| A | B | C | D | E | F | G | H | I | J | |
|---|---|---|---|---|---|---|---|---|---|---|
1 |  | |||||||||
2 | Growth\GTM Scorecard (sample) | Rate yourself according to the following: | ||||||||
3 | Instructions: The goal of this scorecard is to provide both a self-reflection and ideas for how to further drive growth for your technology (typically software) company. This is our short "sample" questionnaire, if you are interested in our full questionnaire please email us at info@lionsip.com. If you have ideas for additional topics or if you are a highly tailored service provider focused on one or a few of these topics please email us as well. To fill this out click File-->Make a copy then save a copy for your own use. | ? - "Unclear" | N/A-Not applicable to my company" 1 - "There is meaningful untapped value, we should invest a lot more in this topic" 3 -"There is untapped value, we should invest some more in this topic" 5-"There is not much additional value, we should not invest further in this topic" | ||||||||
4 | Topic | Description | ? | N/A | 1 | 2 | 3 | 4 | 5 | Notes/Reflections/Ideas |
5 | I. NEW CUSTOMERS ACQUISITION (sample) | |||||||||
6 | Marketing/ Lead Generation (sample) | Do you have clearly defined market segmentation (either needs-based or jobs-to-be done)? | ||||||||
7 | Do you use the segmentation to build, measure & iterate on all of your go-to-market initiatives? | |||||||||
8 | Do you measure overall segment metrics (e.g., avg. CAC, LTV, NPS, Cost of service, etc.) to prioritize and focus marketing, R&D, customer success efforts? | |||||||||
9 | Do you have clear buyer personas understood and defined per segment? | |||||||||
10 | Are you able to describe your value proposition for each segment and buyer in a way which will both resonate and make your differentiation from competitors clear? If you are able to do so, do you believe the majority of the people in your company can do the same (at the very least marketing, sales and all executives)? | |||||||||
11 | Are you leveraging (or testing) all relevant channels according to your segments and buyer personas (Direct targeting, Content marketing & Thought Leadership, SEO, SEM, Social, LinkedIn, Affiliates, Influencers, Channel partners, Conferences & tradeshows, RFPs, Consulting partnerships)? | |||||||||
12 | Are you using both in-house resources, automated platforms, agencies and freelancers to optimize your marketing spend and reach the right expertise? | |||||||||
13 | Are you conducting Win/Loss analysis with a clear cadance and driving a constant (and efficient) feedback loop of learning to every group in the company? | |||||||||
14 | Is each of the established channels highly structured and as automated as possible (e.g., templatized, software based, clear guidelines for success that can be iterated on?) | |||||||||
15 | Do you have clear measurement and attribution for every channel (preferably by segment)? | |||||||||
16 | Sales | Are you hiring, measuring, compensating your sales team correctly (e.g., clear sales curves, commision is largest part of comp, ~60% of reps hit targets, etc.)? | ||||||||
17 | Can you predict results and are consistently hitting projections? | |||||||||
18 | Is your sales training and playbook written and continuously improved (i.e. typically between 20-50 pages covering all introductory topics allowing a sales rep to get up and running within 2-3 days)? | |||||||||
19 | Is your sales organization structured correctly according to opportunity and market segments (e.g., Hunters, Farmers, Inbound, Outbound, SDRs/AEs, etc.)? | |||||||||
20 | Do you have fair and scalable territory management/lead assignment approach? is it automated? | |||||||||
21 | Onboarding & Implementation | Are onboarding timelines and expectations aligned with customers early in their journey? are you seeing referrals during your onboarding process? | ||||||||
22 | Is your onboarding process structured or automated at every step? | |||||||||
23 | In case of issues with onboarding is there an easy & fast way to reach a live person to avoid abandonment? is this proactively offered? | |||||||||
24 | When live support is involved is there a closed feedback loop that leads to clear understanding of what needs to be improved with current onboarding process? | |||||||||
25 | Is your onboarding expense measured per client? is it profitable or funded in scalable way (e.g., attributed to CAC)? | |||||||||
26 | Are you conducting Win/Loss analysis with a clear cadance and driving a consistent (and efficient) feedback loop of learning to every group in the company? | |||||||||
27 | Pricing\Discounting | Is your pricing and bundling determined via a well-defined process which allows for testing and iteration? | ||||||||
28 | Are you using discounting as a strategic lever? are there clear discounting guidelines that are being both consistently enforced and iterated upon? | |||||||||
29 | Partnerships | Are managing partnerships in a strategic and structured manner? (e.g., CRM for potential partners, clear pipeline and progression processes, alignment of key execs from both companies, etc.) | ||||||||
30 | Do you have an crowdsourced process for generating and evaluating new partnership ideas? | |||||||||
31 | II. EXISTING CUSTOMERS VALUE (sample) | |||||||||
32 | Implementation | Do you have a clear stakeholder mapping and expectations setting process prior to starting implementation? (note: this is relevant even for a 1-person, 10 minute implementation) | ||||||||
33 | Is your implementation process though fully automated & sequenced to show value early and in an ongoing manner? | |||||||||
