Commercial Archetype Questionnaire
Step 1: Sales Model
Select all applicable Sales Models:
Subscription / Recurring
One-Time Products / Services
Usage-Based
Milestone / Project-Based
Step 0: Sales Intent / Quote
Quote Type / Intent
Select...
New Business
Renewal
Upsell
Cross-sell
Other
Expected Deal Size (USD)
Urgency / Timeline (weeks)
Notes / Context
Step 2: Fulfillment (How Value Is Delivered)
One-Time
1. Are shipments/deliveries accurate and timely?
2. Are handoffs causing delays or errors?
3. Are orders reconciled across systems?
As-Is Control
To-Be Control
Subscription
1. Are digital entitlements provisioned correctly?
2. Is subscription activation and renewal seamless?
3. Are recurring deliveries operationally smooth?
As-Is Control
To-Be Control
1. Is usage tracked accurately for billing?
2. Are metered consumption adjustments correct?
3. Are all systems aligned when usage changes?
As-Is Control
To-Be Control
1. Are stage completions delivered accurately?
2. Are dependencies between phases causing delays?
3. Are partial deliveries tracked correctly?
As-Is Control
To-Be Control
Step 3: Revenue & Risk (How Money Becomes Legitimate)
1. Is revenue recognized at delivery reliably?
2. Are refunds or cancellations handled consistently?
3. Are there audit/compliance issues?
As-Is Control
To-Be Control
1. Is revenue recognized correctly over time?
2. Are renewals/prorations handled accurately?
3. Are multi-product bundles reflected correctly?
As-Is Control
To-Be Control
1. Are variable billing adjustments recognized correctly?
2. Are restatements or reconciliations frequent?
3. Are performance obligations properly captured?
As-Is Control
To-Be Control
1. Are milestone completions triggering revenue correctly?
2. Are partial milestones or delays affecting revenue?
3. Are contracts aligned with performance obligations?
As-Is Control
To-Be Control
Step 4: Change Model (How Deals Evolve)
1. How often do contract amendments occur?
2. Are amendments consistently handled?
3. Do returns/cancellations create reconciliation issues?
As-Is Control
To-Be Control
1. Are upgrades/downgrades handled smoothly?
2. Are system changes timely?
3. Are self-service changes accurate?
As-Is Control
To-Be Control
1. Are usage adjustments frequent and accurate?
2. Do adjustments cause reconciliation problems?
3. Are all systems aligned when usage changes?
As-Is Control
To-Be Control
1. Are milestone changes communicated across teams?
2. Does scope change disrupt revenue or delivery?
3. Are adjustments tracked cleanly?
As-Is Control
To-Be Control