The starting point of the analysis is a review of the financial reports, the business plan and the buyer persona by studying the correlations of the purchasing variables. These three points serve as the basis for differentiation through a blue ocean framework. From this main picture and after designating the key improvement area and objectives, KPIs and timelines are established and communicated internally, establishing responsibilities.

Measurability and feasibility go hand in hand. Having a clear picture of the starting line is the first prerequisite for mapping out any other goals along the way and of utmost importance for identifying the key tasks to be done, as well as who carries out each of them. Analysis is the bridge between action and daydreaming.

The first step is to automate internal processes to reduce operating expenses and lower the cost per unit. Data governance and internal communication infrastructures are crucial areas in this regard. The second is to automate the sales funnel by creating an omnichannel inbound strategy and content-based lead nurturing program. The sales playbook and an SLA break the isolation between marketing and sales at this point, lowering CAC and improving MQL>SQL conversion.

Automation means better resource efficiency and capacity to absorb demand in every scenario reducing marginal costs to the bare minimum. This is the basis for scalability and the dividing line between startups and scaleups.

Transitioning from a sales funnel to a user-centric sales flywheel and building a strong customer success team to shorten reaction time is half of the equation. In the other half, it is equally important to create reliable feedback systems that warn the company of future changes in the market, so this is where data mining and statistics come into play to further explore potential predictors and shield business health.

As the business environment and customer needs evolve, so do business challenges. The speed and degree to which a company is able to react to complexity shapes its organizational intelligence (OI). OI sets appart adaptable, long-lived companies from petrified, doomed to failure ones.