{
  "version": "1.3.0",
  "releasedAt": "2026-05-20",
  "kpi": {
    "rogueId": "customers.arr_at_risk",
    "slug": "arr_at_risk",
    "domain": "customers",
    "defaultLabel": "ARR at Risk",
    "description": "Sum of ARR from customers flagged \"at-risk\" by the customer-success team — typically driven by usage decline, low health score, executive turnover at the customer, missed milestones, or explicit churn intent. The board reads this as the worst-case near-term churn exposure if no intervention happens. Common pitfall: the \"at-risk\" definition drifts across CSMs and quarters; standardize the criteria (e.g. health score below threshold OR 30-day usage drop > X% OR cancellation request received) and version-control the playbook so the absolute number is comparable period-over-period. Pair with `percent_arr_at_risk` for the proportional read.",
    "fieldType": "currency",
    "unit": null,
    "maturity": "general",
    "suggestedForStages": [
      "seriesA",
      "seriesB",
      "seriesC",
      "public"
    ],
    "defaultOwningFunctions": [
      "Sales"
    ],
    "stageRelevance": {
      "seriesA": "core",
      "seriesB": "core",
      "seriesC": "core",
      "public": "core"
    },
    "definitionSource": {
      "tier": "editorial",
      "sourceName": "imboard Editorial",
      "sourceUrl": null,
      "sectionRef": null,
      "publicationDate": "2026-04-01",
      "attributionNotice": null
    },
    "formula": "arr_at_risk = Σ(ARR of customers flagged at-risk by CS team). The \"at-risk\" flag itself is a company-specific definition (typical components: health score below threshold, 30-day usage decline, executive churn at customer, missed onboarding milestones, explicit churn signal). Document the flag rule in `customer_definition_note` so the number is comparable across periods.",
    "whyItMatters": "Converts the qualitative CS pipeline into a board-readable dollar exposure. Forces the team to put a number on hand-wavy customer-health concerns and surfaces concentration risk (a single $500K at-risk account is a different conversation than fifty $10K accounts).",
    "interpretationGuidance": "Always present alongside `percent_arr_at_risk` — $500K at-risk is a 5% problem at $10M ARR but a 0.5% problem at $100M ARR. There is no citation-grade industry benchmark for the absolute number; the >15% destructive threshold the `ArrAtRiskGauge` widget uses is internal heuristic, not an external standard. Trend month-over-month — sustained growth in `arr_at_risk` is the leading indicator that NRR will deteriorate next quarter.",
    "relatedKpiIds": [
      "customers.percent_arr_at_risk",
      "customers.churn_risks",
      "customers.top_customer_concentration",
      "customers.net_revenue_retention",
      "customers.gross_revenue_retention",
      "sales.arr"
    ],
    "metricBasis": {
      "timeBasis": "point_in_time",
      "moneyBasis": "contracted_arr",
      "production": "primary"
    }
  }
}