Revenue Operator Diagnostic

Question 01 of 12

How many of your last 10 customers came from a warm introduction or trusted referral?

Count only deals where someone vouched for you before the first conversation.

Less than 2 of 10. We win mostly through outbound or paid.A

Between 3 and 5 of 10. Referrals happen but they are not engineered.B

Between 5 and 7 of 10. Referrals are a meaningful but inconsistent channel.C

At least 8 of 10. Warm introductions are the dominant growth engine.D

Question 02 of 12

How confident are you that your current channels can sustain 30% revenue growth next year without increasing spend?

Think about CAC trends over the last 6 months.

Not at all. CAC is rising and we are spending more for less.A

Unlikely. Flat growth requires holding spend steady.B

Somewhat. Moderate growth is achievable but 30% feels stretched.C

Mostly. We have scalable organic channels and moderate dependency on spend.D

Fully confident. Word of mouth and partnerships compound on their own.E

Question 03 of 12

How many distinct, measurable distribution channels are actively sending you qualified pipeline right now?

A channel only counts if it produced at least one qualified opportunity in the last 90 days.

One. We are dangerously concentrated.A

Two. One primary and one inconsistent secondary.B

Three. A reasonable spread but not fully systematic.C

Four to five. Multi-channel with clear attribution on each.D

Six or more. Distribution is engineered and compounding.E

Question 04 of 12

Can you name three partners actively driving revenue to your business this quarter?

Partners who sent you an introduction, co-marketed with you, or created a distribution pathway in the last 90 days.

No. I cannot name even one active partner.A

One. We have one relationship that occasionally sends business.B

Two. We have two active partners but nothing systematic behind it.C

Three to five. I can name them and track their contributions.D

Five or more. Partners are a structured, managed growth channel.E

Question 05 of 12

How deliberately do you activate your existing network when entering a new market or launching a new product?

This is about intentionality, not just word of mouth happening on its own.

Not at all. We rely on marketing campaigns, not relationships.A

Rarely. We sometimes tell existing contacts about launches informally.B

Sometimes. We have conversations but no structured activation process.C

Usually. We have a lightweight process for engaging our network on launches.D

Always. Network activation is the first slide in every go-to-market plan.E

Question 06 of 12

How many senior decision makers could you reach with a personal message this week, confident they would respond?

Only count people at the level of CEO, CRO, VP of Sales, or equivalent who know you personally.

Fewer than 10. My access is limited.A

10 to 25. I have a small but solid inner circle.B

25 to 50. A reasonable network, though many connections are warm rather than trusted.C

50 to 100. Strong access with clear relationship depth.D

100 or more. I have genuine, reciprocal access at scale.E

Question 07 of 12

Do you have a defined ideal partner profile the same way you have a defined ideal customer profile?

An ideal partner profile describes who shares your audience, complements your offer, and has incentive to send you business.

No. We have never formally defined what a good partner looks like.A

Loosely. We have a general idea but nothing written down.B

Somewhat. We have criteria but they live in someone's head, not a document.C

Mostly. We have a written partner profile, though it is not fully operationalized.D

Fully. We score and qualify partners the same way we score customers.E

Question 08 of 12

How easy is it for a partner to send you business right now? How clear is the handoff?

Think about whether a warm contact from a partner would know exactly what to do, say, and expect.

Unclear. There is no defined process for receiving a referral.A

Rough. We have a general landing page but no partner-specific pathway.B

Acceptable. We have a decent intro process, though it requires manual coordination.C

Strong. We have a referral page, intake process, and quick acknowledgment.D

Seamless. Partner referrals land in a dedicated pipeline with automated nurture.E

Question 09 of 12

Do you have an active, measurable co-marketing or co-selling arrangement with any partner right now?

This means a specific, documented arrangement, not just a casual agreement to refer occasionally.

No active arrangements of any kind.A

Informal agreements with no tracking or accountability.B

One active arrangement, though measurement is loose.C

Two to three active arrangements with some measurement in place.D

Four or more active arrangements, each tracked for revenue attribution.E

Question 10 of 12

How accurately can you predict next quarter's revenue within a 15% margin today?

Based on your current pipeline visibility, close rate data, and deal stage discipline.

Not possible. Revenue is unpredictable month to month.A

Rough estimates only. We are often surprised by what closes or falls out.B

Within 30%. We can ballpark it but the range is wide.C

Within 20%. We have solid stage data and a reasonable close rate baseline.D

Within 15% or better. Forecasting is a reliable management tool.E

Question 11 of 12

What percentage of your pipeline came from a source you can track back to a specific origin today?

Attribution means knowing whether it was a paid ad, a referral, an outbound sequence, a partner, or inbound content.

Less than 25%. Most pipeline origin is unknown.A

25% to 50%. We know roughly where big deals came from but not systematically.B

50% to 70%. Decent attribution with known gaps.C

70% to 90%. Strong attribution with minor blind spots.D

90%+. Full attribution. Every dollar has a source.E

Question 12 of 12

Do you have a formal pipeline review cadence where stage progression, velocity, and coverage are discussed weekly?

Not just a CRM update, but a structured conversation that leads to decisions.

No formal review. We discuss pipeline ad hoc when deals go sideways.A

Monthly at best. Reviews happen but are often reactive.B

Bi-weekly. We have rhythm but not always full data quality.C

Weekly with a structured agenda and action items tracked.D

Weekly with real-time CRM data, velocity metrics, and coverage targets.E

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