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ICP & Positioning Clarity

Q1. How clearly defined are your ICP segments?

No defined ICPs Rough ICP/segments ICPs w/ persona notes ICPs validated w/ data

Q2. How tailored is your messaging by ICP?

Generic messaging Some ICP-specific Framework-based Message-market fit proven

Q3. Do you have a validated demand thesis?

No thesis Assumptions only Hypothesis + tests Proven repeatable

Q4. Pricing & packaging fit per ICP?

Unstructured Basic tiers Tiered + ICP aligned Value-based + tested

Lifecycle & Nurture

Q5. Do you have a defined lifecycle model?

No lifecycle Basic MQL/SQL ICP-based journeys Multi-path + behavioral

Q6. Nurture sophistication?

No nurture Batch & blast Segmented Stage- & signal-driven

Q7. Re-engagement program?

None Ad hoc Periodic Always-on + intent

Q8. SLAs for handoffs?

No SLAs Loose By segment Measured & enforced

Attribution & Reporting

Q9. Attribution model in use?

None Last click Position-based Multi-touch modeled

Q10. Which metrics drive decisions?

Vanity metrics Some funnel Pipeline + velocity Board-grade dashboards

Q11. Experimentation cadence?

None Occasional A/B Programmatic Stat-rigor + learnings

Q12. Data integration maturity?

Data silos Manual stitching ETL / unified views Trusted single source

Routing & Speed to Lead

Q13. Lead routing sophistication?

Manual Round robin Rules by ICP/territory Rules + intent + backlog

Q14. SLA tracking & enforcement?

No timing Rudimentary Tracked Monitored & enforced

Q15. Data hygiene (dedupe/QA) level?

None Sporadic Basic rules Automated QA + alerts

Sales Enablement & Alignment

Q16. Enablement content maturity?

No enablement Ad hoc Playbooks + collateral Persona-playbooks + proof

Q17. GTM operating rhythm?

Separate rhythms Monthly sync Weekly pipeline Shared OKRs + review

Q18. Voice-of-customer loop?

No feedback Anecdotal Win/loss sampling Structured win/loss

Revenue Architecture Assessment ~10 minutes

Contact Details

ICP & Positioning Clarity

Lifecycle & Nurture

Attribution & Reporting

Routing & Speed to Lead

Sales Enablement & Alignment

Your Revenue Architecture Heatmap

Top 3 Prioritized Fixes

Action Plan (Next 90 Days)

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