Demand to opportunity
Lead capture, qualification, routing, lifecycle stages, campaign data and the marketing-to-sales handoff.
Start with the problem
Business process and system
health, reviewed together.
The review can cover the full lead-to-revenue process or a specific problem. Before starting, we confirm what to examine, the access needed and who should participate.
Quote to revenue
Products, pricing, approvals, contracts, amendments, orders, billing and the information finance receives.
Delivery to renewal
Fulfilment, onboarding, professional services, customer support, entitlements, renewal ownership and expansion.
Data and integrations
Customer identity, field mappings, source ownership, synchronization, exceptions, reconciliation and reporting.
Architecture and controls
Configuration, custom code, automation, access, technical debt, testing, release practices and maintainability.
Priorities and decisions
Separate process changes from system changes. Identify dependencies and distinguish an immediate fix from a larger redesign.
What the review produces
A useful basis
for the next decision.
Your team needs to know what is wrong, why it matters and who can address it. Each finding explains the process involved and the records or system behavior behind it.
Before starting, we agree the systems and business flows, stakeholder interviews, access to relevant records, deliverables, duration and fee. Implementation can follow as a separate workstream.
- Current process and system view
- The handoffs, applications, data flows and ownership relevant to the issue.
- Findings backed by records
- Observed issues, their effect on the business and questions that need further investigation.
- Prioritized recommendations
- Recommended changes, dependencies, responsibilities and the order in which to tackle the work.
- Measurement plan
- The starting data and performance measures needed to assess improvement after changes are made.
Client assessment work
Experience behind the review.
These examples describe assessment outputs. Implementation outcomes and financial benefits are separate.
Lead-to-revenue assessment
Watermark
Set the priorities for a connected revenue operation.
Revenue platform and customer operations assessment
ETQ
Review quoting alongside services, support and finance.
Lead-to-revenue architecture assessment
Toast
Review the processes and architecture behind a growing platform.
Marketing operations assessment
Kipu Health
Connect Marketo to the sales handoff.
Specialty Food Association · April 2025 assessment
Six purchase flows reviewed
alongside the finance handoff.
Mapped membership and event purchases across Salesforce, Workato and connected applications. The review identified pricing-validation, subscription-timing and manual reporting issues, with process and integration recommendations.
Read the SFA assessment storyOur assessment experience also includes SQAD, Labster and Oversight. Browse all assessment stories
Newsela’s sandbox Health Check also records completed configuration, field-usage, security and Apex test checks, alongside items requiring further review.
Read the Newsela storyDiscuss the work
What prompted
the review?
Tell us which process is causing problems and which systems it uses. We will discuss the records, access and people needed to assess it.
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