Free GTM Diagnostic
We read your CRM across Growth, Marketing, Revenue and Financial Operations. You get a pre-read with every number traced to your own records, findings ranked by what they're worth, the projects that fix them, and a plan in two waves. Free, read-only, and in your hands 48 hours after access.
Pre-read · Opening slide
Illustrative company
Halyard · The one-sentence read
Inbound converts. The hand-off to sales leaks, and nobody can say what a renewal is worth.
+$610K
Pipeline
$180K–$390K
ARR a year, counted
+$420K
Pipeline
Visibility
Term and renewals on the record
Price
Free
Readout
48 hours after access
Access
Read-only, nothing written
Covers
Four practices, one plan
The short answer
Updated
A GTM diagnostic is a structured review of how a company finds, wins, keeps and bills its customers, read from its own CRM. LeanScale's is free and read-only. It covers four practices (Growth, Marketing, Revenue and Financial Operations), credits what already works, shows what the records say is broken, sizes what fixing it is worth, and names the projects that fix it.
Most diagnostics hand you a maturity score. This one hands you your own records. Every headline number opens a drawer showing the records and the filter behind it, every chapter starts with what already works, and a number your data can't support is printed as a gap, not a guess.
What it finds
Four figures from across our recent diagnostics, then the kind of finding each practice's chapter turns up. Names and numbers removed; the pattern is the point.
2.9×
Gap in win rate between a company's best and worst rep
54%
Of open deals carry no amount
59%
Of open deals have no next step
19%
Of open deals have a close date that has already passed
Medians across our recent diagnostics. Each figure is pooled across at least three companies, and none identifies one.
Growth Operations
The target list exists. A big slice of it has never been touched.
The fix is a tiering rule and a weekly gap alert, not more reps.
Intent data arrives, and it doesn't drive the queue.
The signals that should rank accounts sit in fields nobody reads.
Enrichment ran once, then stopped.
Records start decaying the day after the run.
Marketing Operations
MQL means a form fill, not readiness.
MQL volume can climb while pipeline falls, and nobody can say why.
Hand-raisers wait most of a day for a first touch.
Often the cheapest fix in the deck: these people asked to talk to you.
Most new contacts arrive with no marketing source.
No source at creation means no budget argument.
Revenue Operations
Losses teach nothing because the loss reason is blank.
The same deals get lost the same way next quarter.
Qualification fields exist, and they're half filled.
Make them a gate, not a suggestion.
The forecast is the stage, and close dates slide.
Pipeline looks bigger than it is, every quarter.
Financial Operations
Amount mixes monthly and annual values.
Any total built on it is wrong before anyone reads it.
Who's paying, on what term, isn't on the record.
A push to annual contracts has no baseline to measure against.
Renewal owners and reasons aren't recorded.
Churn arrives as a surprise instead of a forecast line.
Check yours
Drop in a CSV of your deals and get the same four numbers, next to our medians, in about a minute. The math runs in your browser; the file never leaves your computer.
HubSpot: Deals, table view, add the Deal owner, Amount, Close date, Deal stage and Next step columns, then Export view as CSV.
Salesforce: run an Opportunities report with Opportunity Owner, Amount, Close Date, Stage and Next Step, then Export, Details Only, CSV.
Include closed deals too if you want the rep gap.
Nothing is uploaded or stored. Close the tab and it's gone.
Columns we read (change any that look wrong)
Open deals with no amount
%
Our median: 54%
Open deals with no next step
%
Our median: 59%
Open deals with a close date already passed
%
Our median: 19%
Win-rate gap, best rep vs worst
×
Our median: 2.9×
Four numbers. The pre-read is about 50 slides, built from every record, with the evidence behind each one.
Book The Intro CallWhat you get
About 50 slides with a present mode for the readout. Here are five of them, built for an invented company. Press play, or open the evidence behind a number.
OpeningIn five minutes
Inbound converts. The hand-off to sales leaks, and nobody can say what a renewal is worth.
What each practice is worth along your funnel, and its wave. Pipeline sits beside the counted range.
OpeningWhat you told us · intro call
Four lines from your team, before any number.
Each one opens the chapter that answers it.
“We buy leads and can't tell which ones turn into pipeline.”
“The forecast is a guess on top of stage.”
“Reps build their own lists in spreadsheets.”
“Renewals sneak up on us every quarter.”
OpeningYour tool stack
HubSpot carries everything.
The chain breaks at the bill.
Left to right, campaign to cash. Each tool judged on what it produces in your records.
61 workflows write lifecycle stage, so three teams overwrite the same field.
Prices are typed onto invoices by hand; nothing comes back to the deal.
On its way out · not renewingA legacy dialer: 3 seats, last used in May.
02 · Marketing OpsMarketing Ops · speed to lead
Hand-raisers wait 19 hours for a first touch.
Demo requests in the last 12 months, by time to the first logged call or email.
Credit first96% get a first touch eventually.
So whatThe cheapest fix in the deck: these people asked to talk.
ProjectRouting + SLA timers · Wave 1
05 · Working togetherThe roadmap
Two waves: November, then January.
Wave 1 sets the MQL and the deal record; Wave 2 builds on them. Each bar is a project.
Wave 1 · November
Wave 2 · January
02 · In five minutes. Every practice's number and wave on one slide. Counted ARR in one place, pipeline beside it.
