout
isoglu-2026-crm-adoption-is-knowledge-integration-not-a-rollout-fig02.png
-
Table 1Table
What operational problem must an international entry mode solve?
Cultural distance is not a universal entry-mode rule
isoglu-2026-cultural-distance-is-not-a-universal-entry-mode-rule-fig01.png
-
Table 1Table
The conditional entry-mode fit card
Cultural distance is not a universal entry-mode rule
isoglu-2026-cultural-distance-is-not-a-universal-entry-mode-rule-fig02.png
-
Table 3Table
Why do greenfield and acquisition performance findings diverge empirically?
Cultural distance is not a universal entry-mode rule
isoglu-2026-cultural-distance-is-not-a-universal-entry-mode-rule-fig03.png
-
Table 1Table
Why does an account score fail to execute commercial budget allocation?
Customer selection is a resource-allocation decision
isoglu-2026-customer-selection-is-a-resource-allocation-decision-fig01.png
-
Table 1Table
The customer-portfolio allocation matrix
Customer selection is a resource-allocation decision
isoglu-2026-customer-selection-is-a-resource-allocation-decision-fig02.png
-
Table 1Table
How does sales digitization simultaneously alter effectiveness and job insecurity?
Digitization changes sales effectiveness and job insecurity
isoglu-2026-digitization-changes-sales-effectiveness-and-job-insecurity-fig01.png
-
Figure 1Figure
The digitization paired-outcome review card
Digitization changes sales effectiveness and job insecurity
isoglu-2026-digitization-changes-sales-effectiveness-and-job-insecurity-fig02.png
-
Table 1Table
Why must dynamic capabilities begin with concrete organizational processes?
Dynamic capabilities are routines, not magic
isoglu-2026-dynamic-capabilities-are-routines-not-magic-fig01.png
-
Table 1Table
Dynamic capability depends on market velocity
Dynamic capabilities are routines, not magic
isoglu-2026-dynamic-capabilities-are-routines-not-magic-fig02.png
-
Table 3Table
Why does possession of dynamic capabilities fail to guarantee commercial success?
Dynamic capabilities are routines, not magic
isoglu-2026-dynamic-capabilities-are-routines-not-magic-fig03.png
-
Table 1Table
Why must an ecosystem strategy begin with the end-customer value proposition?
An ecosystem strategy is an alignment structure, not a partner list
isoglu-2026-ecosystem-strategy-is-an-alignment-structure-not-a-partner-list-fig01.png
-
Figure 1Figure
The ecosystem alignment structure map
An ecosystem strategy is an alignment structure, not a partner list
isoglu-2026-ecosystem-strategy-is-an-alignment-structure-not-a-partner-list-fig02.png
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Table 2Table
Why can a value proposition fail even when the partner map looks complete?
An ecosystem strategy is an alignment structure, not a partner list
isoglu-2026-ecosystem-strategy-is-an-alignment-structure-not-a-partner-list-fig03.png
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Table 3Table
What remains human when AI enters value proposition work?
An ecosystem strategy is an alignment structure, not a partner list
isoglu-2026-ecosystem-strategy-is-an-alignment-structure-not-a-partner-list-fig04.png
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Table 4Table
How should finance connect a value proposition to the P&L?
An ecosystem strategy is an alignment structure, not a partner list
isoglu-2026-ecosystem-strategy-is-an-alignment-structure-not-a-partner-list-fig05.png
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Table 5Table
How should value proposition governance work?
An ecosystem strategy is an alignment structure, not a partner list
isoglu-2026-ecosystem-strategy-is-an-alignment-structure-not-a-partner-list-fig06.png
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Table 6Table
When is a gap in partner capability a governance defect rather than a recruitment problem?
An ecosystem strategy is an alignment structure, not a partner list
isoglu-2026-ecosystem-strategy-is-an-alignment-structure-not-a-partner-list-fig07.png
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Table 1Table
Why is external market data collection insufficient for commercial innovation?
External information becomes innovation through absorptive capacity
isoglu-2026-external-information-becomes-innovation-through-absorptive-capacity-fig01.png
-
Figure 1Figure
The information-to-innovation path card
External information becomes innovation through absorptive capacity
isoglu-2026-external-information-becomes-innovation-through-absorptive-capacity-fig02.png
-
Table 1Table
What does sales forecasting mean before accuracy is summarized?
Forecast accuracy can hide offsetting errors
isoglu-2026-forecast-accuracy-can-hide-offsetting-errors-fig01.png
-
Table 1Table
The forecast-error cancellation trap
Forecast accuracy can hide offsetting errors
isoglu-2026-forecast-accuracy-can-hide-offsetting-errors-fig02.png
-
Table 3Table
One word called accuracy hides several measures
Forecast accuracy can hide offsetting errors
isoglu-2026-forecast-accuracy-can-hide-offsetting-errors-fig03.png
-
Table 4Table
Distribution matters before the mean
Forecast accuracy can hide offsetting errors
isoglu-2026-forecast-accuracy-can-hide-offsetting-errors-fig04.png
-
Table 5Table
The row-level forecast-error audit
Forecast accuracy can hide offsetting errors
isoglu-2026-forecast-accuracy-can-hide-offsetting-errors-fig05.png
-
Figure 1Figure
Four metric objects, four unanswered questions
Gross margin is not contribution margin
isoglu-2026-gross-margin-is-not-contribution-margin-fig01.png
-
Figure 2Figure
The metric-definition worksheet
Gross margin is not contribution margin
isoglu-2026-gross-margin-is-not-contribution-margin-fig02.png
-
Figure 3Figure
From measured object to outcome check
Gross margin is not contribution margin
isoglu-2026-gross-margin-is-not-contribution-margin-fig03.png
-
Table 1Table
The two-horizon growth portfolio card
Growth needs an exploration-exploitation portfolio
isoglu-2026-growth-needs-an-exploration-exploitation-portfolio-fig01.png
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Table 2Table
How can executive leadership conduct an auditable exploration-exploitation portfolio audit?
