CLIENTABC Tech Services Pvt. Ltd.
INDUSTRYTechnology Services
REVENUE₹75 Cr
TEAM4 ISEs · 8 Sales Execs · 2 Marketing
STAGEDeveloping
REVENUE AT RISK₹18 Cr
LAST DIAGNOSYS24 Jun 2026
A story most growth teams know

Meet ABC Tech Services.
It has everything — except predictable growth.

A technology services company with a real product, a team of 4 Internal Sales Executives, strong delivery, and good partnerships. On paper, everything it needs. And yet revenue stays stuck — unpredictable, founder-dependent, and hard to forecast.

Naveenn Suri · Former EY Partner · 28+ years · Creator of SIRTIKA™
ABC's reality · 01

Strong capabilities. Weak revenue predictability.

What ABC already has
  • •A team of 4 ISEs, 8 sales execs & 2 marketing
  • •A real product and regular client meetings
  • •Strong delivery capability
  • •Good products and partnerships
What ABC still struggles with
  • ✕Revenue that's hard to predict
  • ✕The founder still has to close the big deals
  • ✕Weak access to CXO buyers
  • ✕Forecasting that's really guesswork
  • ✕No process that scales beyond a few people
Most companies have a CRM. Few have a Sales Operating Model.
ABC's reality · 02

At ABC, sales is activities. Not a system.

How it works today
  • ✕Every ISE sells differently
  • ✕The CRM is just reporting
  • ✕Deals silently slip away
  • ✕Knowledge leaves with the people
  • ✕Forecasting becomes guesswork
What ABC needs instead
  • ✓One documented process
  • ✓A governance rhythm in place
  • ✓Pipeline that reflects reality
  • ✓Faster onboarding for new joiners
  • ✓Predictable, scalable growth
ABC's reality · 03

The challenges holding ABC back

1Revenue swings quarter to quarter — no predictability
2Growth depends on the founder closing the big deals
3New ISEs take 5+ months to become productive
4Weak access to CXO and decision-maker conversations
5Forecasts are guesswork, not a governed process
6No common qualification standard — pipeline is inflated
7Sales and marketing aren't aligned on ICP or messaging
8Knowledge lives in a few heads — and leaves with them
The turning point

Then ABC met SIRTIKA™.

Not another training program. Not more coaching. SIRTIKA™ installs the revenue system itself — the model, the assets, the governance, and the adoption layer that makes growth repeatable — then proves it's being used.

The SIRTIKA™ way

Revenue should be system-driven.

Not founder-driven

Revenue that depends on one person is fragile, unscalable, and ultimately unsellable.

Not hero-driven

Top performers mask systemic failure. When they leave, the revenue leaves with them.

Not relationship-driven

Relationships are a valuable asset. But an asset is not a revenue system.

Diagnose. Build. Adopt.

SIRTIKA™ installs the system in three connected stages, run as a loop.

STAGE 01

Diagnose

SIRTIKA™ Diagnosys

An AI-native read of how ABC's sales engine is built today — and where revenue leaks.

→
STAGE 02

Build

Sales Operating Model

25 deliverables across five functions — the full manual for how the team wins.

→
STAGE 03

Adopt

SIRTIKA™ Hub

The accountability layer that proves the model is learned and applied — rep by rep.

↻  THE LOOP  ·  Re-run Diagnosys as the business changes — the model refreshes and adoption re-measures
Stage 01 · Diagnose

SIRTIKA™ Diagnosys

An AI-native assessment that scores the revenue engine across five dimensions, quantifies hidden revenue risk, and produces the prioritised roadmap that drives the SOM build.

54/ 100
Developing
0–40Reactive
41–60Developing
61–80Structured
81–100Scalable
₹18 CrAnnual revenue at risk from structural gaps
Sales Process Maturity48
Market Traction61
Talent Readiness57
Governance Effectiveness39
Growth Strategy52

Assessed across five dimensions, mapped to the SIRTIKA™ Maturity Score and Execution Reality Scorecard.

