sales and marketing insight for venture professionals. audit sample report.pdf · 2014. 1. 26. ·...
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© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
Sales and marketing insight for venture professionals.For companies that wish to evaluate their on-going commercial performance and for companies preparing for investment.
This 360 Audit report is designed to assist you, your colleagues, and your investors in identifying areas of strength as well as areas that require attention.
www.360audit.com 360 Audit Master 1.2
5.71 5.34 5.05
5.40 5.17 5.50
6.47 5.63 4.79
4.83 5.72 3.93
3.39 6.01 4.43
Exec
utio
n
Are we selling to the right customer?
Do we have the right sales mix?
Will we be able to scale up sales?
Mar
ket
Tech
nolo
gyM
arke
ting
Sale
s
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
Scores have been generated from the input of up to seven of your board members, execs or front-line team. Scoring is based on unique algorithms and weighted scores for each respondent.
If your company commissioned a 360 Audit in-depth report, please read on for individual question outputs and the bespoke interpretive report.
360 Audit heatmap summary:
Do we have the right pricing model?
Organizational structure
(comprehensiveness)
Systems and processes ready for
growth?
Are we expansion ready?
How well do we understand our
customers' needs?
How is our market timing?
Are we addressing the right
opportunity?
Do we have the right product or service?
Are we prioritizing R&D appropriately?
Do we have a product or service
risk?
Are we properly interacting with the
marketplace?
Do we have the right marketing mix?
Poor result
Requires attention
Room for improvement
Good result
No big issues identified
www.360audit.com 360 Audit Master 1.2
Score color coding key:
Scores between: 0.00 2.50Scores between: 2.50 4.00Scores between: 4.00 5.00Scores between: 5.00 6.00Scores between: 6.00 8.00Scores between: 8.00 10.00
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
The 360 Audit heatmap scores three key areas of performance across five critical operations for any young B2B technology company: Market opportunity; technology development and product fit; marketing strategy and implementation; sales strategy and implementation; and ability to execute and scale.
Each cell is a composite score consisting of the responses by your executive team to several different questions in the survey.
A low, or red and orange, score in any heatmap cell indicates that your company is doing poorly across all or most of the elements that make up that cell. Obviously, a high, or green, score indicates the contrary; that your company is doing well across all or most of the elements that make up the cell. In either case, your executives are aligned in their individual views of how your company is doing.
A mid-range, or yellow, score indicates that a number of factors could be at play. You may have scored well on some of the component questions but poorly on others. Or you may have scored in the mid-range for all or most of the component questions. Most troubling for young companies is the possibility that various members of your executive team answered the component questions directly opposite to each other; in other words, you lack alignment. Further detailed analysis of mid-range scores is required before you can draw clear conclusions.
If your company commissioned a 360 Audit in-depth report, the individual question outputs follow and you can review the individual answers to see where there is alignment and misalignment (these are un-weighted scores).
Interpreting your heatmap
www.360audit.com 360 Audit Master 1.2
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
PRICING AND CONVERSION
This segment addresses revenue and deal sizing. The charts tell us about how your company is getting along with sales conversion and hitting target price ...
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
Have you proven your pricing and margins for your chosen markets? (i.e. are you consistently getting the price you ask for?)
Does your billing model align with your customers’ purchasing processes? (i.e. your customers are used to buying your product or service in a certain way and you are set up to sell that way)
0
1
2
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4
5
6
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We always getfull price
Weoccasionally
have todiscount
We regularlyhave todiscount
We alwayshave todiscount
Don't know
0
1
2
3
4
5
6
7
Fully aligned: It’s easy for our
customers to buy from us
We have a newpricing approach
but customers areembracing it
We have a new pricing model that’s
still to be proven
Don’t know
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
How far ahead of the adoption curve are you?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
Are sales converting quickly enough? (i.e. are deals closing in the timescales anticipated in your business plan?)
0
1
2
3
4
5
6
7
We are selling astandard product orservice (No change
for customers)
We are selling anevolutionary product
or service(Customers have toadapt to a degree)
We are selling arevolutionary
product or service(Customers willhave to thinkdifferently)
Don’t know
0
1
2
3
4
5
6
7
We consistentlyclose saleswithin ourexpectedtimescale
We close saleswithin ourexpected
timescale mostof the time
Sales rarelyclose in the
time we wouldlike
No, we still haven’t locked-down a trend to customers' buying cycles
Don’t know
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Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
Have you tested the product or service in a real environment with real customers?
