Product
8 min read
How to rank feature requests by revenue without ignoring small customers
Revenue weighting is powerful and easy to misuse. Here is the scoring we use, with the guardrails that keep it fair.
Priya Nair
Head of Product
Ranking requests by the revenue behind them is the fastest way to end roadmap arguments. It is also the fastest way to build only for your biggest accounts.
Start with the raw number
Sum the ARR of every account asking for a theme. This is the number Cadrell shows first, and it answers the question most teams actually have: what is at stake?
Then add two guardrails
Cap any single account at 25% of a theme’s score, so one enterprise contract can’t decide the roadmap alone. And show the account count next to the revenue, so a theme with 40 small customers is visible even when its total is modest.
Review what the numbers miss
Revenue can’t see strategy, churn risk in new segments or work that unblocks everything else. We keep a short list of bets that sit outside the ranking, and we write down why.
Written by
Priya Nair
Head of Product
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