Revenue Engine Baseline Assessment
A structured, independent diagnostic for B2B SaaS businesses that need to know what's broken — and in what order to fix it.
4–6 weeks · Fixed fee · B2B technology · ANZ & APAC
Most revenue problems aren’t revenue problems.
They are visibility problems dressed up as performance problems. You cannot close what you cannot see, forecast what you cannot trust or fix a leaking pipeline without knowing where it leaks.
Before you hire more reps, change pricing or commission another brand refresh, you need to know what is actually broken—and what is not. That is what the Revenue Engine Baseline Assessment delivers.
Who This Is For
Board pressure and unreliable data: leaders need a credible growth plan, but the supporting data is incomplete or conflicting.
High activity and inconsistent results: the team is busy, but the numbers are not following.
New ownership or leadership: you need an independent view of what you have inherited.
Expansion is not materialising: cross-sell or multi-product revenue remains theoretical.
The CRM does not reflect reality: pipeline, forecasting and reporting cannot be trusted.
A key hire is joining: the incoming leader should inherit a diagnosis and a prioritised plan.
What We Look At
Sales Effectiveness
Pipeline quality, stage conversion, win/loss patterns, rep productivity, forecast accuracy and sales cadence.
Marketing Contribution
Ideal-customer definition, channel quality, conversion, nurture and the link between marketing spend and sales outcomes.
Customer Revenue Dynamics
Churn, downsell, net revenue retention, expansion opportunity and the data supporting retention decisions.
Systems and Data Architecture
CRM health, billing integration, reporting reliability, tooling gaps and whether the team has a single source of truth.
Organisation and Capability
Team structure, leadership, hiring priorities, capability gaps and alignment with the go-to-market motion.
How It Works
Phase 1 — Access and Audit
Weeks 1–2: review CRM, billing, marketing and financial data; interview sales, marketing and customer leaders; assess existing dashboards and processes.
Phase 2 — Diagnostic Deep Dive
Weeks 2–3: analyse pipeline, conversion, churn and retention; assess team capability, process adherence and system fit.
Phase 3 — Synthesis and Prioritisation
Weeks 4–5: stress-test findings against growth objectives and sequence recommendations by impact and feasibility.
Phase 4 — Read-out and Handover
Week 6: executive read-out, written assessment and an optional structured handover to an incoming leader or implementation partner.
What You Get
A clear written assessment and executive read-out, including:
A board-ready summary of the revenue engine’s current state
A red/amber/green capability assessment across the five areas
A prioritised and sequenced action plan
The critical path and dependencies
Leadership and hiring recommendations
A focused metrics and reporting framework
The engagement can extend into an interim execution phase to lead the first wave of priorities.
Engagement Terms
Duration: 4–6 weeks from kick-off to final read-out.
Format: Fixed fee, priced on application according to scope and complexity.
Access required: CRM read access, billing data and approximately 6–8 hours of leadership interviews.
Who does the work: Gari Johnson personally—not a delivery team managed from a distance.
Extension option: Interim execution support is available.
Confidentiality: A full NDA is executed before the engagement. Findings are never published without explicit client consent.
The Honest Version
A revenue-engine diagnostic is only worth commissioning if you are prepared to act on what it finds. Some findings will be uncomfortable: a capability gap, an expensive system that is not doing its job or a process that nobody has had the mandate to change. The organisations that gain the most are willing to hear what the data says and act on it.
Ready to find out what is actually broken?
Conversations are confidential and without obligation. If the assessment is not the right fit, I will say so.