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Revenue Architecture Audit

Is your revenue engine built to scale, or destined to break? Take this 5-point diagnostic to uncover operational debt in your GTM tech stack, forecasting, and governance.

1. Pipeline Truth: If you ask Sales and Finance for next quarter's commit, what happens?

The numbers match perfectly without manual reconciliation. They are close, but it requires a spreadsheet to reconcile differences. The numbers are completely different. Nobody trusts the CRM.

2. Tooling Bloat: How many tools does an AE log into to complete a standard deal cycle?

1 to 2 tools. The workflow is highly centralized. 3 to 4 tools. There is some friction and context-switching. 5+ tools. Our tech stack is a "Frankenstein" of disconnected apps.

3. Forecasting Discipline: How are your pipeline stages advanced?

System-enforced exit criteria. Deals physically cannot advance without data. A mix of manager enforcement and AE gut feel. Pure gut feel. Reps update stages right before the pipeline review.

4. CPQ & Billing: How does a closed-won deal become an invoice?

It's a seamless, system-governed workflow with zero manual data entry. RevOps or Finance has to manually check the contract against the CRM. Highly manual. Errors happen frequently between Sales and Finance.

5. Commercial Exceptions: What happens when a rep offers a non-standard discount?

The system blocks it and automatically routes it for executive approval. The manager approves it informally via Slack or email. We usually find out about the exception after the contract is already signed.

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