Growth needs an exploration-exploitation portfolio
isoglu-2026-growth-needs-an-exploration-exploitation-portfolio-fig02.png
-
Figure 1Figure
From quadrant to funding test
The growth-share matrix is a capital-allocation device
isoglu-2026-growth-share-matrix-is-a-capital-allocation-device-fig01.png
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Table 1Table
How can executive teams stress-test quadrant labels using historical counterexamples?
The growth-share matrix is a capital-allocation device
isoglu-2026-growth-share-matrix-is-a-capital-allocation-device-fig02.png
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Table 1Table
Why must human-AI workflow design begin with discrete decisions rather than tools?
Human and machine should divide the work
isoglu-2026-human-and-machine-should-divide-the-work-fig01.png
-
Figure 1Figure
The human-machine division-of-labor card
Human and machine should divide the work
isoglu-2026-human-and-machine-should-divide-the-work-fig02.png
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Table 1Table
Why is hybrid intelligence a descriptive label rather than a validated scientific construct?
Hybrid intelligence needs a boundary between capability and outcome
isoglu-2026-hybrid-intelligence-needs-a-boundary-between-capability-and-outcome-fig01.png
-
Figure 1Figure
The hybrid-intelligence construct boundary
Hybrid intelligence needs a boundary between capability and outcome
isoglu-2026-hybrid-intelligence-needs-a-boundary-between-capability-and-outcome-fig02.png
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Table 2Table
Why is ongoing operational governance an intrinsic component of hybrid capability claims?
Hybrid intelligence needs a boundary between capability and outcome
isoglu-2026-hybrid-intelligence-needs-a-boundary-between-capability-and-outcome-fig03.png
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Table 1Table
Why must customer profitability analysis isolate the economic transaction object?
Long customer relationships can be low-profit
isoglu-2026-long-customer-relationships-can-be-low-profit-fig01.png
-
Figure 1Figure
The relationship-profitability card
Long customer relationships can be low-profit
isoglu-2026-long-customer-relationships-can-be-low-profit-fig02.png
-
Figure 1Figure
The bilingual measurement-release gate
Measurement invariance before comparing English and German scores
isoglu-2026-measurement-invariance-before-comparing-english-and-german-scores-fig01.png
-
Figure 2Figure
What each invariance result licenses
Measurement invariance before comparing English and German scores
isoglu-2026-measurement-invariance-before-comparing-english-and-german-scores-fig02.png
-
Figure 3Figure
From translation version to comparison sentence
Measurement invariance before comparing English and German scores
isoglu-2026-measurement-invariance-before-comparing-english-and-german-scores-fig03.png
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Table 1Table
Why must advertising measurement design begin with commercial decision thresholds?
More advertising observations do not guarantee better decisions
isoglu-2026-more-advertising-observations-do-not-guarantee-better-decisions-fig01.png
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Figure 1Figure
The advertising test-value screen
More advertising observations do not guarantee better decisions
isoglu-2026-more-advertising-observations-do-not-guarantee-better-decisions-fig02.png
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Table 1Table
Why is an isolated new product success factor insufficient for commercial resource commitment?
New-product success factors are context-dependent
isoglu-2026-new-product-success-factors-are-context-dependent-fig01.png
-
Table 1Table
The updated-success-factor transfer card
New-product success factors are context-dependent
isoglu-2026-new-product-success-factors-are-context-dependent-fig02.png
-
Table 3Table
Why must product development success claims always specify market and regulatory context?
New-product success factors are context-dependent
isoglu-2026-new-product-success-factors-are-context-dependent-fig03.png
-
Table 1Table
Why does a unified customer value label conceal three distinct behavioral outcomes?
One customer model cannot predict every outcome
isoglu-2026-one-customer-model-cannot-predict-every-outcome-fig01.png
-
Table 1Table
The multi-outcome customer model card
One customer model cannot predict every outcome
isoglu-2026-one-customer-model-cannot-predict-every-outcome-fig02.png
-
Table 3Table
Which empirical transfer test must precede deploying a predictive model across cohorts?
One customer model cannot predict every outcome
isoglu-2026-one-customer-model-cannot-predict-every-outcome-fig03.png
-
Table 1Table
Why is statistical churn probability an insufficient basis for customer retention spend?
Retention should be ranked by profit, not churn alone
isoglu-2026-retention-should-be-ranked-by-profit-not-churn-alone-fig01.png
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Table 1Table
The profit-first retention ranking card
Retention should be ranked by profit, not churn alone
isoglu-2026-retention-should-be-ranked-by-profit-not-churn-alone-fig02.png
-
Table 3Table
How can marketing teams construct an auditable profit-ranked retention scorecard?
Retention should be ranked by profit, not churn alone
isoglu-2026-retention-should-be-ranked-by-profit-not-churn-alone-fig03.png
-
Figure 1Figure
Which control is doing the work?
Revenue management versus dynamic pricing
isoglu-2026-revenue-management-versus-dynamic-pricing-fig01.png
-
Figure 2Figure
The revenue-management control record
Revenue management versus dynamic pricing
isoglu-2026-revenue-management-versus-dynamic-pricing-fig02.png
-
Figure 3Figure
Dynamic pricing, capacity control, or revenue management?
Revenue management versus dynamic pricing
isoglu-2026-revenue-management-versus-dynamic-pricing-fig03.png
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Table 1Table
Why is salesforce control a multi-faceted governance blend rather than a commission plan?
Salesforce control is a blend, not a commission plan
isoglu-2026-salesforce-control-is-a-blend-not-a-commission-plan-fig01.png
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Figure 1Figure
The salesforce control-blend matrix
Salesforce control is a blend, not a commission plan
isoglu-2026-salesforce-control-is-a-blend-not-a-commission-plan-fig02.png
-
Table 2Table
How should sales compensation governance work?