What is your key selling point? (i.e. how different are you from what’s currently used to address this pain or need?)
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5
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We are a whole NEW WAY of solving our
customer’s problem or addressing their
needs
We solve our customers’ problem
or address their needs in a BETTER way than currently
available
We are NOT a whole lot different from competing
solutions but we’re cheaper
Don’t know
0
1
2
3
4
5
6
7
We haven’t tested yet
We are testingwith early-
adoptercustomers
We have testedwith customers,responded tofeedback andare refining
We consider ourproduct or
service to befully market-
ready
Don’t know
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Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
Are you happy with the size or profile of company to which you have successfully sold a product or services to-date?
Are you happy with the seniority of decision makers with whom you are dealing?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
01234567
We aresuccessfullyselling to the
size and profileof company we
want to beselling to
We sometimessell to our
desired sizeand profile ofcompany but
we doexperiencesome issues
We rarely sellto our target
size and profileof company
We have notyet sold to ourideal or targetsize and profile
of customer
Don’t know
0
1
2
3
4
5
6
7
We are dealing withthe decision makers
who havepurchasing authority
We are dealing withkey influencers but
not the finaldecision maker
We are not yetengaged at the right
level
Don’t know
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© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
DEAL SIZE AND MARKETS
These charts show us how's it going in your current markets, if you are in good shape for expansion, and your marketing effectiveness?
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
Are you hitting target profit on every deal?
Are you writing deals of the right size to deliver your organisation’s sales forecasts?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
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Yes Most of thetime
We discountregularly
No Don’t know
0
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2
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5
6
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Always Most of the time Some of thetime
Not yet Don’t know
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
What is your actual revenue mix?
Are you spending too much time on [large] accounts to the detriment of securing faster revenues from smaller accounts?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
0
1
2
3
4
5
6
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Large numbers ofsmaller deals
Mixture of smalland large
Small number oflarge deals
Don’t know
0
1
2
3
4
5
6
7
Yes No Possibly Don’t know
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
Is the adoption of your product or service contingent upon cooperation with third parties (i.e. systems integrators, in-house departments etc.?)
Does your current cash flow or next funding round provide you with sufficient funds to access:
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
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6
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No Yes, but itcauses no grief
Yes, and thiscan lead todelays and
minor problems
Yes, thisregularly leadto delays or acancelled sale
Don’t know
0
1
2
3
4
5
6
7
All of our chosenmarkets
The next wave ofchosen markets
Our next individualbig market
Don’t know
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
Are there regulatory hurdles that affect your organisation’s market development?
How are you going to enter your next chosen market(s)?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
01234567
No Yes. We havecleared them
and havecompleteregulatoryapproval
Yes. We arecurrently
dealing withthem and
expect to havecompleteregulatory
approval in thenear future
Yes. We stillhave to
address them;regulatory
approval is notexpected any
time soon
Don’t know
0
1
2
3
4
5
6
7
Open a directoffice/facilityand recruitstaff to sell
direct
Sell directand viachannelpartners
Sign-up to asingle
distributor
Sign-up tomultiple
distributors
Work directlywith localservice
providers(value addedresellers and
retailers)
Don’t know
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
Do you have the capability to manage multiple languages and time zones?
Marketing: Do you have the right marketing mix (i.e. brand awareness, new leads, good balance between new and traditional techniques)?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
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2
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Yes Partially No Don’t know
0
1
2
3
4
5
6
7
Yes There is room forimprovement
No Don't know
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
Marketing: Are you allocating sufficient budget to your marketing activities?
Sales mix: What’s the right sales mix for your organisation?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
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Yes No We allocate toomuch intomarketing
Don't know
0
1
2
3
4
5
6
7
Direct sales Direct sales andchannel partners
Channel partnersonly
We don’t know yet
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© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
SALES STRUCTURE AND CHANNEL
These charts show us how your company is managing sales and tracking towards target revenue? Feet on the streets; resellers, distributors, agents, VARs; or online-only sales?
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
How do you approach channel partner (reseller, service provider etc.) recruitment?
Do you provide qualified leads to channel partners?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
0
1
2
3
4
5
6
7
We have arigorous and
highly selectiveprocess
We have aprocess of sorts
We simplyrecruit as many
partners aspossible
We need todevelop a
better process
Don't know
0
1
2
3
4
5
6
7
Yes Sometimes No Don't know
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
Do you track what happens to these leads?
