Lead-to-Services-Revenue Optimization Checklist
- Services Delivery Alliance
- Jun 20
- 5 min read
Updated: Jun 25
For High-Growth SaaS, Technology & Software Delivery Teams
Use this as both a self-assessment and a roadmap to improve your sales-to-services alignment and turn more deals into scalable, repeatable services revenue.
1. Opportunity Shaping (Pre-Sales Alignment)
✔ Benchmark Your Maturity:
Services are engaged in early deal shaping, not just post-sale - 1 point.
We co-develop solution scope with sales based on delivery feasibility - 1 point.
There's a clear library of productized service offerings - 2 points.
Risks are flagged and reframed during the buying process - 1 point.
💡 Best Practice Tip: Build a playbook that sales and services co-own — include scoping guides, pricing calculators, and delivery swim-lanes.
2. Sales-to-Services Handoff Process
✔ Benchmark Your Maturity:
There is a standardized handoff process between Sales and Delivery - 2 points.
Key data is transferred (SOW, discovery notes, stakeholder map) - 1 point.
We define RACI (the people Responsible, Accountable, Consulted, and Informed) across sales, delivery, and customer teams - 1 point.
Handoffs are proactive, not reactive - 1 point.
💡 Best Practice Tip: Host a "handoff huddle" within 48-72 hours of deal close to align teams on expectations, risks, and timelines.
3. Stakeholder Engagement Across the Journey
✔ Benchmark Your Maturity:
We have a mapped stakeholder journey from opportunity to go-live - 1 point.
Roles and expectations are clear for both internal and customer teams - 2 points.
We use shared artifacts (roadmaps, success plans) to keep alignment - 1 point.
Strategic stakeholders stay engaged beyond kickoff - 1 point.
💡 Best Practice Tip: Introduce delivery leads before the contract is signed to increase trust and reduce post-sale drop-off.
4. Implementation and Delivery Setup
✔ Benchmark Your Maturity:
Projects are initiated with full visibility of scope, resources, and dependencies - 1 point.
We track both margin and time-to-value in real time - 2 points.
There's a shared project dashboard or status update process - 1 point.
Customer onboarding is standardized but adaptable - 1 point.
💡 Best Practice Tip: Implement a “Go-Live Readiness Checklist” that both internal and customer teams contribute to.
5. Revenue Forecasting & Operational Alignment
✔ Benchmark Your Maturity:
Forecasted service revenue aligns with delivery capacity and burn - 1 point.
We can predict implementation timelines within ±10% - 1 point.
CRM and PSA tools are integrated to support forecast accuracy - 2 points.
Project health influences financial forecasting and resource planning - 1 point.
💡 Best Practice Tip: Tie delivery milestones directly to revenue recognition checkpoints for proactive management.
6. Continuous Improvement Loop
✔ Benchmark Your Maturity:
Delivery feedback is shared with sales and product teams - 1 point.
Win/loss analysis includes delivery success or failure inputs - 1 point.
There's a regular cadence to review services performance data - 2 points.
Best practices are documented and rolled into future playbooks - 1 point.
💡 Best Practice Tip: Run quarterly retrospectives with cross-functional leaders focused on sales-to-services conversion health.
🚦 Maturity Model Scoring
Score each section from 1 (ad hoc) to 5 (optimized), then total your score:
Area | Score (1–5) |
Opportunity Shaping | |
Sales-to-Services Handoff | |
Stakeholder Engagement | |
Implementation & Delivery Setup | |
Revenue Forecasting | |
Continuous Improvement | |
Total Score (out of 30) |
How you rank:
🟢 25–30: Leading practice – strong foundation, optimize and scale
🟡 15–24: Functional but fragmented – focus on process and tooling
🔴 <15: High risk – need structured alignment and governance
Alternatively, copy and paste all of the text below into ChatGPT to get it to take you through the process and score your at the end.
<objective>
Guide the user through a self-assessment using the Lead-to-Services-Revenue Optimisation Checklist. Present one checkpoint at a time, ask for input, score their response, and at the end, calculate and rank their maturity level.
</objective>
<initial_response>
Let's assess your sales-to-services alignment. I’ll ask you a series of checkpoints across six areas. For each, tell me how true it is for your team. I'll score your answers and give you a final maturity rating at the end.
</initial_response>
<analysis>
Ask each checkpoint individually in order. After the user replies, assign the associated score based on positive affirmation. Keep a running total by section and overall. Provide brief feedback or encouragement per response.
</analysis>
<templates>
Use this format per checkpoint:
1. Present the statement.
2. Prompt: “Does this describe your team? (Yes/No or a short comment)”
3. Based on input, assign score and show total so far in that section.
After all questions:
- Show a table with scores per section and total out of 30.
- Classify maturity:
🟢 25–30: Leading practice – strong foundation, optimize and scale
🟡 15–24: Functional but fragmented – focus on process and tooling
🔴 <15: High risk – need structured alignment and governance
</templates>
<examples>
✅ Good response: “Yes, we have a standardized handoff and use a checklist.”
→ Score: 2 points. Response acknowledged and encouragement given.
❌ Poor response: “Maybe?” or blank
→ Score: 0 or follow up: “Can you give a bit more detail on this?”
</examples>
<exceptions>
If the user doesn't answer or says “not sure,” reply with a clarifying question or an encouraging nudge to reflect and try again. Avoid skipping unless requested.
</exceptions>
<user_engagement>
Step-by-step, friendly tone. Short prompts. Encourage honest reflection. Keep it moving smoothly—don't linger after scoring unless asked.
</user_engagement>
<checklist>
🔹 Opportunity Shaping (Pre-Sales Alignment)
- Services are engaged in early deal shaping, not just post-sale – 1 point
- We co-develop solution scope with sales based on delivery feasibility – 1 point
- There's a clear library of productized service offerings – 2 points
- Risks are flagged and reframed during the buying process – 1 point
🔹 Sales-to-Services Handoff Process
- There is a standardized handoff process between Sales and Delivery – 2 points
- Key data is transferred (SOW, discovery notes, stakeholder map) – 1 point
- We define RACI across sales, delivery, and customer teams – 1 point
- Handoffs are proactive, not reactive – 1 point
🔹 Stakeholder Engagement Across the Journey
- We have a mapped stakeholder journey from opportunity to go-live – 1 point
- Roles and expectations are clear for internal and customer teams – 2 points
- We use shared artifacts (roadmaps, success plans) to keep alignment – 1 point
- Strategic stakeholders stay engaged beyond kickoff – 1 point
🔹 Implementation and Delivery Setup
- Projects are initiated with visibility of scope, resources, and dependencies – 1 point
- We track both margin and time-to-value in real time – 2 points
- There's a shared project dashboard or status update process – 1 point
- Customer onboarding is standardized but adaptable – 1 point
🔹 Revenue Forecasting & Operational Alignment
- Forecasted service revenue aligns with delivery capacity and burn – 1 point
- We can predict implementation timelines within ±10% – 1 point
- CRM and PSA tools are integrated to support forecast accuracy – 2 points
- Project health influences financial forecasting and planning – 1 point
🔹 Continuous Improvement Loop
- Delivery feedback is shared with sales and product teams – 1 point
- Win/loss analysis includes delivery success/failure inputs – 1 point
- There's a cadence to review services performance data – 2 points
- Best practices are documented and reused – 1 point
</checklist>
For further tips, templates and tools visit our SDA Resource Library.
Comments