Salesforce control is a blend, not a commission plan
isoglu-2026-salesforce-control-is-a-blend-not-a-commission-plan-fig03.png
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Table 1Table
Why does salesforce control begin with observable behaviors rather than commercial results?
Salesforce control starts with what managers can observe
isoglu-2026-salesforce-control-starts-with-what-managers-can-observe-fig01.png
-
Figure 1Figure
The salesforce observability map
Salesforce control starts with what managers can observe
isoglu-2026-salesforce-control-starts-with-what-managers-can-observe-fig02.png
-
Table 2Table
Observable does not mean controllable
Salesforce control starts with what managers can observe
isoglu-2026-salesforce-control-starts-with-what-managers-can-observe-fig03.png
-
Table 1Table
What theoretical entity is actually supposed to achieve saturation?
Saturation is a decision rule, not a number
isoglu-2026-saturation-is-a-decision-rule-not-a-number-fig01.png
-
Table 1Table
The qualitative saturation stopping card
Saturation is a decision rule, not a number
isoglu-2026-saturation-is-a-decision-rule-not-a-number-fig02.png
-
Table 3Table
How does population information structure dictate the necessary discovery sample?
Saturation is a decision rule, not a number
isoglu-2026-saturation-is-a-decision-rule-not-a-number-fig03.png
-
Table 1Table
Why must causal inference name the cohort-time estimand before running regressions?
Staggered difference-in-differences needs a cohort-time estimand
isoglu-2026-staggered-difference-in-differences-needs-a-cohort-time-estimand-fig01.png
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Figure 1Figure
The staggered DiD estimand release gate
Staggered difference-in-differences needs a cohort-time estimand
isoglu-2026-staggered-difference-in-differences-needs-a-cohort-time-estimand-fig02.png
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Table 1Table
Why do historically predicted customer tiers fail to match future profitability cohorts?
The 20-55 rule: customer prioritization misclassifies the portfolio
isoglu-2026-the-20-55-rule-customer-prioritization-misclassifies-the-portfolio-fig01.png
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Figure 1Figure
The customer-prioritization misclassification card
The 20-55 rule: customer prioritization misclassifies the portfolio
isoglu-2026-the-20-55-rule-customer-prioritization-misclassifies-the-portfolio-fig02.png
-
Figure 1Figure
Which price object is being compared?
Transfer price and market price are different objects
isoglu-2026-transfer-price-and-market-price-are-different-objects-fig01.png
-
Figure 2Figure
The transfer-price object test
Transfer price and market price are different objects
isoglu-2026-transfer-price-and-market-price-are-different-objects-fig02.png
-
Figure 3Figure
Three records, three decisions
Transfer price and market price are different objects
isoglu-2026-transfer-price-and-market-price-are-different-objects-fig03.png
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Table 1Table
Why is variable sales pay a risk-sharing contract when rep effort is hard to observe?
Variable pay is a risk design when effort is hard to observe
isoglu-2026-variable-pay-is-a-risk-design-when-effort-is-hard-to-observe-fig01.png
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Figure 1Figure
The variable-pay risk-design card
Variable pay is a risk design when effort is hard to observe
isoglu-2026-variable-pay-is-a-risk-design-when-effort-is-hard-to-observe-fig02.png
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Table 1Table
The preference-to-demand inference ladder
Conjoint analysis estimates preference, not demand
isoglu-2026-conjoint-analysis-estimates-preference-not-demand-fig01.png
-
Table 1Table
The dynamic-price control map
Dynamic pricing needs a trigger, constraint, and explanation
isoglu-2026-dynamic-pricing-needs-a-trigger-constraint-and-explanation-fig01.png
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Table 1Table
The foreign-market mode-fit screen
Foreign-market selection should compare mode-specific fit
isoglu-2026-foreign-market-selection-should-compare-mode-specific-fit-fig01.png
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Table 1Table
The go-to-market resource-allocation map
Go-to-market strategy is a resource-allocation system
isoglu-2026-go-to-market-strategy-is-a-resource-allocation-system-fig01.png
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Figure 1Figure
Conceptual commitment and redirectability by route
Market-entry mode trades control for learning and reversibility
isoglu-2026-market-entry-mode-trades-control-for-learning-and-reversibility-fig01.png
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Table 1Table
How should corporate development teams maintain a mode commitment ledger?
