Questionmark (QM) — BAR Dashboard
Aviation · Education (TVET / Universities) · Regulated Industries (Mining, Banking, Insurance)
Annual Target
R 8 000 000
Q1 Target
R 2 000 000
Q1 Actual
R 973 446
Q1 Gap
R 1 026 554
Q1 Revenue by Stream — Target vs Actual
- Target
- Actual
Quarterly Revenue Pace — R2.0m per Quarter
- Target
- Actual
FY27 Revenue Composition (R8.0m)
- Renewals
- Uplift
- Adjacency
- New Logos
PMF Health Radar
7-Funnel Weekly Execution Targets
Renewal Book & Account Health Register
| Account | Vertical | Renewal Value | Owner | Health Score | GRR Status | Uplift Potential | RAG |
|---|---|---|---|---|---|---|---|
| Absa | Banking | R 487 529 | Charlotte | 88/100 | GREEN | AI Proctoring | GREEN |
| Sanlam | Insurance | R 350 000 | Charlotte | 82/100 | GREEN | Author Aide | GREEN |
| Aviation Authority | Aviation | R 280 000 | Anne | 75/100 | AMBER | Recurrent cert | AMBER |
| TVET College | Education | R 220 000 | Anne | 70/100 | AMBER | Learnership assess. | AMBER |
| Mining House | Mining | R 180 000 | Thando | 60/100 | AMBER | Licence volume | AMBER |
| DLK Group | Insurance | R 46 950 | Thando | 65/100 | AMBER | Licence volume | AMBER |
| Woolworths | Retail | R 55 487 | Charlotte | 68/100 | AMBER | Licence volume | AMBER |
| Glacier Financial | Fin. Svcs | R 27 063 | Charlotte | 62/100 | RED | Licence volume | RED |
FY27 PMF Scorecard
Overall PMF Level
1 → 2 by end FY27 through retention + expansion discipline
Retention / GRR (F5 Renewals)
Q1 GRR 122% — renewals strong. Must sustain across all 4 quarters.
Uplift — Author Aide / AI Proctoring
Zero uplift DEs activated in Q1. Must start in Q2.
Expansion / Whitespace (F6)
Zero adjacency DEs activated. Whitespace council not yet running.
New Logo Engine (F1–F4)
Selective and steady-state. 5 discovery calls/week. 1 close/quarter.
Operating System (BAR + DEs)
Strong structure in place. Must now drive outcomes, not just visibility.
FY27 Governing Principles
1. Protect the Base First
R3.2m in renewals (80% GRR on a R4.0m renewal book) governed via a rolling 120-day renewal window with 1–2 Decision Equations per week. No surprise churn.
2. Drive Growth Inside Existing Customers
R1.2m uplift (Author Aide, AI Proctoring, licence volumes) and R1.3m adjacency/expansion to move DRR from 90% to 110%+. Monthly whitespace council + weekly DE completion.
3. Pursue Selective New Logos
R2.3m from 3–4 deals paced at 1 close per quarter, aligned to Aviation, Education, and Regulated Industries. Net-new reinforces PMF — it does not carry the year.