Readiness Diagnostic — No Fluff Advisory

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Step 2 of 3 ·

Path-specific questions that determine what to do next.

01 US localization

How different is the US buyer motion from your home market?

No mapping exists — we assume our home motion translates. We acknowledge differences but haven't mapped them. Differences documented, but not yet translated to motion changes. US motion runs distinctly with localized narrative, pricing, and partners. US motion is fully native and tied to validated buyer behavior.

02 US localization

How many US buyer conversations have shaped the GTM plan?

Zero — plan is from desk research. 1–3 conversations, mostly inbound. 5–10 documented buyer conversations, themes emerging. 15+ conversations across multiple segments, insights baked into plan. Continuous buyer research feeds the GTM plan on a weekly cadence.

03 Partner sequencing

Which US channel or partner path is sequenced first?

No partner motion defined. Names of agencies / platforms discussed, no priority order. Partner shortlist exists, but no engagement plan. Indie → mid-tier → holdco sequence in motion with named partners. Partner sequence is tied to pipeline contribution and validated.

04 First-hire design

How clear is your first US hire profile?

No first US hire defined. A title is in the budget, but the role is undefined. Role spec drafted; comp band TBD. Full scorecard: role, comp, success criteria, owned decisions, sourcing path. Role designed against the operating model, supported by a transition plan.

05 Proof readiness

How mature is your US proof package?

No US-specific proof. Home-market case studies repurposed. US case studies in draft. US case studies live; verticalized for at least 2 segments. US proof tied to ACV, expansion, or named-brand outcomes; sales-ready.

06 Packaging

How well does your pricing translate to US procurement and expansion?

Pricing wasn't localized. Currency converted; structure unchanged. Tier structure adapted, not yet tested. Pricing tested with US holdcos / enterprises, expansion path mapped. Pricing validated across multiple US deals, with procurement-friendly mechanics.

07 GTM execution

How clear is your first 90-day US GTM plan?

No plan beyond "hire someone." High-level milestones, no specific accounts or actions. Target-account list + activities for first 30 days. Full 90-day plan with accounts, partners, proof goals, and owners. Plan ties to pipeline math, hiring sequence, and partner activation cadence.

01 Pipeline math

Is the revenue target reverse-engineered into pipeline requirement?

No — we hope spend converts. Quarterly target exists, no pipeline coverage model. Pipeline coverage ratio used at planning, not weekly. Pipeline math wired into CRM dashboards, refreshed weekly. Pipeline math by segment + channel + persona, used to allocate spend.

02 Marketing quota / SLA

Does marketing own qualified pipeline quality, not just volume?

Marketing is measured on MQL volume only. MQL volume + some "quality" judgment, no system. Quality dimensions defined (fit, signal, intent), not tracked. Marketing carries sales-acceptance rate + ACV by source quotas. Marketing owns qualified pipeline + win rate by source + influenced expansion.

03 Marketing quota / SLA

Does sales have an SLA for speed, conversion, and feedback?

No SLA — sales picks what to work. Loose expectations, no measurement. Speed-to-lead targets exist, conversion not tracked. Full SLA: speed + accepted-lead + first-meeting + reason codes. SLA wired to comp and weekly review; feedback updates scoring model.

04 Lead scoring

Is lead scoring tied to ACV, CLTV, conversion probability, and churn risk?

No lead scoring exists. Single-axis scoring (e.g. demographic fit only). Multi-axis scoring drafted, not tied to outcomes. Scoring includes ACV + conversion probability + customer fit. Full 5-axis: value + probability + fit + retention + cost-to-acquire, fed by churn data.

05 Channel orchestration

Are inbound, outbound, events, email, PR, partnerships, and content orchestrated?

Each channel runs independently. Some coordination via shared targets. Channels mapped to ICPs, but tactical only. Orchestration layer routes signals across channels with shared targets. AI-orchestrated next-best-action across all channels, by account.