Market-entry mode trades control for learning and reversibility
isoglu-2026-market-entry-mode-trades-control-for-learning-and-reversibility-fig02.png
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Figure 1Figure
The market-prioritisation gate sequence
Market prioritisation is a portfolio decision, not a TAM ranking
isoglu-2026-market-prioritisation-is-a-portfolio-decision-not-a-tam-ranking-fig01.png
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Table 1Table
The objects behind preferred customer treatment
Preferred customer treatment is relative resource allocation
isoglu-2026-preferred-customer-treatment-is-relative-resource-allocation-fig01.png
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Table 1Table
The seven-layer pricing architecture map
Pricing architecture is a system, not a price list
isoglu-2026-pricing-architecture-is-a-system-not-a-price-list-fig01.png
-
Table 2Table
The bundle promise and delivery boundary
Pricing architecture is a system, not a price list
isoglu-2026-pricing-architecture-is-a-system-not-a-price-list-fig02.png
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Table 1Table
The tier-promise and cost boundary
Tiered pricing is a promise with a cost-to-serve boundary
isoglu-2026-tiered-pricing-is-a-promise-with-a-cost-to-serve-boundary-fig01.png
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Figure 1Figure
The concession's spillover record
A discount to one buyer can cost the others
isoglu-2026-a-discount-to-one-buyer-can-cost-the-others-fig01.png
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Table 1Table
What a territory carries
A territory is a workload model, not a map
isoglu-2026-a-territory-is-a-workload-model-fig01.png
-
Figure 1Figure
The row behind the account score
The account score hides a political decision
isoglu-2026-account-score-hides-political-decision-fig01.png
-
Figure 1Figure
Three outcomes, three evidence paths
Acculturation needs social controls, not integration speed
isoglu-2026-acculturation-needs-social-controls-fig01.png
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Table 1Table
Two roles, two value events
The buyer is not the user in a B2B journey
isoglu-2026-buyer-is-not-the-user-b2b-journey-fig01.png
-
Figure 1Figure
The sparse-signal decision sheet
Competitive intelligence begins with incomplete information
isoglu-2026-competitive-intelligence-begins-with-incomplete-information-fig01.png
-
Figure 1Figure
The four-gate distance declaration sheet
Cultural distance changes with the base country
isoglu-2026-cultural-distance-changes-with-base-country-fig01.png
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Table 1Table
The institution behind the distance
Institutional distance is asymmetric uncertainty
isoglu-2026-institutional-distance-is-asymmetric-uncertainty-fig01.png
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Figure 1Figure
Equal coverage, different expected value
Pipeline coverage hides a conversion distribution
isoglu-2026-pipeline-coverage-hides-conversion-distribution-fig01.png
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Figure 2Figure
The denominator sensitivity of sales velocity
Pipeline coverage hides a conversion distribution
isoglu-2026-pipeline-coverage-hides-conversion-distribution-fig02.png
-
Figure 1Figure
A path can move before churn is recorded
A relationship can be ending before churn is recorded
isoglu-2026-relationship-ending-before-churn-fig01.png
-
Figure 1Figure
Declare the cycle before comparing it
The sales-cycle number changes when the stages change
isoglu-2026-sales-cycle-number-changes-when-stages-change-fig01.png
-
Figure 1Figure
The headcount counterfactual
Salesforce size is a response model, not a headcount ratio
isoglu-2026-salesforce-size-is-a-response-model-fig01.png
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Table 1Table
The capability chain behind a value price
Value-based pricing is a capability before it is a number
isoglu-2026-value-based-pricing-is-a-capability-fig01.png
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Table 2Table
Why can value-based pricing fail even when the dashboard looks complete?
Value-based pricing is a capability before it is a number
isoglu-2026-value-based-pricing-is-a-capability-fig02.png
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Table 3Table
How can a team improve value-based pricing before changing the price?
Value-based pricing is a capability before it is a number
isoglu-2026-value-based-pricing-is-a-capability-fig03.png
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Table 4Table
What remains human when AI enters value-based pricing?
Value-based pricing is a capability before it is a number
isoglu-2026-value-based-pricing-is-a-capability-fig04.png
-
Table 5Table
How should finance connect value-based pricing to the P&L?
Value-based pricing is a capability before it is a number
isoglu-2026-value-based-pricing-is-a-capability-fig05.png
-
Table 6Table
How should value-based pricing governance work?
Value-based pricing is a capability before it is a number
isoglu-2026-value-based-pricing-is-a-capability-fig06.png
-
Table 7Table
What counts as evidence for a value-based pricing decision?
Value-based pricing is a capability before it is a number
isoglu-2026-value-based-pricing-is-a-capability-fig07.png
-
Figure 1Figure
The adjustment burden sits outside the menu
Why a price does not move
isoglu-2026-why-a-price-does-not-move-fig01.png
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Table 1Table
Why is the M&A synergy panel twelve discrete transaction rows rather than an industry average?
Promised synergies need a ledger
isoglu-2026-promised-synergies-need-a-ledger-fig01.png
-
Figure 1Figure
The row before the rate
Promised synergies need a ledger
isoglu-2026-promised-synergies-need-a-ledger-fig02.png
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Table 1Table
The megadeal evidence is a regime map
The megadeal wave meets the size effect
isoglu-2026-the-megadeal-wave-meets-the-size-effect-fig01.png
-
Table 1Table
Two bounded marketplace governance packages
A marketplace is both referee and competitor
isoglu-2026-a-marketplace-is-both-referee-and-competitor-fig01.png
-
Table 1Table
The premarket forecast method matrix
A new-product forecast needs more than one method
isoglu-2026-a-new-product-forecast-needs-more-than-one-method-fig01.png
-
Table 1Table
The conflict-performance reading
Channel conflict is not one number
isoglu-2026-channel-conflict-is-not-one-number-fig01.png
-
Table 1Table
The forecast value added audit
Forecast value added is a process audit
isoglu-2026-forecast-value-added-is-a-process-audit-fig01.png
-
Table 1Table
The market allocation ledger
TAM is not a budget
isoglu-2026-tam-is-not-a-budget-fig01.png
-
Table 1Table
The outcome-matched win-loss record
Win-loss analysis needs an outcome before it needs a reason
isoglu-2026-win-loss-analysis-needs-an-outcome-fig01.png
-
Table 1Table
The post-sale event audit
A renewal is not proof you prevented churn
isoglu-2026-a-renewal-is-not-proof-you-prevented-churn-fig01.png
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Table 1Table
The two-part route ledger
The channel that books the sale may not own the customer
isoglu-2026-the-channel-that-books-the-sale-may-not-own-the-customer-fig01.png
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Table 1Table
What is sales compensation?
A compensation plan can reward the coverage problem it created
isoglu-2026-a-compensation-plan-can-reward-the-coverage-problem-fig01.png
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Table 1Table
The compensation diagnosis
A compensation plan can reward the coverage problem it created
isoglu-2026-a-compensation-plan-can-reward-the-coverage-problem-fig02.png
-
Table 3Table
Why can sales compensation fail?