Revenue at Risk = ₹18 Cr — Unqualified Pipeline + Forecast Slippage + Founder Dependency + Slow Onboarding + Deal Leakage
Unqualified pipeline₹6 Cr
Forecast slippage₹4 Cr
Founder dependency₹3 Cr
Deal leakage₹3 Cr
Slow onboarding₹2 Cr
What the assessment delivers

Not just a score — six concrete outputs, each with a worked example.

Revenue Risk Analysis
₹18 Cr at risk, itemised by cause — unqualified pipeline, forecast slippage, founder dependency, leakage.
SWOT Analysis
Strengths: delivery & product. Weaknesses: qualification & governance. Opportunities: CXO access. Threats: founder dependency.
Hidden Gap Detection
Silent gaps surfaced — e.g. ~40% of pipeline unqualified — before they cost a quarter.
Maturity Score
A single 0–100 benchmark with band — ABC: 54, "Developing" — tracked over time.
Prioritised Roadmap
A 90-day plan sequencing what to fix first for the biggest revenue impact.
SOM Blueprint
Defines which of the 25 deliverables ABC needs — and in what order.

Top structural gaps — severity, business impact, fix and timeline

HIGHNo stage-gate qualification — ~40% of pipeline unqualified; forecast slips every quarter.
Impact ₹6 CrFix D0930 days
HIGHForecasting is gut-feel, not governed — no reliable line of sight on the quarter.
Impact ₹4 CrFix D1860 days
MEDNew ISEs take 5+ months to a first closed deal — playbook lives in a few senior heads.
Impact ₹2 CrFix D04 · D0690 days
Stage 02 · Build

SOM Blueprint — 25 deliverables

From the diagnostic, SIRTIKA™ installs ABC's complete Sales Operating Model — 25 deliverables (D01–D25) across five functions. Working operating assets that stay even when people change.

A few of the key deliverables, explained
D02Defined ICP & Account List

Clear ICP criteria and a tiered, named account list — so the team targets the right companies, not everyone.

D07Industry Focus Approach

An industry-specific go-to-market and pitch approach, so the message lands in each vertical.

D03Persona Guide

A guide to the personas inside a client organisation — who to engage, what each cares about, and how to win them.

D04Inside Sales Playbook

The end-to-end playbook for the inside sales team — outreach, qualification and a 60+ scenario pitch matrix.

D05CXO Conversation Guide

How to approach and convince CXOs — opening lines, value framing and the questions that earn a second meeting.

D12Objection Handling Guide

The common objections by stage and persona, with tested responses that keep deals moving.

D10Value & ROI Assets

Value- and ROI-based sales and marketing assets that make the business case in the buyer's language.

D09Stage-Gated Pipeline

A stage-gate qualification process so only real deals advance — and the forecast reflects reality.

25 deliverables installed · 100% handoverFive functions · one revenue engine · refreshed as the business evolves
Stage 03 · Adopt

SIRTIKA™ Hub

The missing layer between strategy and execution

The Hub is where ABC's Sales Operating Model goes to live, get used, and get measured — one home for every asset, tools that onboard and support the team daily, and the assessment that proves the model is being run.

1 · One home for the model
The SOM Library25 live assets · version-controlled · always current
TARGETD01D02D03D25
ENGAGED04D05D06D07D08
CLOSED09D10D11D12D13
GOVERND14D15D16D17D18D19D20
SCALED21D22D23D24
The value: one source of truth — no version chaos, no hunting through inboxes, always the current asset, and instant access for every rep even when people change.
2 · Onboarding tool
LEARN
Days 1–7
  • Read the ICP & tiered account listD02
  • Study the buyer persona mapsD03
  • Learn the Inside Sales PlaybookD04
PRACTICE
Days 8–17
  • Role-play the qualification scriptD04
  • Submit your first handover noteD09
  • Draft a mock engagement proposalD10
OPERATE
Days 18–30
  • Send 30 outreach, qualify 5D04
  • Hand over 3 qualified leadsD09
  • Run your first meetingsD06 · D08
Without the Hub: shadow whoever's free · guess what counts as "qualified" · get told you did it wrong — no map, no order, no answer to "what next?"
The value: new ISEs and sales execs become productive in weeks, not months — and onboarding never depends on who happens to be free to train them.
3 · Daily support engine

Every morning, each sales and inside-sales rep opens the Hub to a daily brief — what to do next, which asset to use, and where a deal needs attention. It turns the model into a daily habit.

