Revenue Architecture Diagnostic

9 Self-Assessment Questions

The following questions are designed as a top-level self-assessment. How does your Revenue Architecture stack up?  Arrange a complimentary briefing to review your requirements. We can review how the Revenue Architecture Methodology can help you realize more accelerated, predictable and sustainable revenue performance.

The Revenue Grader is a deeper diagnostic using a Google Form Questionnaire. It includes 27 questions to fully consider the elements of your Revenue Architecture.

Revenue Architecture

  • Markets & Buyers. Have you selected the right markets, segmented the market and identified ideal buyers and segments? Revenue challenges are often dominated by competitive market factors.  It is critical to select ideal clients and segment markets using data insights and engagement history to build personas for targeted buyer engagement strategies.
  • Valued Offerings. Do you have an effective offering portfolio, value propositions and persona messaging?  You may require a re-invention of offerings, but quite often there are opportunities to realign value propositions for market segments, key accounts, decision making units and individual buyers.
  • Go to Market. Are you clear about your go-to-market plan and buyer engagement strategy considering the marketing mix and channels? If you are like most businesses, you have a product / service portfolio and personas that will require different revenue models, marketing programs, and sales models. As conditions change, you will need to adjust your buyer engagement strategies.
  • Brand Presence. Do you have the right visual brand, online presence and brand collateral? Your visual brand, messaging, websites and digital and social media outposts and collateral are important touchpoints for buyer and influencer engagement.
  • Revenue Technology. Do you have the right revenue technology stack? Your technology stack enables marketing and sales to engage buyers at scale. Marketing Automation, CRM, channels, data management and business intelligence tools come together to enable full-funnel marketing and sales execution.
  • Revenue Operating Model. Are marketing and sales processes, organizations, skills and resources in place to enable sales effectiveness? Companies need to align around a unified revenue operating model including process and skills.
  • Marketing Execution. Are you executing and optimizing marketing programs effectively? With an understanding of target markets and buyer pain, you can craft experiences, deliver content and integrate campaigns to build awareness in your target addressable market and engage accounts and buyers at every stage of their buying process.
  • Sales Execution.  Are your sales team prospecting, managing opportunities and closing sales effectively? Entirely different selling processes and skills may be needed across different business models.
  • Customer Execution.  Are your customer service processes helping to drive revenue performance through retention, up-sell and cross-sell? Good service happens day-to-day through the adoption of best practices and the use of enabling technology and service teams must be contributors to revenue performance.

Revenue Architecture Diagnostic

The Revenue Architecture Diagnostic is an accelerated approach designed to identify revenue growth gaps and opportunities.

Begin with the Revenue Grader Questionnaire.

We measure marketing and sales effectiveness and identify issues and opportunities at most companies in 1 to 2 weeks. We use diagnostic tools, interviews and analysis to identify gaps and opportunities. The process begins with a kick-off session to set priorities followed by working sessions. We help you prioritize ‘must do’, ‘should do’ and ‘could do’ actions and sequence a top-down plan.

Comprehensive Analysis

We take a broad view across 9 dimensions to explore and uncover growth issues and opportunities.

Best Practices

Our Capability Maturity Model (CMM) and scorecards help facilitate review of priority areas.

Expert Analysis

We apply our expertise from working with over 200 companies in full lifecycle marketing and sales and customer acquisition.

Sherwin Uretsky

Growth teams use the diagnostic to rapidly identify and organize around a growth strategy and plan. There are many factors that impact revenue growth. The diagnostic is an accelerated approach to consider these factors and prioritize a plan.

– Sherwin Uretsky

Revenue Architecture Diagnostic: Schedule your Complimentary Consultation.