Revenue Design

1. 01Customer, Problem, and FitBuild a Customer-Problem Brief · Write the problem in observable language · State who is eligible and what is outside the offer · Separate the buyer from the user and beneficiary · +3 moreFree
2. 02Offer, Version, and Decision RightsThe commercial path · Ordinary sales and approved departures · The primary internal record · Who decides what · +3 more
3. 03Reconcile the Five MeasuresBuild the Unit Map · Make the price input reproducible · Ensure the invoice carries the commercial meaning · Make rights visible · +3 more
4. 04Define Start, Continuation, Change, and EndChoose a time structure · Write the lifecycle · Handle partial periods and later reconciliation · Renewal and cancellation · +2 more
5. 05Build the Package, Price Rule, and Billing ScheduleBuild a finite package · Choose a package structure · Connect package choices to price · Test the price input · +3 more
6. 06Reconcile Contract, Rights, Customer Duties, and DeliveryTrace one promise from signature to evidence · Write the commercial intent first · Make customer duties explicit · State when work is done · +3 more
7. 07Govern Departures and Version ChangesDecide in five questions · Keep approved departures searchable · Match authority to exposure · Price concessions need the same discipline · +3 more
8. 08Test Economics, Cash, and CapacityUse finance-approved meanings · Build the estimate from work · Test more than the expected case · Include acquisition and implementation when they matter · +3 more
9. 09Implement Records and Run Transaction TestsName the launch record and team · Days 1 through 5: Settle the offer · Days 6 through 10: Build the working records · Days 11 through 15: Execute transaction tests · +3 more
10. 10Release, Observe, Revise, or Retire the PilotDays 21 through 30: Release a bounded pilot · The completed Northstar Offer Spec · The release decision · Measure the whole transaction · +3 more

What this volume documents

• Customer and problem evidence
• The five-measure Unit Map
• Packages and price rules
• Contract and delivery boundaries
• Economics, release, and pilot review

Read this volume if

• —The offer changes depending on who sells or delivers it
• —Pricing, billing, entitlement, and delivery units are being confused
• —Nonstandard deals create work the published price does not cover
• —You need a completed Offer Spec and a bounded release process

Concepts from this volume

Definitions published openly in the RevOps glossary.

• Revenue architecture
• Offer structure
• Pricing logic
• Unit economics
• Segmentation boundary
• Unit Map
• Packaging
• Contract shape
• Revenue model
• Usage-based pricing
• Discount policy
• Price realisation

Questions about this volume

What is revenue design?

Revenue Design is the work of writing and testing the customer, package, price, billing, entitlement, delivery, and exception rules that make an offer operable. Its primary output is an Offer Spec another function can inspect.

What is the Unit Map?

It separates five measures that are often confused: what the customer values, how price is calculated, what appears on the bill, what the customer may use, and what drives delivery work. The book shows how to map them without forcing them to be identical.

Should I read this before the other volumes?

Yes. It is the recommended starting point because later volumes assume the offer, customer, price, delivery boundary, and economics are explicit. A reader may still start with a more urgent functional volume and return here to resolve upstream ambiguity.

Related field notes

• Your pricing is a list, not a logic

  A price list says what things cost today. It cannot say what to charge the deal in front of you, which is why realised price drifts and nobody owns the drift.