A BUSINESS MODEL PERSPECTIVE

Lead Generation & Qualification
Health Check

Are you generating enough relevant leads—and turning them into qualified opportunities?

Too few leads? Doing more helps only if the approach works. Review whether the constraint lies in the product, the teaser or offer, the channels, or the level of activity before committing more resources.

Assess one customer segment at a time. Rate each activity using recent evidence on lead volume, response, qualification, and cost. A 5 means you see no room for improvement; if evidence is missing, treat that as a review priority.

10 questions · No email required · Your answers stay in this page

0 of 10 completed
01Define the key target customers

How well do you identify organisations whose needs, circumstances, and commercial potential make them a good fit for your solution?

Major improvement neededNo room for improvement
02Assess product relevance and reasons to act

How well do you establish, through customer evidence, that your product solves an important problem for this segment—and identify the events that make solving it a priority?

Major improvement neededNo room for improvement
03Test teasers and a relevant value proposition

How well do you test whether your teasers—the short messages and offers intended to prompt a response—communicate relevant value and generate responses from suitable prospects?

Major improvement neededNo room for improvement
04Reach the right people

How well do you use evidence to select channels that reach enough of the right people and generate relevant responses at a sustainable cost, including channels operated by partners?

Major improvement neededNo room for improvement
05Generate relevant leads consistently

How well does your process generate a sufficient, steady flow of relevant leads to support your business objectives, at a sustainable cost—with evidence that increasing activity would produce more of them?

Major improvement neededNo room for improvement
06Convert initial interest into a substantive conversation

How effectively do you follow up on interest and engage potential customers in a discussion about their situation, problems, and priorities?

Major improvement neededNo room for improvement
07Establish the business case for change

How well do you determine whether the expected benefits justify the customer’s costs, implementation effort, switching risks, and disruption?

Major improvement neededNo room for improvement
08Understand the buying process

How well do you establish who must participate, how funding will be secured, what approvals are required, and what determines the timing?

Major improvement neededNo room for improvement
09Apply consistent qualification criteria

How effectively do you distinguish credible opportunities from general interest, nurture leads that are not ready, and disqualify those that do not fit?

Major improvement neededNo room for improvement
10Test assumptions with defined activities and resources

How well do you review evidence, compare options, state your assumptions, and define tests with an owner, measures, a time frame, and committed budget, skills, and capacity before changing or scaling activity?

Major improvement neededNo room for improvement

Answer all 10 questions to see your result.

TAKE THE NEXT STEP

Building Successful Business Models

Business Model Management in the B2B Software Industry

Use a structured business model review to assess your evidence and options, formulate assumptions, design tests, and allocate resources before changing or scaling lead generation.

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