Todd Yancey

Building Enduring Revenue

The Revenue Scorecard · two minutes

Is your revenue engine repeatable?

Twelve statements across the five stages of the Revenue Foundation. Answer honestly — the score is for you, nothing is collected, and the read is the one I would give you on a first call.

01 We can name our ideal customer precisely enough to disqualify a prospect in one call.
02 We know the specific event that makes a buyer move this quarter rather than next.
03 A stranger could repeat our positioning after hearing it once.
04 Our price is tied to an outcome the customer can measure, not to seats or features.
05 Every open opportunity has a named economic buyer and a documented decision process.
06 We qualify out “no decision” deals before they consume a quarter.
07 Our forecast for the last two quarters landed within twenty percent.
08 We have won the same kind of deal at least three times with the same playbook.
09 We have design partners or references who will take a call from a prospect.
10 A weekly revenue cadence runs whether or not the founder attends.
11 Someone other than the founder has closed a deal from first touch to signature.
12 Every part of the revenue system has a named owner and a dashboard.

Questions founders ask

01
Question

What does the score mean?

Twelve statements score two points each, twenty-four in total. Zero to eight is founder-led and pre-system; nine to sixteen is transitional; seventeen to twenty-four is repeatable, and the work becomes scale and hiring.

02
Question

Is anything collected?

No. The scorecard runs in your browser; no answers, email or identity are sent anywhere.

03
Question

What do I do with the result?

Start with the weakest stage — the scorecard names it and says what to do first — then read that stage’s pieces in the Field Guide. If you want a second set of hands, the two-week diagnostic is the smallest way in.

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About Todd Yancey

Todd Yancey is a Chief Revenue Officer and enterprise SaaS growth executive with 25 years building and scaling global go-to-market organizations across AI, cloud, cybersecurity, and FinTech — $100M+ personally closed, $1B+ in team revenue. He is the creator of The Seven C’s of Selling.