A compensation plan can reward the coverage problem it created
isoglu-2026-a-compensation-plan-can-reward-the-coverage-problem-fig03.png
-
Table 1Table
Customer profitability dashboard and data requirements
A customer P&L needs a cost boundary
isoglu-2026-a-customer-p-and-l-needs-a-cost-boundary-fig01.png
-
Table 1Table
The customer P&L boundary
A customer P&L needs a cost boundary
isoglu-2026-a-customer-p-and-l-needs-a-cost-boundary-fig02.png
-
Table 1Table
Evidence-review stopping rule
A defensible evidence review has a stopping rule
isoglu-2026-a-defensible-evidence-review-has-a-stopping-rule-fig01.png
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Table 1Table
The cross-market price bridge
A global price is not one price
isoglu-2026-a-global-price-is-not-one-price-fig01.png
-
Table 1Table
The segment-to-decision map
A segment is real when a decision changes
isoglu-2026-a-segment-is-real-when-a-decision-changes-fig01.png
-
Figure 1Figure
Causal claim specification sheet
An uplift claim needs a specification before it needs a number
isoglu-2026-an-uplift-claim-needs-a-specification-fig01.png
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Table 1Table
Localization decision tree
Localization is a market-entry decision
isoglu-2026-localization-is-a-market-entry-decision-fig01.png
-
Table 1Table
The quota-parent matrix
Quota attainment has more than one parent
isoglu-2026-quota-attainment-has-more-than-one-parent-fig01.png
-
Table 1Table
Survey bias pathway map
Survey bias is a decision error before it is a questionnaire flaw
isoglu-2026-survey-bias-is-a-decision-error-fig01.png
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Table 1Table
The public evidence ladder
A voice-of-customer acquisition is not customer knowledge
isoglu-2026-what-a-voice-of-customer-acquisition-can-prove-fig01.png
-
Table 2Table
The outcome boundary
A voice-of-customer acquisition is not customer knowledge
isoglu-2026-what-a-voice-of-customer-acquisition-can-prove-fig02.png
-
Table 1Table
From narrated case to evidence design
A case study is an evidence design, not a story.
isoglu-2026-case-study-is-an-evidence-design-fig01.png
-
Table 2Table
Saturation anchors carry their conditions
A case study is an evidence design, not a story.
isoglu-2026-case-study-is-an-evidence-design-fig02.png
-
Table 3Table
What strategy and calculation make a mixed-methods case interpretable?
A case study is an evidence design, not a story.
isoglu-2026-case-study-is-an-evidence-design-fig03.png
-
Table 1Table
Two evidence boundaries that should not be pooled
Business case control is a living decision loop
isoglu-2026-business-case-control-is-a-living-decision-loop-fig01.png
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Figure 2Figure
The source-to-decision accountability trace
Business case control is a living decision loop
isoglu-2026-business-case-control-is-a-living-decision-loop-fig02.png
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Table 1Table
The evidence boundary around scenario planning
Scenario planning starts when a trigger moves a resource
isoglu-2026-scenario-planning-starts-when-a-trigger-moves-a-resource-fig01.png
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Figure 2Figure
The trigger-to-resource decision card
Scenario planning starts when a trigger moves a resource
isoglu-2026-scenario-planning-starts-when-a-trigger-moves-a-resource-fig02.png
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Table 1Table
A deal desk has two jobs
A deal desk is a selection system
isoglu-2026-a-deal-desk-is-a-selection-system-fig01.png
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Table 2Table
The deal desk decision record
A deal desk is a selection system
isoglu-2026-a-deal-desk-is-a-selection-system-fig02.png
-
Table 1Table
The CAC payback calculation
CAC payback is a cash calendar
isoglu-2026-cac-payback-is-a-cash-calendar-fig01.png
-
Table 2Table
Read payback with its risk columns
CAC payback is a cash calendar
isoglu-2026-cac-payback-is-a-cash-calendar-fig02.png
-
Table 1Table
The assumptions inside customer lifetime value
Customer lifetime value is a forecast, not a fact
isoglu-2026-customer-lifetime-value-is-a-forecast-not-a-fact-fig01.png
-
Table 2Table
Same retention, different customer value
Customer lifetime value is a forecast, not a fact
isoglu-2026-customer-lifetime-value-is-a-forecast-not-a-fact-fig02.png
-
Table 3Table
Customer lifetime value formula and calculation: what must be declared?
Customer lifetime value is a forecast, not a fact
isoglu-2026-customer-lifetime-value-is-a-forecast-not-a-fact-fig03.png
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Table 4Table
Customer lifetime value dashboard and checklist: what should a review record?
Customer lifetime value is a forecast, not a fact
isoglu-2026-customer-lifetime-value-is-a-forecast-not-a-fact-fig04.png
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Table 1Table
One LTV:CAC ratio, three cash paths
The LTV:CAC ratio hides the timing
isoglu-2026-ltv-cac-ratio-hides-the-timing-fig01.png
-
Table 2Table
The ratio review sheet
The LTV:CAC ratio hides the timing
isoglu-2026-ltv-cac-ratio-hides-the-timing-fig02.png
-
Table 1Table
Observed credit is not incremental lift
A marketing attribution model needs a counterfactual
isoglu-2026-marketing-attribution-model-needs-a-counterfactual-fig01.png
-
Table 2Table
The marketing measurement decision rights
A marketing attribution model needs a counterfactual
isoglu-2026-marketing-attribution-model-needs-a-counterfactual-fig02.png
-
Table 1Table
What each measurement instrument can carry
Marketing mix modeling is a calibration problem
isoglu-2026-marketing-mix-modeling-is-a-calibration-problem-fig01.png
-
Table 2Table
The calibration log
Marketing mix modeling is a calibration problem
isoglu-2026-marketing-mix-modeling-is-a-calibration-problem-fig02.png
-
Figure 1Figure
The NRR decision worksheet
Net revenue retention is a cohort definition
isoglu-2026-net-revenue-retention-is-a-cohort-definition-fig01.png
-
Table 1Table
How should NRR be calculated and compared across cohorts?