06 CRM discipline

Does CRM capture reason codes for accepted, rejected, lost, churned, and expanded accounts?

No reason codes captured. Free-text reasons, not analyzed. Reason codes defined but inconsistently used. Required fields per stage, weekly review of reason-code distribution. Reason codes feed back into ICP, scoring, and product roadmap.

07 Churn feedback

Is churn feedback used to improve qualification?

Churn isn't fed back to qualification. Churn reviewed quarterly, no qualification impact. Churn reasons captured, occasional ICP discussion. Every churn updates scoring model; bad-fit accounts re-filtered. Pre-sale qualification gates explicitly tuned by churn reasons; closed loop.

08 AI orchestration

Are AI workflows used for orchestration — or just email generation?

No AI in the workflow. AI writes outbound emails, nothing else. AI summarizes calls or notes for sales. AI classifies accounts, scores opportunities, generates briefs. AI orchestrates routing + next-best-action across the full revenue supply chain.

01 Decision rights

Are decision rights documented?

No — every important decision routes through the founder. Verbal norms, not written. Some decision types documented, not enforced. Decision rights matrix exists and is referenced. Decision rights are tied to leadership cadence; decisions measurably faster.

02 Decision rights

Does each function know what it owns?

No — overlapping ownership and turf wars. Broad function statements, no hand-off detail. Function charters exist; hand-offs ambiguous. Clear function ownership with named hand-off rules. Ownership + hand-offs validated through measurable customer-journey outcomes.

03 RACI

Is there a RACI for customer-journey handoffs?

No RACI — customer-journey owner is undefined. RACI exists for some functions, not the customer journey. Customer-journey RACI drafted, not enforced. RACI live across Sales → CS → SE → Product handoffs. RACI tied to NRR + expansion outcomes; reviewed quarterly.

04 Capacity model

Is capacity planning tied to revenue, onboarding, renewal, and product load?

No capacity model — hiring is reactive. Headcount budget exists, no per-role math. Per-team capacity discussed, not modeled. Quota math + onboarding load + renewal calendar modeled. Real capacity model wired to revenue, refreshed quarterly.

05 First-hire design

Is the first regional / US hire mandate clearly defined?

No first regional hire defined. A title is in the budget; scope undefined. Role spec drafted, no operating-model support behind it. Full scorecard + transition support designed. Hire designed against operating model + supported by RACI + capacity model.

06 Operating cadence

Does the leadership meeting cadence create decisions — not just updates?

Meetings are status updates; decisions happen offline. Decision moments exist, not documented. Some meetings have decision agendas; tracking informal. Cadence designed around decision types with owners + timelines. Decision velocity measurably improved; backlog and aging tracked.

07 Global / local

Is global vs local ownership clear?

Not defined — local teams improvise. Broad statements about global standards. Global vs local matrix drafted. Three-lane model active: global owns / local owns / shared owns. Global / local model tested through a regional launch.

08 Role scorecards

Are role scorecards tied to outcomes?

No scorecards — generic JDs only. Scorecards exist for some roles, not enforced. Scorecards drafted for all senior roles. Scorecards tied to 90/180/365-day outcomes, reviewed. Scorecards wired to comp and promotion criteria.

01 1PD richness

How rich is the first-party data?

Unknown / not assessed. Limited or fragmented. Usable for insight, but not activation. Usable for matching, measurement, or activation. Rich, governed, and tied to outcomes or customer value.

02 Data sensitivity

How sensitive is the data collaboration?

Not assessed. Low-risk aggregate data. Recipient-specific data with some access controls. PII, regulated IDs, or sensitive customer data. Multi-party sensitive collaboration where raw data and logic must be protected.

03 Output strategy

Is the intended output defined (insight / measurement / activation / enrichment / model / data product)?

No — we're still exploring what the clean room is for. A single output type discussed, no spec. Output type chosen, no schema. Output schema + delivery method defined. Output spec tied to a measurable business outcome with a buyer.

