Enterprise Value Architecture™
Revenue predictability is structural, not motivational.
The EVA™ methodology restores executive control over revenue by installing structural discipline at three distinct layers: qualification gates, deal control, and revenue governance.
The Structural Premise
Qualification Drift
Deals advance without consistent qualification criteria. Sales and finance disagree on buyer fitness. Deal status becomes interpretive, not factual.
Forecast Negotiation
Deal status is subject to negotiation between sales leadership and finance. Forecast becomes a consensus number, not a control mechanism.
Stage Inflation
Deals move through stages based on activity, not qualification. Pipeline carries unqualified opportunities masked as probable revenue.
Reactive Discounting
Without deal control, discounting becomes the primary negotiation lever. Price concessions accelerate cycles but destroy deal economics.
Hero Dependence
Revenue outcomes depend on individual salesperson performance, not system discipline. Quota attainment is unpredictable and unsustainable.
The EVA™ Three-Layer Architecture
Layer 1: Qualification Discipline
Economic Authority Confirmed — Buyer acknowledges decision authority and budget allocation.
Buyer-Acknowledged Business Impact — Prospect articulates business outcome and ROI model.
Event-Driven Timeline — Evaluation milestones are prospect-driven, not sales-driven.
Defined Evaluation Process — Procurement criteria and approval requirements are documented.
Mutual Next-Step Commitment — Both parties confirm specific actions and timeline for next engagement.
Layer 2: Deal Control & Executive Engagement
Multi-thread Discipline — Multiple buyer stakeholders are engaged with consistent message and value narrative.
Verified Advancement — Deal progression is confirmed by qualification gate completion, not sales activity.
Narrative Control — Your business case and ROI model guide the buyer's internal evaluation.
Stage Validation — Deal movement reflects verified buyer commitment and progress against defined milestones.
Layer 3: Revenue Governance & Measurement
Forecast Integrity — Revenue forecasts reflect qualified pipeline, not sales opinion.
Qualified Win Performance — Sales productivity and win rates improve when selling to qualified buyers.
Margin Realization Discipline — Deal economics are managed from qualification through close.
Implementation Approach
No System Overhaul
EVA™ overlays your existing CRM, stages, and sales process. We do not require system replacement or process destruction. Structural reinforcement, not reinvention.
Qualification Gates as Gating Mechanism
We install qualification gates that must be satisfied before deals advance. Gates are integrated into your existing stage definitions. Deal progression requires objective evidence, not sales judgment.
Control Indicators at Every Level
We define measurable control indicators that inform deal probability, discount sensitivity, and execution risk. Indicators feed directly into forecast governance and executive reporting.
Revenue Governance Integration
We establish the governance structure that connects forecast discipline to capital decisions, resource allocation, and executive accountability.
Installation Timeline
Diagnostic Assessment
We analyze your current revenue architecture, interview sales leadership and finance, and identify structural gaps and control vulnerabilities.
Gate Design & Alignment
We design qualification gates specific to your buyer profile and sales process. Executive leadership aligns on gate definitions and advancement criteria.
Control Indicator Installation
We define revenue control indicators and integrate them into your forecast model. Sales team is trained on indicator methodology and application.
Governance Architecture
We establish the governance structure connecting forecast discipline to executive decision-making. Reporting dashboards are configured and executive ownership is assigned.
Go-Live & Reinforcement
EVA™ enters active operation. Sales and finance execute against new gates and controls. We provide ongoing coaching and reinforcement.
What to Expect
Engagement Structure
- •8–10 week installation program
- •Dedicated engagement team
- •Weekly executive alignment meetings
- •Sales team training and coaching
- •Ongoing reinforcement for 90 days
Measurement & Outcomes
- •Forecast accuracy baseline and tracking
- •Deal qualification rate improvements
- •Win rate by buyer segment
- •Margin realization by deal
- •Sales cycle efficiency metrics
Ready to Restore Revenue Control
The Executive Revenue Assessment is the starting point. We work with your CFO, CRO, and Chief Revenue Leadership to diagnose structural problems and outline the specific system changes required.