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Understanding the numbers
Most numbers carry a Metric context line that says exactly what they count. The definitions below cover the ones people ask about most.
Key definitions
| Number | Where | What it means |
|---|---|---|
| Revenue YTD | CEO Command | Agency revenue recognised in QuickBooks for the period (commissions and fees). |
| Operating margin / EBITDA | CEO Command header | Revenue minus expenses, as a percentage of revenue (margin) and in dollars (EBITDA label). |
| Money In / Revenue (Transactions) | Transactions | Cash activity from bank and card accounts. These cards are built from transactions and can differ from P&L revenue; use Always-On P&L for reported revenue. |
| Active Policies | Agency Pulse | Policies currently in force. |
| Total Policies | Active Book | All policy records in the book, including inactive ones unless Hide inactive is ticked. |
| Premium In Force | Agency Pulse, Active Book | Annual premium on active policies. |
| T-90 / T-60 / T-30 | Agency Pulse, Marketing Hub, Renewal Hub | Policies expiring within 90 / 60 / 30 days. |
| Retention | Agency Pulse, Renewal Hub | Share of expiring business kept, per the snapshot definition shown in the metric context. |
| Weighted pipeline | Sales & Marketing header | Deal amounts multiplied by the probability of their stage. |
| Win rate | Sales & Marketing | Deals won as a share of deals closed (won plus lost) in the period. |
| Expected premium | Prospect Intelligence, Cross-Sell Bench | An estimate of the annual premium if the opportunity converts. |
| Score | Deal cards, prospects, cross-sell cards | How strong the opportunity is (0–100); higher is better. Read it with the reasons shown. |
| Expected / Received / Variance | Commission Recon | Commission expected from policies vs commission on carrier statements; variance = received − expected. |
| Stale variance | Commission Recon | Variance older than 30 days that is not yet reconciled. |
| Carrier AR / Client AR | AR Aging & Cash | Commission owed by carriers / fees owed by clients. |
| MAPE | Cash forecast | Average forecast error; lower is better. |
| Concentration (revenue) | CEO Command waterfall | Top producer's share of agency revenue; alert above 50%. |
| Book share (policies) | Team & Workload, Active Book | A producer's share of active policies. |
| Utilization | Team & Workload | Estimated workload against capacity for each person or pool. |
Why two screens can differ
Good to know
Two numbers with similar names can measure different things — for example revenue share in the waterfall vs book share by policies, or Money In vs P&L revenue. Check the metric context, and ask ARI "How is this number calculated?" on any card.