The Stack Index / Audit

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Where is your revenue system breaking?

Eight questions, one per layer, in build order. The answer is a layer, not a tool.

Each layer reads everything beneath it, so the lowest layer that is breaking is the one to fix first. Whatever you install above it inherits the break. Answer as the system behaves today, not as the plan says it should.

1. 01IdentityWho the system is for, defined tangibly enough to disqualify in real time.

   Can your team disqualify an account in under a minute, from data, without a call?

   HoldsYes, the ICP is defined tightly enough to say no fastPartlyFor some segmentsBreakingNo, qualification happens on the call or not at all
2. 02SequencingWhat gets built and scaled, in what order.

   Was the order you built your GTM in a decision, or the order vendors and hires reached you?

   HoldsA decision, and we could defend itPartlySome of itBreakingIt accumulated
3. 03PricingNot a number. A structural decision that reshapes qualification, motion and margin.

   Does pricing change who qualifies and how you sell, or is it a number finance owns?

   HoldsPricing is a structural lever we usePartlyWe revisit it, rarelyBreakingIt is a number nobody has touched since it was set
4. 04Functional CoherenceWhether each function optimises the whole system or only its own metric.

   Do marketing, sales and customer success report one pipeline number, or three that do not reconcile?

   HoldsOne number, one definitionPartlyThey mostly agreeBreakingThree numbers, three dashboards
5. 05MotionHow the company sells, and whether the playbook matches the stage it is in now.

   Does the way you sell match the stage you are at now, or the stage you were at when you hired?

   HoldsThe motion matches the stagePartlyIt is driftingBreakingWe run last stage's playbook
6. 06DistributionWhether channels compose into a system or accumulate into a pile.

   Do your channels compose into a system, or did they accumulate as experiments nobody retired?

   HoldsThey compose, each feeds the nextPartlySome doBreakingA pile of channels, each with its own metric
7. 07MetricsWhether the numbers compound understanding or conceal decay.

   Would you bet the forecast? Do your numbers compound understanding or conceal decay?

   HoldsI would bet itPartlyWithin a wide rangeBreakingThe dashboard is green and revenue is flat
8. 08AI LayerAgents installed on top of the seven layers below inherit whatever state those layers are in.

   Are your agents and AI workflows installed on a coherent system, or on the fragmentation beneath it?

   HoldsOn a coherent system, they inherit good statePartlySome layers are readyBreakingOn fragmentation, they produce noise at scale

0 of 8 answered. The result appears when all eight are in.

All layers · Build a sequenced stack · Method