Download PDF copy Send to your inbox
1. Ideal customer clarity
☐ We can clearly define our ideal customer profile (ICP)
☐ We understand the problem they are trying to solve
☐ We know why our product is a strong fit for them
☐ We are focused on a specific segment, not a broad audience
Notes:
2. Positioning and messaging
☐ We can clearly explain what our product does and why it matters
☐ Our messaging reflects customer needs, not just product features
☐ We have a clear point of differentiation
☐ Customers understand our value quickly
Notes:
3. Channel focus
☐ We know where our customers are and how to reach them
☐ We are focused on a small number of high-impact channels
☐ We have tested different channels and identified what works
☐ We can execute our chosen channels consistently
Notes:
4. Sales process
☐ We have clearly defined sales stages
☐ We qualify leads effectively
☐ We have consistent actions at each stage
☐ We understand conversion rates and sales cycle length
Notes:
5. Pricing and value
☐ Our pricing reflects the value we deliver
☐ Customers understand and accept our pricing
☐ Our pricing model aligns with how customers use the product
☐ Pricing supports both acquisition and growth
Notes:
6. Conversion effectiveness
☐ Customers move efficiently from interest to purchase
☐ Our onboarding process is clear and simple
☐ We understand where customers drop off
☐ We are actively improving conversion rates
Notes:
7. Retention and long-term value
☐ Customers continue using the product over time
☐ Engagement is consistent or improving
☐ We understand why customers stay or leave
☐ We focus on delivering ongoing value
Notes:
8. Product and commercial alignment
☐ Product decisions are informed by customer feedback
☐ Sales and marketing understand the product clearly
☐ Teams are aligned on priorities and goals
☐ Feedback flows consistently between teams
Notes:
9. Growth readiness
☐ Demand is becoming more predictable
☐ We understand which channels and tactics drive results
☐ Our approach is repeatable, not dependent on one-off wins
☐ We are ready to scale what is already working
Notes:
Final reflection – Before investing further in growth, ask:
Do we know what is working and why?
If the answer is unclear, more focus is needed.
If the answer is yes, you are in a strong position to scale.