About PSI · v0.3 · Authored by Andrew Eriksen
A score for whether value will actually be realized.
Most major buying decisions conflate two things that should be measured separately. "Does this solution create value?" and "Will this organization actually capture that value?" are different questions. PSI measures the second.
The math, in one line
- G
- Composite value created — revenue uplift, productivity capture, cost take-out
- Gₙ
- Log-normalized Gain: 10·log₁₀(1 + G) — prevents large-deal inflation so different sized deals compare on the same axis
- P
- Change cost — technical complexity, organizational disruption, risk exposure, change-management burden (1–10 composite)
- E
- Adoption signal — TTV, training, adoption, support load, champion strength (−5 to +5)
The zones
A PSI reading lands in one of five zones. Coaching follows from the zone, not just the score.
Why this exists
CRMs measure pipeline. Forecast models measure probability. ROI calculators measure value-on-paper. None of those measure the thing that actually determines whether a decision delivers: does the buying organization have the capacity to realize the value once they've paid for it?
That's the gap PSI fills. It scores deals at stage transitions, surfaces dispersion when the deal's sub-signals disagree with each other, and gives reps coaching tied to the specific thing in front of them — not a generic pipeline-health score.
How to use it
Two surfaces, one scoring engine.
Sliders, sensitivity heatmap, portfolio scatter, decomposition. Use this to develop intuition for the math, pressure-test deal shapes, and show prospects what good looks like.
For sales reps scoring real opportunities. 28 questions across 7 sections, behaviorally anchored. Picks between in-motion (active opportunity, score informs forecast) and historical (past deal, outcome captured for calibration).
Buyer-facing version. 27 questions framed for the customer's perspective. Initially used by AEs walking customers through on a call; eventually a self-serve lead-magnet at scale.
The three-movement vision
PSI starts as a measurement instrument and grows into a category.
Internal instrument
PSI scores every deal in active pipeline. Runs at stage transitions, trends weekly, blocks low-PSI deals from entering commit-forecast. Shortest horizon, highest certainty value — sales discipline as an asset.
Public-facing tool with a benchmarking corpus
The visible output is the score; the durable output is the dataset. Every submission builds a proprietary corpus that, at scale, produces percentile rankings no one else can: ‘Your RCM modernization PSI of 0.6 sits at the 23rd percentile for regional health systems.’
Methodology, book, certification
What NPS is to customer loyalty, PSI to any major operational decision — enterprise tech, credentialing, infrastructure, MSP services, voice AI, anything where the buyer pays once and adoption decides outcome. An annual State of Change Readiness report. A PSI-Certified Advisor program. Long horizon; called at month 18 based on signal.
What this is not
PSI is a structured decision input. It is not investment advice, not a substitute for diligence, and not a replacement for human judgment. The score is a tool — useful when treated as one, dangerous when treated as truth.
Have your CFO or outside counsel validate financial assumptions before acting. The model is in active calibration; scores may be retroactively updated as the rubric tunes against real outcome data.
Author
PSI is the original work of Andrew Eriksen. It was first deployed at Continuant Healthcare Solutions, where it serves as the internal commit-forecast instrument. Authorship and intellectual property are personal, not institutional — PSI is portable to any organization that adopts the methodology.