Commercial execution audit.
Test whether the growth case in the model is real and repeatable. Technology value is only realised if the company can sell: our commercial audit measures how the target's sales machine actually performs, against nine KPIs and industry benchmarks.
Nine KPIs, one methodology
Built on our proprietary Top Line methodology, the audit evaluates the commercial organisation on the dimensions that predict revenue durability.
- Sales tools and CRM discipline
- Objectives and incentive alignment
- Distribution networks and channel health
- Customer loyalty and retention
- Sales development capabilities
- New business management
- Customer profitability
Benchmarked, forecast-tested
Scores are benchmarked against industry standards, and weaknesses are tested with forecasts: what happens to the plan if the pipeline performs as the data shows, not as the presentation promises.
The audit works pre-investment, to test the growth story, and post-investment, to focus the value-creation plan.
Frequently asked questions
Nine KPIs covering sales tools, objectives, distribution networks, customer loyalty, sales development capabilities, new business management and customer profitability, benchmarked against industry standards.
A strong product with a weak sales machine will not deliver the plan. The commercial audit tests whether the revenue story in the memo survives contact with the pipeline data.
Yes. Post-investment it becomes a value-creation tool: the same KPIs identify where commercial performance can be lifted and track progress over time.