The whole read on one page, then the context that makes the numbers make sense.
Who to target: the account list, intent, enrichment and the queue reps work from.
What a lead is: lifecycle stages, the MQL, routing, speed to lead and attribution.
How a deal moves: stages, qualification, loss reasons, the forecast and renewals.
Who's paying, on what term: deal amounts, contract terms, billing and the renewal record.
Who does what, how it runs week to week, and the decisions that start the work.
The pre-read
About 50 slides with a present mode: an opening, one chapter per practice, and a plan.
Evidence drawers
Every headline number opens to the records and the filter behind it.
Working-example rooms
Each project shown running on your own records, masked until your team is in the room.
A two-wave roadmap
Which practices start first, the projects in each, and the people who would build them.
What it's worth
Most audits add every opportunity into one big number. We don't. Here's how the sample company's value reads.
Counted · ARR a year
Beside · pipeline
The total is $180K–$390K ARR a year. Not $1.4M.
Illustrative company
ARR a fix wins or keeps at your own rates is counted. Pipeline sits beside it and never joins the total.
The low and high ends come from your own rates, not from industry averages.
Each dollar range names the finding it comes from and the project that captures it.
When the CRM's dollar fields aren't your books, the page says so every time the number appears.
The method
The reason a CFO can read it without arguing with it.
Nothing installed, no fields created, nothing written to your CRM.
Every chapter opens with what already works. We finish what you started; we don't replace it.
What you told us is played back before we show a single number.
Click a headline figure and see the records and the filter that produced it.
Measured over the last year, with this year's figure beside each headline.
Deals are followed from the stage they entered to the stage they reached, never one month's count divided by another.
A number your records can't support is printed as a gap with the reason, never estimated.
Working-example rooms open masked. Names show only with your team in the room.
Try it
Tick what sounds like your team. The pre-read gives each practice a verdict from your records; this is the two-minute version.
How it works
One call, read-only access, and a working session. Nothing installed, nothing written to your CRM.
You tell us what's broken, in your words. Those words open the pre-read, before a single number.
We sign a mutual NDA, then you grant read-only access to Salesforce or HubSpot. Nothing installed, nothing written. Another CRM or a warehouse works through an export.
Every practice gets the same shape: what works, findings, what it's worth, the projects. Every number traced to a record. It lands within 48 hours of access.
We walk it live with the people who'd act on it. Decisions come as options, and your open questions become the agenda for the working session.
What comes after
18550 days
Sum of median days per stage, across every client with enough stage history to measure.Read the cycle-time study.
Lead to MQL
54 to 10 days
MQL to SQL
26 to 7 days
Won to live
37 to 5 days
FAQ
Yes. There's no fee, no contract and no pitch deck. You keep the pre-read, the evidence and the roadmap whether or not you work with us afterward. We run it free because it's the fastest way for both sides to see whether there's work worth doing.
The readout lands within 48 hours of us getting read-only access to your CRM. Before that there's one intro call, where you tell us what's broken in your own words.
Read-only access to Salesforce or HubSpot. We don't install a package, create fields or write any data. If you run another CRM or a data warehouse, an export works. We sign a mutual NDA before any access.
Four practices. Growth Operations (who to target), Marketing Operations (what a lead is), Revenue Operations (how a deal moves) and Financial Operations (who's paying, on what term). Each gets a verdict on whether it fits, and the ones that fit are sequenced into two waves.
A pre-read of about 50 slides with a present mode. It opens with a one-sentence read and what you told us, then runs one chapter per practice: what already works, the findings, what fixing them is worth and the projects. It closes with how we'd work together, a two-wave roadmap, decisions as options and your open questions. Every headline number opens an evidence drawer.
As ranges, from your own rates. ARR a fix wins or keeps is counted; pipeline sits beside it and is never added to the total. Every range names the finding it comes from and the project that captures it, and when the CRM's dollar fields aren't your books, we say so.
Across our recent diagnostics, the median company's best rep wins at 2.9 times the rate of its worst. More than half of open deals carry no amount, 59% have no next step, and about one in five has a close date that has already passed. Common findings include an MQL that means a form fill, blank loss reasons and an Amount field that mixes monthly and annual values.
No. Your names and figures appear only in your own deliverable, and working-example rooms open masked. Benchmarks we publish are medians pooled across at least three companies, with no company identifiable.
A CRM audit inventories fields, automation and data quality. The diagnostic starts from outcomes: who you target, what a lead is, how deals move and who's paying. Data problems show up where they cost you money, ranked by what fixing them is worth, not as a list of every unused field.
That's normal, and it's part of the read. A number your records can't support is printed as a gap with the reason, never estimated, and the fix for each gap goes on the roadmap.
You keep everything. If you want help, the roadmap names the practices that fit, the first projects and the people who'd build them. Engagements run on a 90-day rolling term with a dedicated pod per practice. See our services.
VC-backed B2B software companies, usually Series A to Series C, running Salesforce or HubSpot. It works best with a year or more of CRM history.
Partly. Connect the LeanScale MCP and use its diagnose_gtm tool: describe your situation in plain language and it returns the delivery motion that fits, with the relevant playbook sections and sources. It doesn't read your CRM, so it can't build your pre-read. The diagnostic does.
Get started
Book the intro call. We sign the NDA, set up read-only access, and walk you through the pre-read two days later. It's free.
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