Benchmark Data Manager

Your customers understand the purpose of your business. (not just your product features).

You understand the jobs that customers give to your product and services. How they use it.

You have a clear and validated understanding of the problems your best customers are actively trying to solve, and how they prioritise them.

Your customers understand the unexpected gains they get from working with you, beyond the core job your product does.

You understand Your Ideal Customer Profiles (ICP)

You have means of capturing and measuring customer value across all accounts - (and CSAT)

You have built a steel thread internal operational connection from customer feedback and value, into your GTM messaging and cadence. (From Sales and Partners).

Your stakeholders can access a consistent planned cadence of content about you and your services through your website and at least one social media channel.

You have a clear, evidence-based understanding of your customer buying cycles, and have aligned your sales process to it.

Your sales team understands and consistently applies your qualification criteria in your sales opportunities. And you differentiate qualified vs not in your pipeline.

You have a clearly defined pipeline and stage model that supports consistent qualification and reliable forecasting.

You have embedded a clear Pricing policy with sales staff across all accounts and deals.

You have standard customer agreements in place.

You and your customers understand the alternatives/competitors to your solution

Your shareholders have a clear understanding of the purpose and long-term vision of your business

You have a structured process for keeping shareholders informed about company performance

You have mapped out your break-even path and communicated it to shareholders

You understand the profitability of your deals. Contribution Margin and Pricing strategy. (impacting your break-even point).

You have learnt what works or doesn't in your revenue forecasts and have transparency in your methods

You have established a policy for deal sharing with Partners (referrals %)

You understand and articulate the expected WIN WIN impact and value you can have on and with your Partners.

Your partners understand the Purpose of your business.

Partners contribute to your growth by generating and progressing new customer opportunities.

You have regular formal performance review processe in place with all staff

You have Performance targets agreed with all staff that include both business and individual needs.

All of your staff are clear on the purpose of your business.

Your staff are all aware of your company's strategic objectives.

You discuss and review progress vs your company objectives regularly

You have articulated and shared an Organisational chart of your business showing clear lines of authority and decision making.

You review and improve your org chart, using it in hiring decisions and hiring processes, and to check for Silos and 1-2-1 load on team leads and leadership

You periodically review a network map of your business, showing interactions across teams, and where / who is connected with external stakeholders.

The business encourages staff to experiment with AI tools but visibly, with clear boundaries on what data can be used and where human judgement remains essential..

You and your staff have established a set of company values to set standards in behaviour

You have role descriptions in place for all roles in the business with clear lines of authority

You understand and manage all of the operational data you need in the Customer journey - (in a CRM system)

You regularly measure Time to Value for your Customers.

You communicate the value and impact of your offering clearly, and consistently reinforce it through your marketing, sales conversations, and customer evidence (e.g. case studies).

You regularly gather customer feedback on your Marketing output. And make adjustments where needed.

You have Win / Loss reviews that include all GTM teams. (Including Customer non-renewals).

Your customers are consistently and rapidly enabled in using your products and services

Your Pricing policy is transparent, aligned to value delivered and easy to understand for all customers.

You have a regular formal cadence for reviewing pricing policy vs Customer ROI.

You have discussed and aligned with shareholders on future exit intentions and expectations

You disclose significant financial and governance decisions to shareholders transparently and consistently.

You track and report material risks, (including economic, operational, and reputational risks) to shareholders

You track your Contribution Margin at a product or service level to inform pricing and profitability

You have implemented a process for Referrals and / or Resells in the business, from capture to closure

You have agreed Partnership Mgt performance measures within your business

You have processes to identify, test and qualify in/out partnering opportunities

You have implemented Partner onboarding processes with Staff

Your onboarding process clearly sets a baseline of the expected Partner win/win in the relationship

You are able to measure a Partner's satisfaction and success with each Partner. (PSAT)

You have a regular cadence for Partnership reviews and governance in place with all active partners

You include your Partners successes as a major KPI in your board reporting.

You recognise a Partner's success in your Staff performance reviews

You have partners that have achieved success through Partnering with your business

You have implemented Partner enablement processes for all Partners

Your team uses AI in a small number of repeatable core tasks for improved speed or consistent quality, and this use is shared across the business

You set team objectives in all teams.

You set cross-function team targets.

Your staff are clear on the Role accountabilities for all staff along their core processes.

Your teams have a common understanding of which AI tools are approved for use, what risks they introduce, and who remains accountable for outcomes

You forecast and report cash flow and profitability metrics at least 12 months ahead

You have automated self service enablement for Partners in your ecosystem

Your staff have access to Partnership management training and best practice.

You have processes in place to review and improve your partner success journey

Your cross-function teams have feedback loops / reviews and space to improve collaboration

Your staff feel they have agency in the innovation decisions to improve operations.

Your leadership team can clearly articulate the financial and strategic priorities for the next 12–18 months

There is alignment between leadership and shareholders on what “success” looks like in the next phase of growth.

You have defined what trade-offs you are willing to make between growth, profitability, and risk

You proactively communicate both positive and negative performance signals to shareholders

Shareholders have confidence in how and when they will receive updates on performance and risks

Your revenue forecasts are based on pipeline data and defined conversion assumptions rather than informal judgement

You can clearly explain changes in your revenue forecast based on pipeline movement, conversion rates, and deal progression.

Your approach to generating awareness and interest is structured and repeatable.

You have defined and consistently apply clear criteria for what constitutes a qualified opportunity

You have multiple sources generating pipeline opportunities

Your pipeline is generated from a balanced mix of sources.

Your go-to-market efforts are focused on the sources that consistently generate your highest-value opportunities, based on tracked performance data.

Prospects consistently progress beyond early-stage conversations into meaningful, qualified opportunities.

Customers can clearly distinguish your offering from alternatives

You track and review pipeline performance using clear, reliable, and up-to-date data.

You can clearly communicate, in your audience's own language, the problem or desire that brings them to look for a solution like yours

You can explain, in one sentence a prospect would use themselves, why they'd choose you over the alternative they're most likely considering

You produce and communicate content on a consistent, planned schedule across all channels - not ad hoc, and not in reactive bursts

You have a named owner accountable for external messaging and brand consistency across the business.

You test and iterate your messaging (e.g. A/B tests, live prospect reactions) rather than relying on assumption

You have documented brand standards (visual identity, tone of voice) that are consistently applied across your comms, not just your logo

Marketing plans and content are shared with Sales and Product before they go live, so the team can follow up and stay consistent with what's being said externally

Content is reviewed for accuracy, quality, and brand voice before publishing, regardless of how it was drafted