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Revenue Alchemy Assessment

1. The Cross-Sell Blind Spot Can you pull a report today showing the exact cross-sell pipeline hiding in your top 50 accounts?

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A

Yes. It is fully automated, mapped, and visible to our Account Executives.

B

Sort of. We could find it, but it requires spreadsheets and manual admin to cross reference.

C

No. Our Account Executives are flying blind and primarily chasing net-new business.

2. The Competitor Wedge Do your Account Executives see the hardware your competitors sold into your accounts, or only what you sold them?

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A

We have a 360-degree view of the entire customer stack, including competitor-held assets.

B

We rely on the customer to verbally tell us what else they are running.

C

We only track the licenses and hardware we directly invoice them for service.

3. The Garbage Data Trap Are your renewal reports actionable hit-lists, or do your reps ignore them because they’re clogged with power cables and SFPs?

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A

They are clean, curated, and instantly actionable for high-margin renewals.

B

They are messy. Account Executives have to manually filter out the low-value administrative noise.

C

They are a graveyard. Account Executives actively avoid them because the data is too dirty.

4. The Cross-Vendor Collision Do you know exactly which of your clients are bleeding budget on overlapping Cisco hardware and Microsoft cloud licenses?

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A

Yes. We actively map the collision points to drive consolidation upsells.

B

We know it happens, but we don't have a structured way to identify which accounts.

C

No. Our Microsoft and Cisco teams operate completely discretely.

5. The "Shiny Object" Illusion Are your Account Executives pitching AI solutions to clients whose core routing is potentially past end-of-support?

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A

No. We secure and modernise the physical layer before pitching advanced cloud/AI solutions.

B

Sometimes. Our sales motion is somewhat disconnected from the reality of the client's physical infrastructure.

C

Yes. We sell AI-enabled separately from infrastructure and worry about the technical debt later.

6. The Unlocked Vault Can you instantly identify every client who bought your infrastructure offerings, but skipped the security wrap?

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A

Yes. Solution selling is structured in our commercial architecture, gaps are automatically flagged for cross-sell.

B

A good Account Executive might spot it during a QBR, but it is not automated.

C

No. If they didn't ask for security, we probably didn't sell it to them.

7. The Order-Taker Reality Are your Account Executives proactively mining usage/telemetry data and positioning solutions, or are they just order takers?

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A

They are architects. They use telemetry to proactively build multi-vendor solutions.

B

They try, but they lack the tools, time or experience to execute effectively.

C

They are order takers waiting for the phone to ring or a vendor lead to drop.

8. The Internal Silo Bleed Are your Microsoft and Cisco practices sharing data to build cross-vendor plays, or are they completely siloed?

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A

Fully integrated. We go to market as a unified managed service provider.

B

They talk informally, but their data and CRM views are separate.

C

Completely siloed and structured by technology/vendor needs.

9. The Broken Comp Plan Do you compensate your Account Executives to sell across your entire portfolio?

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A

Yes. Our compensation plan incentivises multi-vendor technology stack consolidation and service-attach.

B

Our comp plan pays different amounts for different vendors and technologies.

C

No. Account Executives are paid to push their specific responsibility technology.

10. The Data Graveyard If I handed your sales floor 5,000 ageing physical assets today, do they have a playbook to monetise them?

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A

Yes. We have a methodology to immediately convert ageing assets into high-margin pipeline.

B

They would try to run a generic call-down campaign, but without much structure.

C

The data would just rot in the CRM. Nobody wants to touch it.