{"slug":"business/79-appendix","title":"79 — Appendix","section":"business","sectionLabel":"Business","status":"unclassified","type":"document","path":"business/79-appendix.mdx","bytes":9733,"description":null,"updated":null,"source":"integratewise/Integratewise-docs-wiki","content":"\nStatus: CANONICAL · Commercial OS\nOwner: Founder + PMM hat\nLast verified: 2026-07-21\n\n---\n\n## Purpose\n\nThe reference tables the whole system leans on: the claims register (every public quantitative claim, verified and dated), the canonical numbers table, the document governance rules, and the source map to upstream truth.\n\n**Target audience:** Everyone maintaining or auditing the Commercial OS.\n\n---\n\n## 1. The Claims Register (nothing ships publicly unless it's here)\n\n| Claim                                                                                          | Source                                                                                                                | Verified | Review by                                   |\n| ---------------------------------------------------------------------------------------------- | --------------------------------------------------------------------------------------------------------------------- | -------- | ------------------------------------------- |\n| 70+ connectors                                                                                 | Live connector registry / Tier A canon                                                                                | 2026-07  | 2026-10                                     |\n| Entity360 assembled < 200ms                                                                    | Canonical spec / product measurement                                                                                  | 2026-07  | 2026-10                                     |\n| 150+ entity types, one tenant-level Spine and 12 role/department projection configurations     | Canonical spec                                                                                                        | 2026-07  | 2026-10                                     |\n| QBR prep 4 hours → 12 minutes                                                                  | Design-partner result — **attribute as design partner**                                                               | 2026-07  | 2026-10                                     |\n| 89% DAU within 2 weeks                                                                         | Design-partner result — attribute as design partner                                                                   | 2026-07  | 2026-10                                     |\n| 2–4 hrs/day context gathering; $62K/yr per CSM                                                 | Canon market numbers ([06 §1](../02-category-market/06-market-analysis.md))                                           | 2026-07  | 2027-01                                     |\n| 130+ SaaS apps per business                                                                    | Productiv study, 2025                                                                                                 | 2026-07  | 2027-01                                     |\n| 82% see AI data collection as threat · 76% enterprises require oversight · ~80% quiet demotion | Canon survey figures ([06 §1])                                                                                        | 2026-07  | 2027-01                                     |\n| $47B operational intelligence market · $16.5B CS software                                      | Canon TAM ([06 §2])                                                                                                   | 2026-07  | 2027-01                                     |\n| \"The only AI memory that requires your approval\"                                               | Competitive scan ([08 §2](../02-category-market/08-competitive-landscape.md))                                         | 2026-07  | **2026-10 (quarterly — competitive claim)** |\n| 97%+ gross margin structure; COGS $0.55–2.10/seat                                              | FINANCIAL_MODEL §2                                                                                                    | 2026-07  | 2027-01                                     |\n| $8M account save                                                                               | Founder origin story — **narrative only, never a customer statistic** ([14 §4](../01-foundation/14-founder-story.md)) | —        | permanent rule                              |\n| SOC 2 status                                                                                   | [42 §3](../07-sales/42-security-faq.md) — **quote the dated table, never summarize upward**                           | monthly  | monthly                                     |\n\n**Register rules:** new public number → added here first with source ([06 §5] for market numbers) · expired review date = claim pulled from new assets until re-verified · competitive claims reviewed quarterly without exception.\n\n## 2. Canonical Numbers Table (cross-document consistency anchors)\n\n| Number           | Value                                                                              | Defined in                                                |\n| ---------------- | ---------------------------------------------------------------------------------- | --------------------------------------------------------- |\n| Pricing          | $19 / $59 / $119 seat/mo annual · Enterprise custom · monthly +20%                 | [30 §2](../05-value-pricing/30-pricing-strategy.md)       |\n| Regional pricing | ₹499/1,499/2,999 · $12/39/79                                                       | [30 §2]                                                   |\n| Deal math        | Land ~$10.6K · core ~$28.6K · blended ~$22K · Enterprise $150K+                    | [30 §2]                                                   |\n| ROI defaults     | H=3.0 · C=$65 · A=0.4/0.6/0.8 · 22 days                                            | [29 §1](../05-value-pricing/29-roi-framework.md)          |\n| Activation       | ≥5 approved actions + ≥4 workbench-first mornings/wk; account ≥70% seats by day 30 | [45 §3](../08-customer-success/45-onboarding-playbook.md) |\n| North star       | ATA/seat/wk: 5 floor · 8 mature                                                    | [72 §1](../13-operations/72-revenue-metrics.md)           |\n| Retention        | GRR ≥ 92% · NRR ≥ 120%                                                             | [72 §2]                                                   |\n| Funnel           | S1→Won ≥ 20% · POV win ≥ 60% · cycle ≤ 90d · coverage ≥ 3x                         | [74](../13-operations/74-sales-metrics.md)                |\n| 2027 exit        | 35–40 customers · ~$800K–1M ARR                                                    | [77 §1](../13-operations/77-annual-gtm-plan.md)           |\n| Seed             | $750K–1.2M · 45/25/15/10/5 allocation                                              | [67 §10](../12-corporate/67-investor-narrative.md)        |\n\n## 3. Document Governance\n\nEvery document carries Status/Owner/Last-verified · precedence: [18 Terminology](../03-positioning-messaging/18-terminology-guide.md) wins language, [30](../05-value-pricing/30-pricing-strategy.md) wins prices, [72](../13-operations/72-revenue-metrics.md) wins metric definitions, [06](../02-category-market/06-market-analysis.md) wins market numbers, newest dated decision wins narrative — evolutions recorded in ledgers, never silently rewritten · quarterly audit: terminology checklist sample + claims register + cross-link integrity ([76 §4] ritual hosts it) · changes to CANONICAL docs get a dated evolution-ledger entry when they reverse a decision.\n\n## 4. Upstream Source Map (what this OS derives from — never contradicts)\n\n| Source                                              | Owns                                                                                                 |\n| --------------------------------------------------- | ---------------------------------------------------------------------------------------------------- |\n| `docs/doctrine/00–04`                               | Product/platform/experience/distribution truth — the layer model, control grammar, boundary contract |\n| `docs/spec/INTEGRATEWISE_CANONICAL_SPEC_v1.0.md`    | Platform technical truth                                                                             |\n| `docs/STRATEGIC_BUILD_PLAN.md`                      | Execution sequencing truth (180-day plan)                                                            |\n| `docs/product/FINANCIAL_MODEL.md`                   | Financial model (per-seat re-basing noted in [30 §6], [77 §1])                                       |\n| `docs/product/INVESTOR_WRITEUP.md` + `FUNDRAISE.md` | Investor fact archive (narrative evolved in [67]/[68])                                               |\n| `docs/sales/*`                                      | Call-level drill guides (extended by [36]–[41], still valid)                                         |\n\n## 5. Glossary Pointer\n\nThe single glossary is [18 Terminology Guide](../03-positioning-messaging/18-terminology-guide.md) — deliberately not duplicated here. One dictionary, one place.\n\n**KPIs:** register completeness (zero unregistered public claims found in audits) · review-date compliance 100% · cross-link integrity (zero broken links at quarterly check) · governance-rule violations caught and corrected, trending to zero.\n\n---\n\n**Related:** [18 Terminology](../03-positioning-messaging/18-terminology-guide.md) · [README](../README.md) · [20 PMM Guide](../04-product-marketing/20-product-marketing-guide.md) · [76 OKRs](../13-operations/76-quarterly-okrs.md)\n"}