THE METHOD

Revenue Health Score: the methodology

466 operational standards assessed across 8 strategic pillars. Every criterion comes from the field, not from theory. 15 years of operational experience codified into an actionable framework.

466operational standards
8strategic pillars
15 yrsof field experience
50+diagnostics delivered
HOW IT WORKS

One score. Hundreds of signals.

The Revenue Health Score aggregates 466 checkpoints into a single score out of 100. Each criterion is weighted by its real impact on revenue generation — not according to a theoretical grid, but based on what we have observed in the field over 15 years.

REVENUE HEALTH SCORE— A single score /100
8 STRATEGIC PILLARS— From branding to management
80+ CATEGORIES— Awareness, Lead Gen, Qualification, Discovery…
466 OPERATIONAL STANDARDS— Built from 15 years of experience and 50+ diagnostics
Contextual weightingNot every criterion carries the same weight. A broken qualification process weighs more than a missing email template.
Bottom-up cascadeScores flow from the field up to the top: question → category → pillar → global score. Nothing is lost along the way.
Industry-calibratedA 20-person SaaS is not assessed the same way as a 500-person industrial group. Weightings adapt to your reality.
WHY THESE 466 STANDARDS

Every standard comes from a recurring field observation

15 years of revenue operations. 50+ field diagnostics. Hundreds of interviews with CEOs, CROs, VP Sales, CMOs. This framework was not born from a theoretical model. It was built standard by standard, from what consistently separates high-performing organizations from those that stagnate.

Weightings are calibrated by industry and company size. A 20-person SaaS is not assessed like a 500-person industrial group. The weight of each question, category, and pillar reflects its real impact on revenue generation in your specific context.

Acquisition
« Does lead scoring incorporate behavioral signals in addition to firmographic data? »
Most companies score on size and industry. Behavioral signals (pages visited, content downloaded) remain a blind spot.
Sales
« Is the qualification methodology formalized AND actually adopted by the sales team? »
Many teams have a framework on paper. Very few actually use it in every deal review.
RevOps
« Is CRM data cleaned and enriched in an automated way? »
Data degrades by 30% per year without an active process. This is consistently one of the most under-invested pillars.
THE 8 PILLARS

Every link in your revenue chain

From brand positioning to client retention. 8 strategic pillars, each with its categories and operational standards.

Branding
Without clear positioning, your sales team sells a product. With it, they sell a vision.
Awareness · Messaging · Content · Differentiation
35 questions
Acquisition
The highest-weighted pillar after Sales. An uncontrolled CAC kills profitability before any deal is even closed.
Lead Gen · Channels · CAC · Inbound
62 questions
BDR
The forgotten link. 60% of marketing-qualified leads are lost due to lack of a structured BDR process.
Qualification · Handover/SLA · Prospecting · Outbound
48 questions
Sales
Maximum weight in the score. The quality of the sales process directly determines conversion rate and deal size.
Discovery · Closing · Pipeline · Enablement
72 questions
CRM
A poorly adopted CRM blinds the entire decision chain, from forecasting to coaching.
Data Quality · Adoption · Workflows · Reporting
55 questions
RevOps
Cross-team alignment is the silent multiplier. Without RevOps, each department optimizes in a silo.
Stack · Alignment · Integrations · Automation
68 questions
CSM
Acquiring a customer costs 5 to 7 times more than retaining one. CSM protects your recurring revenue base.
Onboarding · Retention · Expansion · Health Score
58 questions
Management
The best processes are useless without the rituals and culture that keep them alive day to day.
Rituals · Coaching · Alignment · Culture
68 questions
INTERPRETATION THRESHOLDS

Five levels of revenue maturity

85–100
Excellence
Best-in-class organization. Processes are continuously optimized, teams are autonomous, data drives every decision. Revenue is predictable and scalable.
70–84
Performing
Processes are mastered, adopted by teams, and measurable. Foundations are solid: tools configured, rituals in place, KPIs tracked. The challenge is to optimize and scale.
50–69
Structured
The foundations exist but remain fragile. Processes are documented but not systematically applied. This is the most common zone: 80% of B2B companies land here on at least 3 pillars.
30–49
Ad hoc
One-off initiatives, not reproducible. Results depend on individuals, not the system. This is where the most impactful quick wins are hiding.
0–29
Non-existent
Foundations are absent. Decisions rely on intuition, tools are bypassed or non-existent. Every point gained here has a direct effect on revenue.
AI-AUGMENTED

AI detects cross-pillar correlations invisible to the naked eye

AI analyzes correlations across your 466 responses to detect cross-pillar patterns that manual analysis cannot capture. An isolated low score is a symptom. Two correlated low scores reveal a root cause. Human analysis validates and enriches every insight before it enters your report.

Weak CRM + Weak BDR
Systemic qualification problem
Leads are not properly scored, BDRs work without reliable data. The visible symptom is an inflated pipeline with a collapsed conversion rate.
Strong Acquisition + Weak Sales
Leak in the conversion funnel
Marketing generates volume but sales processes fail to convert. Investing more in acquisition makes the problem worse instead of solving it.
Weak Management + Weak RevOps
Missing feedback loop
Without structured rituals or cross-team alignment, operational problems never surface. Strategic decisions are made blind.

AI does not replace expertise. It accelerates pattern detection across 466 data points. Every identified correlation is validated by an expert before being integrated into the diagnostic.

THE PROCESS

10 days. 3 steps.

A structured workflow, from the first interview to the executive presentation.

1
Discovery
Days 1-3
3 one-hour interviews with your teams: Sales & CS, RevOps & CRM, Leadership.
  • Structured interviews
  • 466 checkpoints
  • Existing documentation
2
Analysis
Days 4-8
Scoring of 400 criteria, industry benchmarking, recommendation prioritization.
  • Hierarchical scoring
  • Gap analysis
  • Impact × effort
3
Delivery
Days 9-10
Executive presentation of your results. Discussion of priorities and next steps.
  • Executive presentation
  • Interactive report
  • 90-day roadmap
Discover the deliverables
GO FURTHER

Discover the deliverables and choose your path

Diagnostic deliverablesInteractive report, COMEX presentation, 90-day roadmapCase studiesHow the diagnostic applies in practice

The diagnostic adapts to your context

B2C DirectB2B EnterpriseB2B VolumeB2C Lead Gen

Move from intuition to certainty.

A complete diagnostic in 2 weeks. A 90-day action plan. Measurable results.

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