Net revenue retention is a cohort definition
isoglu-2026-net-revenue-retention-is-a-cohort-definition-fig02.png
-
Table 1Table
The NRR formula with its boundaries restored
Net revenue retention is a cohort definition
isoglu-2026-net-revenue-retention-is-a-cohort-definition-fig03.png
-
Table 2Table
The NRR comparability audit
Net revenue retention is a cohort definition
isoglu-2026-net-revenue-retention-is-a-cohort-definition-fig04.png
-
Table 1Table
Four reasons the same increase can mean different things
Price elasticity is not a property of your market
isoglu-2026-price-elasticity-is-not-a-property-of-your-market-fig01.png
-
Table 2Table
The elasticity reading sheet
Price elasticity is not a property of your market
isoglu-2026-price-elasticity-is-not-a-property-of-your-market-fig02.png
-
Table 3Table
What should a price elasticity dashboard show for B2B decisions?
Price elasticity is not a property of your market
isoglu-2026-price-elasticity-is-not-a-property-of-your-market-fig03.png
-
Figure 1Figure
Four ways to arrive at 40
The Rule of 40 is a trade-off, not a target
isoglu-2026-the-rule-of-40-is-a-trade-off-not-a-target-fig01.png
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Table 1Table
The review behind the score
The Rule of 40 is a trade-off, not a target
isoglu-2026-the-rule-of-40-is-a-trade-off-not-a-target-fig02.png
-
Table 1Table
What each Van Westendorp prompt can and cannot do
Van Westendorp is a survey boundary, not a price
isoglu-2026-van-westendorp-is-a-survey-boundary-fig01.png
-
Table 2Table
From stated price sensitivity to a pricing test
Van Westendorp is a survey boundary, not a price
isoglu-2026-van-westendorp-is-a-survey-boundary-fig02.png
-
Table 1Table
How public material becomes a research claim
A public forum is not a market survey
isoglu-2026-a-public-forum-is-not-a-market-survey-fig01.png
-
Table 1Table
From surface identity to mechanic-level fit
Brand fit is a mechanic, not a mood board
isoglu-2026-brand-fit-is-a-mechanic-not-a-mood-board-fig01.png
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Table 1Table
Seven branded spaces and their study role
Brand polarization in virtual worlds
isoglu-2026-brand-polarization-in-virtual-worlds-a-netnographic-analysis-of-roblox-fig01.png
-
Table 2Table
The case pattern in one view
Brand polarization in virtual worlds
isoglu-2026-brand-polarization-in-virtual-worlds-a-netnographic-analysis-of-roblox-fig02.png
-
Table 1Table
Three evidentiary levels for brand reaction
Mixed reactions are not brand polarization
isoglu-2026-mixed-reactions-are-not-brand-polarization-fig01.png
-
Table 1Table
The six-month rollout review
The sales tooling minefield, twenty-four years on
isoglu-2026-sales-tooling-minefield-twenty-four-years-on-fig01.png
-
Table 1Table
The four-question experience test
The branded game has to earn its place.
isoglu-2026-the-branded-game-has-to-earn-its-place-fig01.png
-
Table 1Table
A payoff ladder for branded interactions
The player payoff is the permission
isoglu-2026-the-player-payoff-is-the-permission-fig01.png
-
Table 1Table
What a dated qualitative study can carry forward
What a ten-week Roblox study can and cannot tell us
isoglu-2026-what-a-ten-week-roblox-study-can-and-cannot-tell-us-fig01.png
-
Figure 1Figure
The disclosure rate over four fiscal years
The metric didn't die. The cohort did.
isoglu-2026-the-metric-didnt-die-the-cohort-did-fig01.png
-
Figure 2Figure
How the thirty that stopped filing left
The metric didn't die. The cohort did.
isoglu-2026-the-metric-didnt-die-the-cohort-did-fig02.png
-
Figure 3Figure
Leavers and stayers, coded on one rule
The metric didn't die. The cohort did.
isoglu-2026-the-metric-didnt-die-the-cohort-did-fig03.png
-
Table 1Table
Structural comparison of commercial operations architectures
The function without a German name
isoglu-2026-the-function-without-a-german-name-fig01.png
-
Table 2Table
The European RevOps Interface Protocol
The function without a German name
isoglu-2026-the-function-without-a-german-name-fig02.png
-
Figure 1Figure
Estimated treatment effect (ATT) on checkout conversions in study 4, by method
The incrementality illusion
isoglu-2026-the-incrementality-illusion-fig01.png
-
Table 1Table
Non-brand search effectiveness by consumer cohort
The incrementality illusion
isoglu-2026-the-incrementality-illusion-fig02.png
-
Table 2Table
Planning the sample size for causal advertising lift
The incrementality illusion
isoglu-2026-the-incrementality-illusion-fig03.png
-
Table 3Table
The four-tier commercial measurement governance framework
The incrementality illusion
isoglu-2026-the-incrementality-illusion-fig04.png
-
Figure 1Figure
Directional impact of judgmental forecast adjustments
The number you call
isoglu-2026-the-number-you-call-fig01.png
-
Table 1Table
The RevOps Asymmetric Override Protocol
The number you call
isoglu-2026-the-number-you-call-fig02.png
-
Table 1Table
Three perspectives on codified integration playbooks
The playbook study never asked who made the tools
isoglu-2026-the-playbook-study-never-asked-who-made-the-tools-fig01.png
-
Table 2Table
Integration governance against the empirical record
The playbook study never asked who made the tools
isoglu-2026-the-playbook-study-never-asked-who-made-the-tools-fig02.png
-
Table 1Table
The triadic loyalty decomposition
The retention number is measured from your side of the table
isoglu-2026-the-retention-number-is-measured-from-your-side-fig01.png
-
Table 2Table