34 | Is your implementation priced and funded correctly and at high velocity? | |||||||||
35 | Do you have a structured approach to identify and handle customization requests? | |||||||||
36 | Customer success | Is there a well-defined handoff between sales, implementation and customer success to ensure that no customers "fall-through-the-cracks" or are moved on to the next stage prematurely? (note: closing the deal should not be where sales ends there needs to be a organized transition and knowledge sharing process) | ||||||||
37 | How valuable is your customer success organization? does it reduce churn? generate up-sales and cross-sales? | |||||||||
38 | Do you have clear and comprehensive goals and measures for your customer success (e.g., NPS, Referrals, Up-sales, Cross-sales, etc.)? Is your team compensated accordingly (note: should not directly correlate to metrics in most cases)? | |||||||||
39 | Are you reviewing legacy pricing and discounting on a clear cadance and driving for relevant adjustments? | |||||||||
40 | Professional services | Are you using professional services strategically to increase revenues, customer happiness and product stickiness? | ||||||||
41 | III. PEOPLE OPERATIONS / HR (sample) | |||||||||
42 | Recruiting | How quickly and efficiently are you able to recruit new candidates in each role? are you able to measure? do you know how many type A (hiring wrong candidate) and B (not hiring right candidate) mistakes are you making? | ||||||||
43 | How good is your new hire onboarding program? is it structured and measured? is it run consistently? are you getting feedback from your new hires during and after their onboarding experience? Are you leveraging HR, managers, executives and "buddies" in your onboarding? | |||||||||
44 | Retention & Engagement | How happy an engaged is your team? do you have a clear understanding of your workforce trends (e.g., hiring metrics, diversity metrics, exit interview trends all by location, leader and department)? | ||||||||
45 | Leadership | How strong and cohesive is your leadership team? are they engaged, personally growing and driving the company to success? | ||||||||
46 | Culture | Culture is dynamic, do you have an mechanism and metrics to know if yours is trending in the right direction (e.g., Exit interviews, attrition by location, group and manager, skip-level meetings, etc.)? | ||||||||
47 | Do you have a clear definition and a short written document of what your striving for with your culture? is it shared with new hires? do you review and improve it based on feedback from your employees and customers? | |||||||||
48 | Goal management | Do you have a consistent and organized goal setting and management approach to align your organization? | ||||||||
49 | IV. RESEARCH & DEVELOPMENT GROWTH ORIENTATION (sample) | |||||||||
50 | R&D alignment with growth initiatives | How well is your R&D group aligned with your growth drivers? do they have a clear understanding of what drives growth, revenue and profit and are the balancing priorities according to the organization's goals? | ||||||||
51 | Feature goal clarity | Are features assigned clear goals, separated at least by: additional value to users, value capture (i.e. features that can impact pricing, upsales, upgrades) and user growth? | ||||||||
52 | Feature cost/value | Are features given estimates of impact which are translated into $ values prior to development? (note this is very hard to predict accurately, but translating impact to $ should be a very quick exercise which even if only has limited accuracy help drive a lot of clarity into prioritization) | ||||||||
53 | V. FINANCE, ACQUISITIONS & FUNDING (sample) | |||||||||
54 | Financial metrics | Is your finance team providing granular and ongoing financials (e.g., ) seperated into understandable categories (e.g., by: product, package, geography, Business Unit, etc.) | ||||||||
55 | Quantified risk | Is your legal team only blocking actions or quantifying the risk in $ terms and likelihood of occurrence to allow a productiv evaluation of options and rapid ability to progress legally while reducing risk? | ||||||||
56 | Acquisitions | Are you systematically considering acquisition options (i.e. discussing internally, mapping landscape, etc.) to scale, grow geography, extend product and capabilities using acquisitions? | ||||||||
57 | Do you manage a CRM for relevant potential acquisition targets consolidating important information regarding interactions over time? | |||||||||
58 | Do you initiate touch-points with a broad set of potential acquisition targets to create awareness and a starting point for further interactions? | |||||||||
59 | Funding | Are you considering funding requirements under different scenarios (e.g., M&A opportunity, downturn, large clients leaving) and actively managing potential capital sources? | ||||||||
60 | Do you share ongoing progress with a clear cadence with investors and potential investors informing them of both progress and challenges? Do your announcements come across as crisp, transparent and generate growing trust? | |||||||||
61 | Do you ask you current and potential investors for assistance in highly specific topics (e.g., introductions, hiring, information, etc.) and track engagement and value? | |||||||||
62 | TOTALS: | 0 | 0 | 0 | 0 | 0 | 0 | 0 | ||
63 | We hope you found this sample reflection helpful! This is our short "sample" questionnaire, if you are interested in our full questionnaire please email us at info@lionsip.com. If you have ideas for additional topics or if you are a highly tailored service provider focused on one or a few of these topics please email us as well. | |||||||||
64 | ||||||||||