Today · Priya Nair (ISE)Daily brief from the Hub
Next best actionRe-engage Auto-Components Ltd — the CFO isn't involved yet. Open with the D05 CXO guide.
Asset to useSend the D10 value & ROI proposal for the deal now in Proposal stage.
Qualification check2 deals are missing a clear next step — apply the D09 stage-gate before the review.
Coaching nudgePractise the budget objection (D12) before tomorrow's 11am call.
The value: reps always know the next best action and the right asset for the moment — so the model gets used in real deals, not just learned.
4 · Adoption assessment

The Hub measures whether the model is actually being run — combining what each rep has learned with how they're applying it in live deals.

Team Adoption
70
Combined score
Roster status
4
121
Avg Readiness
87
Layer 1 · learned
Avg Impact
63
Layer 2 · applied
Combined Adoption Score = 30% Readiness  +  70% Impact
Readiness = trained, ICP understood, pitch test passed, mock proposal submitted. Impact = applying the model in real deals, using stage-gates, creating qualified pipeline.
Internal Sales Executive
Readiness · Layer 1
Impact · Layer 2
Combined
Green — above 80 Amber — 50 to 80 Red — under 50 Flag — knowing-doing gap
Knowing-Doing Gap Detector™

Reps who know the model but aren't applying it — high Readiness, low Impact. The coaching gap, named per person, with the fix and a review date.

Governance rhythm
Weekly
  • Pipeline Review
  • Lead-Gen Review
  • Rep Coaching Review
Monthly
  • CEO Review
  • SOM Asset Update
Quarterly
  • Diagnosys Refresh
  • Roadmap Re-prioritisation
The platform · role views

One platform. A view for every role.

The same Sales Operating Model and live data, reshaped for who's looking — the CEO sees revenue and risk, the manager sees adoption and coaching, the rep sees their day.

What the CEO sees — revenue, risk and predictability
Revenue Maturity
54
Developing band
Revenue at Risk
₹18 Cr
From structural gaps
Forecast Confidence
62%
Low — ungoverned
Pipeline Coverage
2.1×
Target 3.0×
Founder Dependency
High
Top deals founder-led
Team Adoption
70
Combined score
Top structural gaps
HIGHNo stage-gate qualification — pipeline inflated, forecast slips.
₹6 CrFix D09
HIGHForecasting is gut-feel, not governed.
₹4 CrFix D18
MEDNew ISEs take 5+ months to ramp.
₹2 CrFix D04 · D06
SIRTIKA™ focus — next 30 days
1Install the D09 stage-gate qualification — recover the ₹6 Cr leak first.
2Stand up governed forecasting with D18 — replace gut-feel with method.
3Launch Hub onboarding for the 4 ISEs — cut ramp from months to weeks.
What the Sales Manager sees — adoption and coaching
Team Adoption
70
Combined score
Avg Readiness
87
Learned
Avg Impact
63
Applied
Qualified Pipeline
₹9 Cr
Stage-gated
Deals at Risk
3
Need attention
Coaching Flags
2
Knowing-doing gap
Coaching priorities
Rohan Gupta
Enterprise · North · Readiness 95 / Impact 58
Knows qualification but isn't applying stage-gate discipline in live deals.
Coach on D09 · review in 7 days
Karthik Reddy
Inside · West · Readiness 72 / Impact 38
Learns fast but low live-deal activity and qualification rigour.
Coach on D04 · D09 · review in 14 days
Deals needing attention this week
Auto-Components Ltd₹1.2 CrStalled · CFO absent
Vertex Manufacturing₹60 LNo next step
Meridian Logistics₹80 LSlipping stage
What an ISE sees — Priya Nair
Readiness · L1
88
Learned
Impact · L2
71
Applied
Combined
76
Amber — keep applying
Today — my brief
Priya Nair (ISE)From the Hub
Next best actionRe-engage Auto-Components Ltd — the CFO isn't involved yet. Open with the D05 CXO guide.
Asset to useSend the D10 value & ROI proposal for the deal now in Proposal stage.
Qualification check2 deals are missing a clear next step — apply the D09 stage-gate.
Coaching nudgePractise the budget objection (D12) before tomorrow's 11am call.
My pipeline
Northgate Retail₹2.1 CrNegotiation
Auto-Components Ltd₹1.2 CrProposal
Meridian Logistics₹80 LDiscovery
My go-to assets — click to open
D04 · Inside Sales Playbook D05 · CXO Guide D09 · Stage-Gate D10 · ROI Proposal D12 · Objection Handling
The outcome for ABC

