The Diagnostic
$95,000
- Fixed, invoiced half at signing and half at the readout.
- Expenses at cost, against an agreed estimate.
- Half the fee is credited if you continue into a turnaround engagement.
The Prismonde Diagnostic
Find out why it isn’t selling.
The work takes eight weeks at a fixed fee, and the findings are yours to keep whether or not you hire us for anything after.
Why the fixes haven’t worked.
You hired the sales leader, changed the agency, rebuilt the funnel, bought the tools and revenue still misses. Each fix came with its own explanation, and your leadership team no longer agrees on which one is right. The Diagnostic settles that question. We look at go-to-market as one system and rank what is wrong with it by what it costs you, so you know what to fix first and whether your current team can fix it.
Who it’s for.
Our clients usually come to us saying that they aren’t growing fast enough, that they’ve stalled, or that they started well and now can’t get sales. The Diagnostic suits companies with $10 million to $100 million in revenue that have missed plan on revenue, pipeline, acquisition cost or retention for two or more quarters. It is for owners, chief executives, boards and investors who have already tried the standard fixes and found that they didn’t work.
What we examine.
We treat go-to-market as five systems that run in sequence, and we examine them in that order because a failure upstream shows up as a symptom downstream.
A company that says it can’t get sales often has a pricing or demand problem that becomes visible only at the sales stage.
Commercial Strategy.
Are you selling the right offer to the right customers at the right price, and approaching them in the right order?
Brand Platform.
Is the offer presented so that it connects with the right customers and they get it?
Demand Generation.
Is the offer getting in front of enough customers and causing them to express interest?
Sales Organization.
Can the team convert interested leads at a reasonable rate?
Retention & Expansion.
Do customers stay and buy more?
Underneath all five sits the Revenue System, which is the data, tools and review cadence that let a company see its own go-to-market. We assess it first, because a company that can’t see which system is failing will keep fixing the wrong one.
In Retention & Expansion we diagnose why customers leave or stay flat. Where the cause sits in the product or in service delivery, we say so and leave the remedy to the people who own those functions.
How it runs.
The eight weeks start on the day read access is granted, because the schedule depends on the data.
Kickoff.
Week 1
We meet the leadership team, explain what we will look at and who will see the findings, and confirm access.
Data.
Weeks 1–2
We read the CRM, the financial model, marketing spend, compensation plans, renewal data and recent board decks. We build our own view of the numbers before anyone explains them to us, so the explanations can be tested against it.
Observation.
Weeks 3–4
We listen to recorded calls, sit in on pipeline reviews and spend time alongside sellers and marketers. We also speak with customers you won, customers you lost and customers who left.
Leadership.
Weeks 5–6
We spend two hours with each revenue executive. The interviews follow a structured method drawn from forensic interviewing, which separates what a person observed from what they concluded.
Synthesis.
Weeks 6–7
We rank the problems by cost, build the two revenue bridges and write both documents.
Readout.
Week 8
We present the findings to whoever commissioned the work, and then to the wider team as agreed. Where it helps, we also facilitate a conversation to define the way forward.
What you get.
You receive two documents, and both belong to you.
The Readout.
The Readout runs 20 to 30 pages and opens with the ranked problems on a single page. Each problem comes with its cost, the evidence behind it and the fix. It then sets out the patch to apply in the next 30 days, the longer plan, and the roles that plan requires, including which of them are filled today.
Two revenue bridges.
The Readout also includes two revenue bridges. The first reconciles the gap between plan and actual results to its causes, including any part we could not attribute. The second estimates how much revenue each fix should recover and by when, as a range with its assumptions stated. That second bridge is an estimate and a hypothesis to test, and each fix names the early indicator that will show within 90 days whether it is holding.
The Technical Reference.
The Technical Reference goes through the five systems and the Revenue System in order, covering what we saw and how we measured it. It is the document your operating team will work from, and every claim in the Readout cites it.
- Presenting problem
- Customer acquisition cost has doubled in 12 months; the board wants marketing cut.
- Actual problem
- The pipeline has no criteria for moving a deal from one stage to the next, and 61% of open pipeline has sat at the proposal stage for more than 90 days while still being counted in coverage. Marketing is fine, and the leak is in sales qualification.
- Cost
- $2.1 million in bookings that the plan assumed.
- Fix
- The first six weeks of a turnaround engagement.
What we need from you.
- Read access to the CRM, call recordings, financial model, marketing platforms, renewal data and board decks. Where calls aren’t recorded, we observe them live in weeks three and four.
- Two hours with each revenue executive, and one hour a week with whoever commissioned the work.
- One person inside the company with the authority to open doors.
- A signed engagement letter that names who receives what.
Who sees what.
Whoever commissions the Diagnostic receives all of it, including our assessment of the people. Before work starts we agree in writing who else sees which parts, and we tell every executive we interview what that agreement says. People speak more openly when they know where their words are going.
Our incentive.
To be clear, we also run turnarounds, so we freely admit that we have a commercial incentive to find that you need one. We handle that by writing the Diagnostic so that a competent team could execute it without us, and we welcome our clients to do so. The recovery estimates assume competent execution by whoever runs the plan, so the numbers are the same whether or not you hire us.
Who does the work.
A partner leads every Diagnostic, supported by an engagement manager who handles day-to-day communication and by one to three operators chosen for the systems under review.
Price.
The Diagnostic costs $95,000, fixed, invoiced half at signing and half at the readout. Travel and other expenses are billed at cost against an estimate agreed in the engagement letter. Every expense is approved before purchase by whoever commissioned the Diagnostic, or by a delegate named in the engagement letter. If you continue into a turnaround engagement, we credit half the fee against it.
After.
You can take the Readout and run the plan yourself. If you would like us to run it, a turnaround engagement follows the sequence the Readout sets out. We apply the patch, codify what works into the long-term plan, recruit the permanent team and hand it over.
Start
A partner will call to confirm fit, access and timing.
Scope the Diagnostic, and we’ll arrange the call.