Why this goal

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Goals

Why this goal

Bring the top four below two-thirds of billing without losing any of them

Deepak Patil · Sales

Deepak wrote this. Everything below is what Corto can show about where it came from and whether it holds up — including what it cannot stand behind.

Where it came from

A goal Corto proposed has a reason it exists. This is that reason, with the record behind it.

The finding

The largest customer is a third of the business, not a fifth

What was seen
Party-wise billing puts the largest customer at 31% of revenue and the top four at 68%. Asked cold on two occasions two days apart, the founder put the largest at 20–22% both times.
What it means
The share he prices against, staffs against and accepts a frozen rate against is nine points below the share in his own ledgers. Anchor volume has risen while anchor rates have not, so the same customers are buying more work for the same money.
What to do
Put the top four on one page with the date each rate was last moved, and open a rate conversation with one of them this quarter.

It serves Less of the company depends on any one customer's decision., a company goal.

What Corto read

2

Every record under every number in this goal — where it came from, how it was read, and when it was true.

  • Tally - party-wise sales ledgers, via the read-only agent

    from a filed or system record

    Used for: Top four share of billing: 68% down to 60%

    The record
    Party-wise billing FY26 YTD
    How read
    read-only export from the customer's own accounting system, with their consent
    True as of
    last sync 25 Aug 2026 19:40 · refreshed daily

  • The founder, in his interview

    the company's own figure, not a record

    Used for: the finding: The largest customer is a third of the business, not a fifth

    The record
    Interview sittings 19 Aug 2026 - 22 Aug 2026
    How read
    stated by the founder and recorded verbatim; not corroborated at the time of capture
    True as of
    22 Aug 2026 · refreshed on re-interview

Why these key results are enough

If every one of them lands, is the goal true? If the answer is no, the goal is measuring the wrong things.

The share is the goal. If it reaches 60% without losing an account, the thing he asked for has happened.

Is it a good goal

5 of 5

SMART, checked against the goal itself. Where Corto asks more than SMART does, it says so — it is not a badge, it is what was actually tested.

  • S

    Specific

    holds

    The goal names a change, and leaves every number to its key results.

    SMART asks a goal to be specific. Corto asks it to be specific WITHOUT a number in it, so the target can move without rewriting what the company is trying to do.

  • M

    Measurable

    holds

    All 1 key results carry a start value, a target, a unit and the record they are read from.

    SMART asks for a number. Corto asks WHERE THE NUMBER COMES FROM — the actual record — because a target nobody can read is not measurable, it is only numeric.

  • A

    Achievable

    holds

    2 initiatives are under it, and every key result reads from a record that exists.

    Corto does not judge whether an ambition is realistic — that is the founder's to set. It checks the two things it can see: that somebody is working on it, and that the number can actually be read.

  • R

    Relevant

    holds

    It serves “Less of the company depends on any one customer's decision.”, which is a company goal.

    SMART asks whether a goal matters. Corto asks WHAT IT SERVES, by name, all the way up to one of the three destinations — so relevance is a chain you can follow rather than an opinion.

  • T

    Time-bound

    holds

    It runs to FY 2026-27, and nothing is scored before that period begins.

What Corto cannot stand behind

3

Read this before you argue with anybody using the rest of the page. A case that states no limit is a sales sheet.

  • What Tally - party-wise sales ledgers, via the read-only agent cannot tell you

    margin by customer, which needs item-level costtonnage or quantityanything outside the sync windowperiods before the ledger was opened

  • The founder, in his interview — the company's own figure, not a record

    This is the company's own figure, not a filed or system record. Anything resting on it inherits that.

  • What The founder, in his interview cannot tell you

    a filed or recorded valuea company-wide factanything he did not personally seea figure, unless a record independently carries it

Assembled from records that already existed — the diagnosis, the interview, the derivation registry and the goal itself. Nothing on this page is written about the goal after the fact. The line to the destination