Model Insights and sensitivity
Model Insights is the second tab on a product page. Use it to find out which variables move the total most, whether the model has gaps, and whether any two drivers are counting the same benefit. Do this before the model reaches your reps, so the gaps show up here and not in a customer meeting.
The tornado chart
The Sensitivity Explorer shows an interactive tornado chart. Each bar is a variable, and the length of the bar shows how much total value swings when that variable moves across its range. The longest bars are the numbers that matter most, and they are the ones to validate first in discovery.
Slider and numeric controls let you adjust a variable and watch the total respond. This is a fast way to answer "what if their headcount is half what we assumed" without editing the model.
Pinning a variable
- Open the Sensitivity Explorer on the Model Insights tab.
- Click the pin icon on a variable.
Pinning holds that variable constant while you adjust the others, isolating its effect on total value. Unpin it when you are done.
Validation and completeness
The Validation card shows a completeness score for the product and lists any variables or drivers with gaps: missing variables, incomplete drivers or recalculation failures. Work through the list before you roll the model out. A driver that fails to calculate contributes nothing to a deal, and a rep will not always notice.
Per-driver validation indicators show what has been reviewed, so a team lead can see at a glance which parts of the model have had a second pair of eyes.
Overlap pairs
The Overlap pairs list flags driver pairs that share variables and may be counting the same economic benefit twice. Each pair shows a risk level and a one-click exclude control.
Overlap is the most common way a business case loses credibility. If two drivers both claim the saving from the same headcount reduction, the total is inflated and an economic buyer will find it. Read the criteria block on each driver in the pair, decide which one owns the benefit, and exclude the other.
Excluding a driver: product versus deal
There are two ways to take a driver out of a calculation, and they have different scope.
- Exclude from the product. On the product page, switch the driver's Include in new deals toggle off. The driver is removed from all future deal initialisations, from sensitivity analysis and from overlap detection for this product. Existing deals keep their frozen copy of the model. Use this when the driver is wrong for how you sell.
- Mark not applicable on one deal. Open the deal, go to the Customer Model panel, Drivers tab, and switch off the Applicable toggle on the driver card. Expand the driver to record a Reason and Sources for the decision. This affects that deal only. Use it when the driver is sound but this prospect does not qualify under its criteria.
A driver contributes to a deal's total only when it is both selected and valid for that deal, so a per-deal exclusion drops it from Estimated Value and Expected Value immediately.
Run Model Insights again after editing market estimates or renaming variables. Sensitivity rankings change as the numbers change, and an overlap you excluded may reappear if a driver's equation was rewritten.