Lever01For software companies and investors
Acquisition & Sales Efficiency
When growth only comes with ever more sales cost, the constraint sits in the chain from first contact to close. We measure that chain in your numbers, rebuild the weakest stage and make the effect visible in CAC payback.
How you recognize this lever
More meetings, same closes
The pipeline grows at the top, little arrives at the bottom. Nobody on the team knows the conversion per stage precisely.
Everyone sells differently
Discovery, proposal, follow-up: each person has their own approach. The forecast stays a gut feeling.
New reps ramp slowly
Onboarding depends on ride-alongs and luck. There's no playbook and no call library.
90 days, one lever, one number
Days 1 to 15
Funnel diagnosis
We measure the chain from first contact to close in your systems: conversion per stage, cycle time, cost. At the end, the constraint is documented in writing.
Days 16 to 75
Rebuild at the constraint
A playbook per funnel stage, qualification against a fixed framework, AI assists for research, call preparation and follow-up. Introduced in live sales, with your team.
Days 76 to 90
Measurement and handover
Before and after on the agreed number. Playbooks, measurement routines and owners sit with your team. You decide how to continue.
What we work with
Documented methods with named sources. The derivation of the key metrics lives on the methods page. View the methods
Bowtie funnel
Winning by Design
Winning by Design models the funnel beyond the close: onboarding, adoption and expansion belong to the sales system.
SPICED qualification
Winning by Design
Every opportunity carries situation, pain, impact and a critical event. The forecast becomes reliable.
Role specialization
Predictable Revenue, Aaron Ross
Aaron Ross splits first contact, closing and existing accounts into separate roles once volume supports them.
What you can hold us to
CAC payback
Months until acquisition cost is repaid, calculated on gross margin.
Magic Number
New annual revenue per sales and marketing dollar spent. Values above 0.75 count as efficient (benchmark: Scale Venture Partners).
Conversion per stage
From first meeting to close, measured at every funnel stage.
Cycle time
Days from qualified contact to signature.
The other levers
Lever 02
Pricing & Monetization
Survey willingness to pay, rebuild pricing metric and tiers, build expansion into the model.
View this leverLever 03
Retention & Expansion
Couple onboarding to first success, steer cohorts by early signals, lift NRR.
View this leverLever 04
Delivery Costs & AI Productivity
Measure cost per customer, rebuild the constraint, anchor AI in the process.
View this leverWhich lever comes first?
The scaling audit ranks the four levers by impact on your most important number. In a first call, we'll check whether the task is a fit.