The data-room request list for GTM diligence.
Send this to the target on day one. With these files we can rebuild pipeline, forecast accuracy, retention and pricing from the records. Free to use, whether or not you work with us.
CRM and pipeline
- Read-only export of all opportunities for the last 8 quarters: created date, close date, stage history, amount, owner, source, segment, outcome and loss reason
- Weekly or monthly forecast snapshots (commit, best case) for the same period
- Current pipeline by stage with created date and last activity date
- Definitions of each stage and the exit criteria management uses
Customers and revenue
- Customer list with start date, contract value, segment and renewal date
- Monthly recurring revenue bridge: new, expansion, contraction, churn
- Cohort retention (net and gross) by start quarter
- Top 20 customers by revenue and share of total
Pricing
- Current price list and discount approval policy
- Realised price against list by deal, with discount reasons
- Last three pricing changes and what happened after each
Team and productivity
- Org chart for sales, marketing, customer success and RevOps with start dates
- Quota and attainment by rep for the last 8 quarters
- Ramp history for reps hired in the last 24 months
- Compensation plan documents
- Regretted and non-regretted departures in the last 24 months
Demand and channels
- Lead and opportunity volume by source for 8 quarters
- Marketing and sales spend by channel
- Partner revenue and the agreements behind it
- Attribution method and its known gaps
Tooling and data
- List of go-to-market tools with owners, cost and renewal dates
- Dashboards the leadership team actually uses
- Any AI tools in use in sales, marketing or support, and what data they touch
Interview list
- CEO, CRO and CMO
- Head of customer success
- Two account executives (one top performer, one average)
- One SDR or BDR
- One channel or partner manager
- The RevOps owner
Ask for read-only exports and remove personal data where you can. Under Swiss and EU data protection rules, a data room should contain only what the review needs.
Contact
Rather have it run for you?
Send the list, we do the analysis and the interviews. Five working days for a Health Check, fifteen for a Deal DD.
Due Diligence / Data-Driven / Double-Digit