A working review for early-stage B2B companies with a usable product and initial customer evidence.
Complete this worksheet using real customer conversations and opportunity records. The purpose is to choose a focused commercial priority and make the next 90 days easier to operate. It does not assume every company has the same sales cycle or will reach a fixed revenue result.
Company: ____________________
Prepared by: ____________________
Review date: ____________________
Period reviewed: ____________________
Product and primary use case: ____________________
1. What do recent opportunities tell you?
Choose recent wins, losses, and active opportunities. Include the buyer's stated reasons where available.
| Account | Buyer and use case | Status | What influenced the decision? | Evidence |
|---|---|---|---|---|
| ____________________ | ____________________ | ____________________ | ____________________ | ____________________ |
| ____________________ | ____________________ | ____________________ | ____________________ | ____________________ |
| ____________________ | ____________________ | ____________________ | ____________________ | ____________________ |
The pattern with the strongest evidence:
An explanation that is still a hypothesis:
2. Which customer should you prioritize?
Company type and operating situation: ____________________
Buyer role: ____________________
Problem the buyer recognizes: ____________________
Reason to address the problem now: ____________________
Evidence the product fits: ____________________
Reasons to disqualify an account: ____________________
Separate customer fit from timing. A relevant company may have no current reason to act. A public signal can support a conversation without proving internal budget or purchase intent.
3. Is the opening specific enough?
Draft one opening for the priority customer.
Relevant observation and source:
The problem or opportunity to explore:
How your product may help:
The next step you are asking for:
What needs verification before using the message:
4. What should discovery establish?
Write questions that help the customer describe the situation and the decision.
- Current workflow: ____________________________________________
- Problem and consequence: ____________________________________
- Existing approach or alternatives: _____________________________
- People involved in evaluating and approving: ___________________
- Timing and next decision: ____________________________________
- Evidence needed to continue: _________________________________
The answer that would make you stop pursuing the opportunity:
5. What proof helps the buyer decide?
Choose the asset that answers the buyer's current question. Use only claims you can support.
| Buyer question | Useful proof or asset | Available now? | Owner |
|---|---|---|---|
| ____________________ | ____________________ | ____________________ | ____________________ |
| ____________________ | ____________________ | ____________________ | ____________________ |
| ____________________ | ____________________ | ____________________ | ____________________ |
Possible assets include a tailored demo, customer example, implementation outline, business case, proposal, or a scoped pilot plan.
The most useful asset to create next: ____________________
The decision it should support: ____________________
6. Can each active deal move forward?
Select the opportunities that deserve attention in the next review.
| Opportunity | Current stage | Buyer's next decision | Next action | Owner and date |
|---|---|---|---|---|
| ____________________ | ____________________ | ____________________ | ____________________ | ____________________ |
| ____________________ | ____________________ | ____________________ | ____________________ | ____________________ |
| ____________________ | ____________________ | ____________________ | ____________________ | ____________________ |
An opportunity that needs requalification: ____________________
The question that will clarify its status: ____________________
7. Where does the founder remain essential?
Record the work that depends on founder knowledge, authority, or availability.
| Task | Why the founder is involved | Could another person own part of it? | Preparation needed |
|---|---|---|---|
| ____________________ | ____________________ | ____________________ | ____________________ |
| ____________________ | ____________________ | ____________________ | ____________________ |
| ____________________ | ____________________ | ____________________ | ____________________ |
First responsibility to make transferable:
8. Which channel deserves a focused test?
Choose one route that can reach the priority customer. Examples include direct outreach, a referral relationship, an agency channel, or an existing source of inbound interest.
Channel: ____________________
Why it may reach the right buyer: ____________________
Offer and first customer action: ____________________
People and materials required: ____________________
Test owner: ____________________
Review date: ____________________
Evidence that would support continuing:
Evidence that would prompt a change or stop:
9. Which measures will inform decisions?
Define each measure before reviewing results. Keep different stages distinct.
| Measure | Definition for this review | Starting point | Data source |
|---|---|---|---|
| Relevant accounts contacted | ____________________ | ____________________ | ____________________ |
| Qualified opportunities | ____________________ | ____________________ | ____________________ |
| Opportunities advancing stages | ____________________ | ____________________ | ____________________ |
| Closed business | ____________________ | ____________________ | ____________________ |
Record the period and relevant denominator when discussing a rate. A reply, meeting, proposal, or pipeline estimate is not booked revenue. Add other measures only when they help make a decision.
10. What will you focus on for the next 90 days?
Primary commercial priority:
| Work period | Priority work | Visible output or evidence | Owner | Review date |
|---|---|---|---|---|
| Establish the focus | ____________________ | ____________________ | ____________________ | ____________________ |
| Run the agreed work | ____________________ | ____________________ | ____________________ | ____________________ |
| Review and prepare the next owner | ____________________ | ____________________ | ____________________ | ____________________ |
Founder commitments: ____________________
Support required: ____________________
Dependencies or unanswered questions: ____________________
First action to take this week: ____________________
Discuss the priority
Rebar CRO combines fractional revenue leadership with scoped sales, partnership, and operating work. We agree the responsibilities, capacity, fee, and measures before starting.
Request a 20-minute CRO call. Bring this worksheet and one opportunity that needs to move forward.