Cross-Functional Revenue Alignment Kit

ALIGNMENT ASSESSMENT

Cross-Functional Alignment Scorecard

ALIGNMENT ASSESSMENT

MARKETING-SALES (Score 1-5):
☐ Shared lead definitions
☐ Agreed funnel metrics
☐ Regular communication
☐ Feedback loops working
☐ Joint planning
SCORE: ___/25

SALES-CS (Score 1-5):
☐ Clean customer handoffs
☐ Shared account data
☐ Renewal collaboration
☐ Expansion alignment
☐ Regular sync meetings
SCORE: ___/25

ALL-TEAM (Score 1-5):
☐ Shared revenue goal
☐ Unified tech stack
☐ Consistent reporting
☐ Cross-functional meetings
☐ Executive alignment
SCORE: ___/25

TOTAL ALIGNMENT: ___/75

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SHARED METRICS

Revenue Team Shared Metrics

Metric	Marketing	Sales	CS	Target
Revenue	Influenced	Closed	Retained	$
Pipeline	Generated	Owned	Expansion	$
Customers	MQLs	New	Active	#
Efficiency	CAC	Velocity	NRR	%

Metric Alignment Matrix

SHARED METRIC DEFINITIONS

PIPELINE:
Marketing: Pipeline generated by MQLs
Sales: Total open pipeline
CS: Expansion pipeline
SHARED: Qualified pipeline

REVENUE:
Marketing: Influenced revenue
Sales: Closed won revenue
CS: Retained + expanded revenue
SHARED: Net revenue

CUSTOMERS:
Marketing: Leads generated
Sales: Customers acquired
CS: Customers retained
SHARED: Net customer count

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PROCESS ALIGNMENT

Handoff Standards

Handoff	From	To	SLA	Criteria
MQL → SDR	Marketing	Sales	5 min	Score ≥ 70
SQL → AE	SDR	Sales	Same day	BANT qualified
Won → CS	Sales	CS	Day 1	Signed contract
Renewal → Sales	CS	Sales	90 days	At risk

Communication Protocols

CROSS-FUNCTIONAL COMMUNICATION

DAILY:
☐ Shared Slack channel
☐ Lead notifications
☐ Win/loss alerts

WEEKLY:
☐ Funnel review
☐ Pipeline meeting
☐ CS account review

MONTHLY:
☐ Leadership alignment
☐ Performance review
☐ Process improvements

QUARTERLY:
☐ Joint planning
☐ OKR alignment
☐ Strategy review

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