Add ROI framework and three-year NPV worksheet for enterprise Claude seat purchases - #76
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A buyer-facing decision framework for a per-seat Claude Enterprise purchase viewed as a broad enterprise AI investment. Composes a financial chassis (TCO, NPV, payback), the Forrester TEI risk-adjusted wrapper, and DORA/SPACE measurement for the benefit side. Includes a value-conversion factor, adoption weighting, a worked example with clearly-labeled illustrative inputs, and a baseline-before-you-buy section. Seat pricing is kept as a variable since Claude Enterprise pricing is negotiated; no per-seat figure is asserted as fact.
A fill-in worksheet (in the style of context-budget-worksheet) that produces the multi-year discounted view: three-year NPV, payback, and sensitivity for a Claude Enterprise seat purchase. Carries the ROI framework's illustrative figures across three years with an adoption ramp and end-of-year discounting so the two pages reconcile. Includes a break-even benefit multiplier (~42% of plan) as the honest margin-of-safety headline. Pricing stays a variable; all dollar figures are labeled illustrative.
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Pull request overview
Adds a new enterprise-rollout binder article that provides a fill-in ROI/payback model for per-seat Claude Enterprise purchases, intended to sit immediately after the Executive Summary and serve as the shared financial “math layer” for related pages.
Changes:
- Introduces an ROI + payback equation with explicit “honesty levers” (value-conversion factor, active-seat ratio).
- Defines a TCO breakdown and benefit measurement categories (with DORA/SPACE and time-and-task study guidance).
- Includes a worked example, baseline guidance, and a checklist of common modeling failure modes.
| Benefit scales with active usage, cost scales with seats purchased. A rollout at 70% active adoption and one at 30% produce wildly different ROI off the same license bill. Model the active-seat ratio explicitly and forecast it rising across the ramp rather than assuming day-one saturation. | ||
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| Effective benefit = per-active-user benefit x (active seats / purchased seats) |
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Fixed in 5708641. Confirmed the diagnosis: per-active-user benefit ($3,240) x (active/purchased = 0.7) = $2,268, i.e. benefit per purchased seat, not the total the label implied. Rather than relabel to per-purchased-seat units, restated it as total benefit so it matches how the rest of the model (worked example, NPV worksheet) uses benefit:
Total benefit = per-active-user benefit x active seats
= per-active-user benefit x purchased seats x active-seat ratio
This reconciles numerically ($3,240 x 500 x 0.7 = $1,134,000, matching the worked example) and makes the active-seat-ratio scaling the section is about explicit.
- Correct the payback figure: $120,000 / ($400,000/12) is 3.6 months, not ~4, and it is an undiscounted payback. Relabel from 'Discounted payback' to 'Payback (undiscounted)' so it no longer contradicts the page's end-of-year discounting convention. - Show discount factors at 5 decimals so the present-value column reproduces when a reader multiplies the displayed factors. Caught by PR review arithmetic recomputation.
- Correct the adoption-weighting equation. As written it multiplied a per-active-user benefit by the active/purchased ratio, yielding a per-purchased-seat figure mislabeled as 'Effective benefit'. Restate it as total benefit = per-active-user benefit x active seats (= per-active-user benefit x purchased seats x active-seat ratio), which reconciles with the worked example ($3,240 x 500 x 0.7 = $1,134,000) and makes the active-seat-ratio scaling explicit.
Summary
Adds two companion articles to the enterprise rollout binder, both in
00-overview/, for a company weighing a per-seat Claude Enterprise purchase as a broad enterprise AI investment:roi-framework.md, weight 3) -- the single-year decision model.three-year-npv-worksheet.md, weight 4) -- the multi-year discounted view, in the fill-in style ofcontext-budget-worksheet.md.The worksheet carries the framework's illustrative figures across three years (adoption ramp + end-of-year discounting) so the two pages reconcile.
ROI Framework covers
NPV Worksheet covers
Notes for review
hugo --gc --minifybuilds clean (105 pages).