Review the operating gap before the remedy date
A target review should explain what is missing: insufficient qualified demand, an unready product, a blocked evaluation, a commercial decision or a delivery problem. Do not respond to every gap with more outbound. Inspect the actual opportunity evidence and client dependencies while there is time to act.
The buffer is additional operating time under the public offer, not a promise that every stalled deal can be forced to signature. The remedy is capped at fees paid and applies to the approved measure. Collection delays, profits and customer delivery costs remain separate issues. Read the final terms for the operational and payment details.
| Decision | Evidence to use | What changes next |
|---|---|---|
| During delivery | Compare eligible signed value and active buyer decisions | Assign actions to genuine bottlenecks |
| Conditional buffer | Continue through month six without extra base agency fees if needed | Maintain the agreed client support and evidence record |
| Measurement and remedy | Determine remaining eligible shortfall under the agreement | Apply the fee cap and agreed refund mechanics |
Work through the decision
Illustrative scenario: at month four, $100,000 of eligible value is signed and two evaluations remain active. A review finds one waiting for the client's security materials and one lacking a budget owner. These are different problems: one needs a document owner, the other needs qualification.
At month six, assume eligible signed value is $140,000 and $160,000 in fees has been paid. The remaining difference is $20,000, within the cap. That arithmetic illustrates the public shortfall concept; it does not override contract eligibility or establish the date a refund payment is due.
A near-close story is counted as signed value
A proposal, verbal intention or promising legal review is not an executed agreement. Keep active opportunity forecasts separate from signed value. The distinction matters most when a target deadline approaches and there is pressure to present hopeful progress as an achieved result.
A concrete next step
Before signing, ask how a month-four and month-six review will be documented. Agree the evidence used for the measurement and who resolves attribution questions.
Sources and research notes
- Ramp Year: delivery method and public offerOur public offer; final agreement controls
- GitLab commercial opportunity stagesCompany operating handbook
Primary sources reviewed October 6, 2026. The operating recommendations and worked scenarios are Daavid’s analysis. Illustrative numbers are assumptions, not measured client results. Company marks identify sources and prior experience; they do not imply a customer relationship or endorsement.
Schematic