From founder-led chaos to a system that compounds

The before, the 90-day install, and the after — the value it creates, the return it pays back, and finally, what you're actually buying.

The outcome
Before · Day 0
Founder-led, unpredictable
  • Founder closes the big deals
  • New reps take 5+ months to ramp
  • Forecasts miss every quarter
  • ₹18 Cr leaking through the cracks
  • Every ISE sells differently
During · 90 days
The system gets installed
  • Diagnosys exposes the leaks
  • SOM installs 25 working assets
  • Hub onboards the team on rails
  • Adoption measured from week one
  • Governance rhythm switched on
After · Month 4+
System-driven, compounding
  • One documented operating model
  • New reps productive in weeks
  • Forecasts governed and trusted
  • Founder freed from every deal
  • Adoption visible, rep by rep
Expected outcomes
✓30–50% faster sales onboarding
✓Improved qualification discipline
✓Better forecast reliability
✓Lower founder dependency
✓Higher CXO conversation quality
✓Stronger pipeline governance
The ROI
₹18 CrRevenue at risk
→
₹6–7 CrRecoverable in Year 1
=
10×+Typical Year-1 return
Illustrative. The recoverable range assumes 30–40% of identified revenue-at-risk is addressed in the first year. The program investment is a small fraction of what it protects — quoted per engagement and priced by region.
Why SIRTIKA™, not advisory or training
Installs the system, not a report

25 working assets your team actually uses — not advisory slides that gather dust.

Measures adoption, not just delivery

Proof the model is learned and applied, rep by rep — the layer most programs skip.

Stays when people leave

The model is the asset. Knowledge no longer walks out the door with your best people.

One platform, end to end

Diagnose, build, adopt and govern in a single connected system.

What you're buying
SIRTIKA™ Diagnosys
Assessment

AI-native diagnostic that scores the engine and quantifies revenue at risk.

SIRTIKA™ SOM
Operating Model Build

25 deliverables installed as working operating assets across five functions.

SIRTIKA™ SOM Hub
Adoption & Governance Platform

Hosts the model, onboards joiners, and measures adoption rep by rep.

Step 1
Diagnosys

Assessment + report + prioritised roadmap.

Step 2
SOM Build

25 deliverables installed + full handover.

Step 3
SOM Hub

Adoption tracking + dashboards + governance.

Ongoing
Growth Partner

Advisory + execution support over time.

How SIRTIKA™ gets installed
Week 1–2
Diagnosys
Assess the engine, quantify risk.
Week 3–4
SOM Blueprint
Design the model and roadmap.
Week 5–8
Asset Build
Install the 25 deliverables.
Week 9–12
Hub Adoption
Onboard, measure, coach.
Month 4+
Governance
Cadence, refresh, scale.
Confidentiality: All client data shown in this demo is illustrative. In production, each client environment has role-based access, client-specific assets, and confidential data controls.
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