What it is
Measured. How much of the price you set is actually being captured, from 0 to 100, where a higher number means more of it is reaching you. It exists because the gap between the price on the pricebook and the money that arrives is usually made of several small things, each owned by someone different and none of them visible together: a discount slightly deeper than policy, an annual uplift that was contracted and never invoiced, a renewal that quietly reset to the old rate. On the account it is published as a range rather than an exact score. The exact figure sits behind the read interface; the range is what travels into other tools.How it is calculated
Measured. Five signals are each scored 0 to 100 and combined at fixed weights.
The weights sum to 1.00. Discount depth carries the most because it is the largest and most common source of loss. Escalator capture is there because it is the one most often missed entirely — the money was contracted and simply never asked for.
Two of these are thresholds and two are reporting. Under 60 and under 40 are the points at which something happens. The line at 75 is a target and a reporting split, not an escalation gate.
Alongside the score Beacon publishes what the gap is worth in money, per account and in total, weighted by margin. That figure is a different value from this one.
Where an account’s records do not resolve cleanly enough, the score is reduced in proportion and flagged — it is not suppressed. You see a lower number and the reason it is lower.
Where it comes from
Price realization is a comparison between three systems, which makes it unusual: every source is required, and none of them is sufficient alone. Beacon is measuring the difference between what was quoted, what was signed, and what was invoiced.
A missing source removes a measurement rather than degrading a score, and Beacon names which one:
A benchmark of your own needs at least thirty completed deals in a segment and tier. Below that, the leakage estimate is indicative.
How fresh it is
Recalculated on every quote created or revised, on contract activation, on each invoice event, and when a renewal window opens — plus a daily pass. Anything crossing the materiality threshold raises a prompt with a named driver within 24 hours. Every response carries two timestamps.as_of is the moment the value describes. computed_at is when Beacon last worked it out. Read both rather than assuming a cadence.
Currency and rounding
The score itself has no unit. The leakage figure published beside it is money, in your reporting currency, and is annualised.What changes it
A new or revised quote. A contract activating with a confirmed price. An invoice going out with or without the contracted uplift. A renewal opening. Recording an approval against a discount that was previously unapproved — which changes nothing about the price and improves the score, correctly, because the governance gap was the problem. And a change to your own discount policy, which changes what counts as off-policy. Beacon does not act on price. It measures and it routes. It never grants, approves or denies a discount, sets an uplift, or changes a price. Where it detects an off-policy discount it raises the matter into your own approval path; the decision stays there.What it is not
- Not the discount. The underlying discount on a contract is commercially sensitive and is not published on the account under any circumstances. This value is a measure of capture; it is not a discount figure in disguise, and the range is not a discount range.
- Not the leakage figure. That is what the gap is worth in money. This is how well you are capturing. They are published together and answer different questions.
- Not one of the five signals. Each is also 0 to 100. Only the combined score is published.
- Not a margin. Margin is a separate figure that this one is weighted by, not the same measure.
- Not an approval status. Whether a specific discount was approved is a contract-level fact. This is an account-level measure of pattern.