Commercial due diligence: testing loyalty ownership
The retention number is measured from your side of the table
isoglu-2026-the-retention-number-is-measured-from-your-side-fig02.png
-
Figure 1Figure
The measured investment share of SG&A by industry
The thirty-percent rule for sales and marketing
isoglu-2026-the-thirty-percent-rule-for-sales-and-marketing-fig01.png
-
Table 1Table
Commercial budgeting matrix: operating cost vs capital creation
The thirty-percent rule for sales and marketing
isoglu-2026-the-thirty-percent-rule-for-sales-and-marketing-fig02.png
-
Table 1Table
The Two Views of Intangible Assets
One intangible-assets system, two useful views
isoglu-2026-one-intangible-assets-system-two-useful-views-fig01.png
-
Table 1Table
The failure rate across folklore and empirical evidence
The European failure number nobody quotes
isoglu-2026-the-european-number-nobody-quotes-fig01.png
-
Figure 1Figure
European M&A failure rates by criterion
The European failure number nobody quotes
isoglu-2026-the-european-number-nobody-quotes-fig02.png
-
Figure 2Figure
The deal governance audit
The European failure number nobody quotes
isoglu-2026-the-european-number-nobody-quotes-fig03.png
-
Table 1Table
Programmatic, defined seven ways
Programmatic M&A: the claim that outlived its test
isoglu-2026-the-claim-that-outlived-its-test-fig01.png
-
Figure 1Figure
The strongest number, and its label
Programmatic M&A: the claim that outlived its test
isoglu-2026-the-claim-that-outlived-its-test-fig02.png
-
Table 2Table
The claim, beside its test
Programmatic M&A: the claim that outlived its test
isoglu-2026-the-claim-that-outlived-its-test-fig03.png
-
Figure 1Figure
The loss has an address
What the customer relationship costs while it stays
isoglu-2026-what-the-relationship-costs-while-it-stays-fig01.png
-
Figure 2Figure
One severance, two directions
What the customer relationship costs while it stays
isoglu-2026-what-the-relationship-costs-while-it-stays-fig02.png
-
Table 1Table
The decision guide, completed
What the customer relationship costs while it stays
isoglu-2026-what-the-relationship-costs-while-it-stays-fig03.png
-
Figure 1Figure
The panel summary: three weightings, one direction
What AI did to cost of goods sold is not visible in the line everyone quotes.
isoglu-2026-what-ai-did-to-cost-of-goods-sold-fig01.png
-
Figure 2Figure
The line everyone quotes, drawn over seventeen quarters
What AI did to cost of goods sold is not visible in the line everyone quotes.
isoglu-2026-what-ai-did-to-cost-of-goods-sold-fig02.png
-
Figure 3Figure
Four tests, two instruments, no survivor
What AI did to cost of goods sold is not visible in the line everyone quotes.
isoglu-2026-what-ai-did-to-cost-of-goods-sold-fig03.png
-
Figure 4Figure
The three numbers off your own cloud bill
What AI did to cost of goods sold is not visible in the line everyone quotes.
isoglu-2026-what-ai-did-to-cost-of-goods-sold-fig04.png
-
Figure 1Figure
The preference at equal money, and what a premium does to it
A flat rate buys your customer’s worst month.
isoglu-2026-a-flat-rate-buys-the-worst-month-fig01.png
-
Figure 2Figure
Same average, different tail
A flat rate buys your customer’s worst month.
isoglu-2026-a-flat-rate-buys-the-worst-month-fig02.png
-
Figure 3Figure
The two plan-choice errors are not the same size
A flat rate buys your customer’s worst month.
isoglu-2026-a-flat-rate-buys-the-worst-month-fig03.png
-
Figure 4Figure
Two ratios, read off your own billing data
A flat rate buys your customer’s worst month.
isoglu-2026-a-flat-rate-buys-the-worst-month-fig04.png
-
Figure 1Figure
The English arm, from index to hybrid pages
Your pricing page publishes which buyers you won’t separate.
isoglu-2026-what-your-pricing-page-publishes-fig01.png
-
Table 1Table
Two transparencies, same market, opposite signs
Your pricing page publishes which buyers you won’t separate.
isoglu-2026-what-your-pricing-page-publishes-fig02.png
-
Figure 2Figure
The German arm: translated, not localised
Your pricing page publishes which buyers you won’t separate.
isoglu-2026-what-your-pricing-page-publishes-fig03.png
-
Figure 3Figure
Read it off your own pricing page
Your pricing page publishes which buyers you won’t separate.
isoglu-2026-what-your-pricing-page-publishes-fig04.png
-
Table 1Table
The sign is a decision: the tested splits
The integration plan spends what the deal bought.
isoglu-2026-integration-spends-what-the-deal-bought-fig01.png
-
Figure 1Figure
The base rate, drawn: acquirer returns drift negative
The integration plan spends what the deal bought.
isoglu-2026-integration-spends-what-the-deal-bought-fig02.png
-
Table 2Table
The measurement, and the traps it must survive
The integration plan spends what the deal bought.
isoglu-2026-integration-spends-what-the-deal-bought-fig03.png
-
Figure 1Figure
The story that retained was not the licensed one
The price increase is judged before it is paid.
isoglu-2026-the-price-increase-is-judged-before-it-is-paid-fig01.png
-
Figure 2Figure
The cap you assume is mostly not written down
The price increase is judged before it is paid.
isoglu-2026-the-price-increase-is-judged-before-it-is-paid-fig02.png
-
Table 1Table
Judged, then paid: what is measured where
The price increase is judged before it is paid.
isoglu-2026-the-price-increase-is-judged-before-it-is-paid-fig03.png
-
Table 2Table
The increase, designed against the record
The price increase is judged before it is paid.