04 Platform fit

Is the platform strategy defined?

No platform strategy. One preferred platform, no use-case fit logic. Shortlisted platforms, no decision criteria. Platform selected based on use case, cloud maturity, and governance. Platform fit validated through buyer environment, POC, and production path.

05 Governance

Is there an output policy?

No. Discussed verbally. Drafted but not approved. Defined for query, aggregate, export, activation, and retention. Approved by legal, privacy, and technical owners.

06 Governance

Is there a named governance owner?

No governance owner identified. Ambiguous — shared between legal and product. Named owner, no decision authority. Named owner with decision authority + cadence. Governance owner integrated into commercial and product reviews.

07 POC-to-production

Is the POC designed backward from production?

No POC design. POC is a general test. POC has success criteria but no production trigger. POC has use case, owner, success criteria, and production trigger. POC is part of a defined commercial path to recurring capability.

08 ADH / workflow clarity

If Google ADH / BigQuery is required, is the workflow defined?

Not applicable / no ADH workflow yet. ADH considered, no spec. Match keys + schema discussed, not normalized. Match keys normalized + hashed; aggregation thresholds defined. ADH workflow validated end-to-end with refresh cadence + export rules.

01 ICP segmentation

Is the ICP segmented across apps, agencies, media buyers, brands, eCommerce, and partners?

Not segmented — we sell to "everyone in the app ecosystem." We mention multiple ICPs but no priority. Primary ICP chosen, secondary undefined. ICP sequenced: primary → secondary → strategic → expansion → partner. Sequenced ICP validated against conversion + ACV + retention by tier.

02 Positioning

Is the product positioned as UA, retargeting, app-growth stack, in-app DSP, or app-first programmatic?

Positioning is "mobile DSP" — too small for the opportunity. Multiple positioning options floated, none chosen. Positioning chosen, not yet tested with buyers. Positioning lands with most buyers, narrative tightening. Positioning drives meetings + budget decisions; sales-tested.

03 Self-serve / API posture

How clear is the self-serve / API / managed-service posture?

Unclear — we say "all three." Stated default, but buyers can't self-serve. Self-serve flow exists; messaging inconsistent. Posture clear + product matches; buyers route correctly. Posture differentiates against managed-service incumbents; wins logged.

04 Privacy-era measurement

How mature is your privacy-era measurement posture (SKAN / AdAttributionKit / MMPs)?

Not addressed. Mentioned in pitches, no depth. Documented posture, no MMP integration. Live integrations with major MMPs; SKAN/AdAttributionKit handled. Privacy posture differentiates against competitors; sales-validated.

05 CTV extension

How clear is the CTV app extension narrative?

No CTV app extension narrative defined. Informal — discussed but not documented. Documented but not tested with buyers. Tested in live deals or operational use. Proven, repeatable, and tied to commercial outcomes.

06 Partner sequencing

Are partner channels sequenced (MMPs, agencies, supply, identity, resellers)?

No partner sequencing defined. Informal — discussed but not documented. Documented but not tested with buyers. Tested in live deals or operational use. Proven, repeatable, and tied to commercial outcomes.

07 Buyer objection mapping

Are buyer objections documented and handled?

No buyer objection handling defined. Informal — discussed but not documented. Documented but not tested with buyers. Tested in live deals or operational use. Proven, repeatable, and tied to commercial outcomes.

08 First US motion

Is the first US commercial motion defined?

No first US commercial motion defined. Informal — discussed but not documented. Documented but not tested with buyers. Tested in live deals or operational use. Proven, repeatable, and tied to commercial outcomes.

0 / 100

Confidence: Confidence reflects how much evidence the assessment has, not how good the score is.

What this means

Top 3 risks

Strongest dimension

Dimension breakdown

Missing artifacts

Fastest score movers (next 30 days)

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Per-dimension breakdown

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Readiness Scorecard.