Assessment Questionnaire

By using this structured approach, create a clear, phased roadmap and measurable deliverables.

Scoring Scale

Agentic Action State	Description	Weight
Initial/Reactive	Manual, ad-hoc, siloed processes.	1
Developing/Standardized	Defined processes, some basic tools.	2
Advanced/Integrated	Streamlined, integrated systems, good data visibility.	3
High-Performing/Predictive	Highly automated, strategic alignment, predictive analytics.	4

Scoring Guidelines

Agentic Action	Score 1: Initial/Reactive	Score 2: Developing/Standardized	Score 3: Advanced/Integrated	Score 4: High-Performing/Predictive
Revenue Accuracy: ASC 606 Alignment	Manual checks are frequent; high risk of non-compliance issues found in audits.	Basic alignment exists but requires significant manual effort from finance team monthly.	Automated system checks ensure alignment; manual review is minimal and exception-based.	Full system-driven compliance with real-time reporting and automatic audit trails.
Revenue Accuracy: Discrepancies	Frequent discrepancies between quote, order, invoice, and ledger that require significant reconciliation time.	Discrepancies occur but are tracked and reconciled during month-end close processes.	Discrepancies are rare due to integrated systems; issues automatically flagged for review.	Zero discrepancies; data flows seamlessly with full alignment across all systems.
Q2C Efficiency: Order Creation Automation	Quote requires full manual re-entry into order management/billing system.	Some data transfers, but manual steps are needed to finalize the order.	Order creation is automatically triggered from an approved quote with minor validation steps.	Full "lights-out" automation from quote approval to order creation and activation.
Billing & Invoicing Accuracy: Timeliness	Invoices are generated days or weeks after the billing cycle ends, causing delays in A/R.	Invoices generated within 1-2 business days of the cycle close date using a defined process.	Invoices are generated on the cycle close date via automated scheduled processes.	Real-time invoice generation and delivery concurrent with cycle closure or usage event.
Discount & Pricing Compliance: Enforcement	Manual overrides of pricing rules are common; approvals are paper-based or email-based.	System enforces some rules, but significant manual approvals are still required.	System automatically enforces all pricing/discount rules; manual approvals are exception-based.	AI-driven pricing enforcement and optimization; manual intervention is virtually eliminated.
Customer Satisfaction: Billing Disputes	High volume of billing disputes and questions, requiring a dedicated support team to manage.	Disputes are managed through a standard process, but the volume is still impactful on operations.	Minimal billing disputes due to high invoice accuracy and clear billing communication.	Zero disputes related to system/process errors; high customer confidence in billing accuracy.

Questionnaire

Revenue Accuracy

• To what extent do our current revenue recognition processes fully align with ASC 606 rules? (Score 1-4)
• How often do we experience discrepancies between the CPQ quote, order, invoice, and general ledger? (Score 1-4, where 1=Often, 4=Never)
• How consistently are proration, usage, and amendments handled correctly across all systems? (Score 1-4)

Quote-to-Cash Cycle Efficiency

• How would you rate the speed of moving from an initial quote to final revenue recognition? (Score 1-4)
• How automated is the process for creating a final order from an approved sales quote? (Score 1-4, where 1=Fully manual, 4=Fully automated)
• To what extent can revenue be recognized without manual intervention from the finance team? (Score 1-4)

Billing & Invoicing Accuracy

• How consistently do generated invoices correctly reflect all pricing, discounts, and contract rules? (Score 1-4)
• How often are invoices generated on time according to the defined billing cycle? (Score 1-4, where 1=Rarely, 4=Always)
• Do partner/channel invoices accurately reflect the correct margins and rebates? (Score 1-4)

Operational & User Adoption

• How would you rate the ability of sales, finance, and operations teams to use the Revenue Cloud system without errors? (Score 1-4)
• How consistently are CPQ rules and approval workflows followed by all users? (Score 1-4)
• To what extent do users rely on system dashboards and reporting versus manual spreadsheets? (Score 1-4)

Additional Areas

• Discount & Pricing Compliance: How well are manual discount approvals and price book rules consistently enforced by the system? (Score 1-4)
• Reporting & Audit Readiness: How easily can the system provide accurate, transparent data and an audit trail for compliance and reporting purposes? (Score 1-4)
• Customer & Partner Satisfaction: How frequently do we receive customer-initiated billing disputes or friction during renewals? (Score 1-4, where 1=Often, 4=Rarely)

Prioritize Wins

Build the Impact/Effort Matrix. This involves scoring each identified gap based on two factors:

1. Potential Impact (High/Medium/Low): How much will fixing this gap improve revenue accuracy, efficiency, or compliance?
2. Implementation Effort (High/Medium/Low): How much time, resources, and technical complexity are involved in fixing it?

Category	Impact	Effort	Prioritization	Examples (from your criteria)
Quick Wins	High	Low	Immediate Action	Improving timely invoice generation if the current process is a simple fix.
Major Projects	High	High	Strategic Planning	Implementing a full integrated system to manage multi-element accurately.
Fill-ins	Medium/Low	Low	Fit in as able	Minor tweaks to user dashboards for better user adoption.
Re-Evaluate	Low	High	Avoid or reconsider	Projects that consume significant resources for minimal return.

Strategic Alignment and Risk

• Compliance & Risk Mitigation: Prioritize gaps that pose a significant compliance risk (e.g., failing ASC 606 rules). These often jump to the front of the line regardless of effort.
• Revenue Leakage: Focus heavily on areas where you are losing money (e.g., inaccurate usage tracking, uncollected A/R).
• Customer Experience: High-impact issues causing customer dissatisfaction (e.g., billing disputes) should be addressed early to protect retention.