isoglu-2026-the-price-increase-is-judged-before-it-is-paid-fig04.png
-
Figure 1Figure
The walk-back costs more than the concession earned
The discount outlives the deal it was meant to close
isoglu-2026-the-discount-that-outlives-the-deal-fig01.png
-
Table 1Table
One concession, two memories, one bill
The discount outlives the deal it was meant to close
isoglu-2026-the-discount-that-outlives-the-deal-fig02.png
-
Figure 2Figure
The 100-unit pocket-price bridge
The discount outlives the deal it was meant to close
isoglu-2026-the-discount-that-outlives-the-deal-fig03.png
-
Figure 1Figure
What the books report, and what an acquisition names
Your customer base is priced exactly once: or never
isoglu-2026-priced-exactly-once-fig01.png
-
Table 1Table
The lines a change of hands will name, and the evidence that fills them
Your customer base is priced exactly once: or never
isoglu-2026-priced-exactly-once-fig02.png
-
Table 1Table
Every published depreciation rate, and what it was measured on
Every growth budget is a gross number
isoglu-2026-every-growth-budget-is-a-gross-number-fig01.png
-
Figure 1Figure
The same asset, left alone, at three published rates
Every growth budget is a gross number
isoglu-2026-every-growth-budget-is-a-gross-number-fig02.png
-
Figure 2Figure
What the stop test reports when there is nothing to report
Every growth budget is a gross number
isoglu-2026-every-growth-budget-is-a-gross-number-fig03.png
-
Table 2Table
How much of a change in spending has reached the asset
Every growth budget is a gross number
isoglu-2026-every-growth-budget-is-a-gross-number-fig04.png
-
Table 1Table
What checking did to published numbers, setting by setting
Evidence over anecdote: what a number has to survive.
isoglu-2026-evidence-over-anecdote-fig01.png
-
Figure 1Figure
Three questions before a number enters the decision
Evidence over anecdote: what a number has to survive.
isoglu-2026-evidence-over-anecdote-fig02.png
-
Table 1Table
The standard cures, and what each one costs
The asset that can leave, and what keeping it costs
isoglu-2026-the-asset-that-can-leave-fig01.png
-
Figure 1Figure
The allocation sheet
The asset that can leave, and what keeping it costs
isoglu-2026-the-asset-that-can-leave-fig02.png
-
Figure 1Figure
One hundred twenty-one citations, zero primary sources
A vendor page supplied one tested source path for the 5x retention rule
isoglu-2026-a-vendor-page-invented-the-source-fig01.png
-
Table 1Table
The chain, and what is actually found at each link
A vendor page supplied one tested source path for the 5x retention rule
isoglu-2026-a-vendor-page-invented-the-source-fig02.png
-
Figure 2Figure
Nineteen of thirty-six, and where the errors route
A vendor page supplied one tested source path for the 5x retention rule
isoglu-2026-a-vendor-page-invented-the-source-fig03.png
-
Table 1Table
What each of these studies actually measured
What AI actually changes in revenue operations
isoglu-2026-what-ai-changes-in-revenue-operations-fig01.png
-
Figure 1Figure
Four cuts of data you already have
What AI actually changes in revenue operations
isoglu-2026-what-ai-changes-in-revenue-operations-fig02.png
-
Figure 1Figure
Referring domains: working-paper URL against version of record
What peer review deleted, the web kept.
isoglu-2026-what-peer-review-deleted-fig01.png
-
Figure 2Figure
Three questions before a research figure enters a decision
What peer review deleted, the web kept.
isoglu-2026-what-peer-review-deleted-fig02.png
-
Figure 1Figure
What the funnel searches for, and what it pays for
The funnel bottleneck nobody's measuring.
isoglu-2026-funnel-bottleneck-nobody-measures-fig01.png
-
Table 1Table
Which parts of the funnel a system writes to
The funnel bottleneck nobody's measuring.
isoglu-2026-funnel-bottleneck-nobody-measures-fig02.png
-
Figure 2Figure
The response-time audit
The funnel bottleneck nobody's measuring.
isoglu-2026-funnel-bottleneck-nobody-measures-fig03.png
-
Table 1Table
Candidate shared numbers, and how each one fails
The one number a commercial team should share.
isoglu-2026-one-number-commercial-team-fig01.png
-
Figure 1Figure
The two-envelope test
The one number a commercial team should share.
isoglu-2026-one-number-commercial-team-fig02.png
-
Figure 1Figure
Almost nobody goes looking for a price
Pricing is a positioning decision.
isoglu-2026-pricing-is-positioning-fig01.png
-
Figure 2Figure
How much of the deliberate searching is about price
Pricing is a positioning decision.
isoglu-2026-pricing-is-positioning-fig02.png
-
Table 1Table
Where willingness to pay actually gets decided
Pricing is a positioning decision.
isoglu-2026-pricing-is-positioning-fig03.png
-
Figure 3Figure
The reference set
Pricing is a positioning decision.
isoglu-2026-pricing-is-positioning-fig04.png
-
Figure 4Figure
The two-sided reference record
Pricing is a positioning decision.
isoglu-2026-pricing-is-positioning-fig05.png
-
Figure 1Figure
Canadian retailers operating in the United States, by outcome
When a proven playbook meets a new market.
isoglu-2026-proven-playbook-new-market-fig01.png
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Table 1Table
What crosses the border, and what has to be rebuilt
When a proven playbook meets a new market.
isoglu-2026-proven-playbook-new-market-fig02.png
-
Figure 2Figure
The ten doors
When a proven playbook meets a new market.
isoglu-2026-proven-playbook-new-market-fig03.png
-
Figure 1Figure
Accumulation versus activity, indexed over twelve quarters
Why growth compounds, and activity doesn't.
isoglu-2026-why-growth-compounds-fig01.png
-
Table 1Table
The same work, in two forms
Why growth compounds, and activity doesn't.
isoglu-2026-why-growth-compounds-fig02.png
-
Figure 2Figure
The stock-or-flow test
Why growth compounds, and activity doesn't.
isoglu-2026-why-growth-compounds-fig03.png
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