Are you satisfied that you have the right sales mix to deliver your organisation’s sales forecasts?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
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Yes Occasionally No Don't know
0
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7
Yes No Don't know
www.360audit.com 360 Audit Master 1.2
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
SALES MANAGEMENT
This segment addresses how your company is managing sales and tracking towards target revenue?
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
On a scale of 1-to-5 how would you rate your sales training and materials? (1 = poor, 5 = excellent)
What is the quality of your CRM system reporting?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
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1 2 3 4 5
0
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Excellent Good Could be better We don’t have a CRM
Don't know
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
Have you mapped your sales pipeline stages?
How confident are you that these stages map to your customers’ purchasing behaviour?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
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Yes No What’s a sales pipeline stage?
Don't know
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Very confident Somewhat confident Too early to say Don't know
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
When a new enquiry comes into the company; are you clear on what happens with it?
Are you giving your sales people or sales channels the tools they need to do their job properly locally (sales materials, after sales support etc.)?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
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Yes No
0
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2
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Yes We could be doingbetter
No Don't know
www.360audit.com 360 Audit Master 1.2
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
INFRASTRUCTURE
These charts show us how's it going with your people, processes, and you ready to scale-up the business?
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
How good are you with credit checking and getting the right contracts in place with customers?
Do/can you deliver customer orders on time?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
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Very good Fairly good Not goodenough
Quite bad,actually
Don't know
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2
3
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5
6
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Always Most of the time Some of thetime
Never Don't know
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
Can you scale-up to meet unexpected demand or large orders?
Do you have systems in place to manage after-sales support?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
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Yes No Don't know
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2
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Yes Our systems requireimprovement
No Don't know
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
Are you aligned with market trends? (i.e. mobile technology, SaaS, big data, etc.)
How would you rate the degree of risk to the success of your plan in each of the following areas?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
0
1
2
3
4
5
6
7
We havealready
implementedleading markettrends and aremoving beyond
them
We haveimplemented
leading markettrends
We have aclear path that
moves ustowards
implementingmarket trends
We have noplan to
implementleading market
trends
Don't know
4
4
4
4
4
4
5
5
5
5
5
Risk from competitors User adoption / uptake risk Technical / delivery risk
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
Are you aware of how the competition is responding to you?
Are there sufficient R&D resources to expand the competitive advantage of your product or service?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
0
1
2
3
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Don't think that weare on their radar
We have been upagainst themcompetitively
They are badmouthing us
We don’t know what our
competition is saying about us (if
anything)
0
1
2
3
4
5
6
7
Yes No We allocate toomuch into R&D
Don't know
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
Are there jumps into other verticals you can make?
Is the current departmentalisation working?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
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1
2
3
4
5
6
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Yes, but we arefocused on coremarkets at this
time
Yes, we are alreadyworking acrossmultiple sectorsand doing well
We are spreadingourselves acrosstoo many sectors
Don't know
0
1
2
3
4
5
6
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Yes We have somestronger
departments thanothers
No, we have workto do here
Don't know
www.360audit.com 360 Audit Master 1.2
Question outputs, un-weighted scores.
Question outputs, un-weighted scores.
Have you set and track KPIs for your departments?
Are you developing a good management team structure (i.e. not your executive team)?
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
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Yes, we workto structureddepartmental
metrics
Yes, in a way No, buteveryone
knows whatthey're doing
No Don't know
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1
2
3
4
5
6
7
Yes, we are buildinga good second-tier
team
Our managementlayer is ok for now
No, we have tobuild a better
management layer
Don't know
© COPYRIGHT 2013/14 PERGALI LIMITED, FRANCIS MORAN & ASSOCIATES. ALL RIGHTS RESERVED. 360 AUDIT AND ITS ASSOCIATED LOGO ARE TRADEMARKS OF PERGALI LIMITED. ALL PERGALI PRODUCTS AND SERVICES ARE SUBJECT TO CONTINUOUS DEVELOPMENT. WE RESERVE THE RIGHT TO ALTER TECHNICAL SPECIFICATIONS WITHOUT PRIOR NOTICE.
We hope you found this 360 Audit to be a fair reflection of your company's on-going commercial performance. Your feedback is important so please send any comments to [email protected].
360 Audit has been developed by PERGALI Limited and Francis Moran and Associates.
PERGALI is an international consulting practice that works with ambitious executives and stakeholders to deliver new market revenue and transform commercial performance through marketing expertise.
Francis Moran and Associates works with early-stage B2B technology companies that want to accelerate revenues, improve their market presence, establish thought leadership and succeed in a fast-moving and competitive environment.