Will your revenue plan hold?

Is the pipeline number real?

A credible forecast is a by-product of a well-run pipeline. We look beyond the headline number to assess pipeline health in full — stage hygiene, coverage ratios, conversion metrics, and the sales discipline behind the number — to determine whether the team has the habits and rigour to predict and manage revenue reliably.

Does the business have a repeatable, scalable sales motion?

A great sales engine is a system, not a set of talented individuals. We assess the full architecture — ICP, segmentation, and account tiering; pipeline generation across direct and partner routes; methodology, qualification, and SE model; the tech stack, KPIs, and deal desk structures that hold it together. The question is whether this motion can scale, or whether it depends on the people currently running it.

Can the current sales leadership scale the team?

We work alongside sales leadership to assess and strengthen the operating system behind team performance — how pipeline reviews are run, whether forecast calls reflect real commercial rigour, and whether coaching cadences are building capability across the team. We then provide structured guidance on each, so leadership has the rhythm and tools to take the business through its next phase of growth.

Are the customers you're winning the right customers?

Not all revenue is equal. We assess ICP fit and win rate by segment to determine whether the business is consistently closing the customers it was built to serve. We examine gross and net revenue retention — and what the churn and contraction data reveals about product-market fit at the customer level. And we analyse expansion sales as a function: whether upsell and cross-sell motion is systematic or opportunistic, and what that means for the long-term value of the customer base.