ApexIQ | Performance™
Measure Adoption. Prove Impact. Accelerate Revenue.
Problem · Owner · Value
Problem: Leaders can’t quickly see if presales are driving outcomes: deal health is opaque, adoption is inconsistent, and coaching is opinion-led.
Owner: CRO, VP/Director Sales Engineering, RevOps, SE Managers.
Value: Visible execution quality, faster decisions, higher win rates, and a simple, shared operating cadence.
What is Performance
ApexIQ Performance is a lightweight performance layer for presales: a weekly Deal Pulse that yields a single APP Score (0–100) for every opportunity, and a quarterly APP System Score that proves ApexIQ’s adoption and business outcomes across the full motion (Readiness → Diagnostic → Development → Decision → Realisation).
APP (ApexIQ Performance Percent) / APP Score: a single 0–100 number averaging Clarity / Confidence / Conversion for a deal. Pronounced “app.”
APP System Score: a quarterly 0–100 number blending Avg Deal APP %, Adoption %, and Outcomes % to reflect how well ApexIQ is executed at the system level.
Who It’s For and When To Use It
For: Executive revenue leaders, Sales Engineering leadership and managers, RevOps.
Use when: Forecasts feel hand-wavy; PoCs stall; late-stage surprises appear; enablement is hard to measure; you need one simple, auditable view of execution quality and system effectiveness.
Outcomes You Can Bank On
Objective deal health → Faster cycle time and fewer slips (DealScore/DealMaster alignment).
Consistent coaching → Shared language across sales + SE; targeted next actions.
Demo/validation uplift → Higher PoC success via DemoIndex alignment.
System adoption proof → Clear quarterly signal that ValueEdge/VisualEdge practices are used.
Better investment calls → Portfolio view of execution quality and outcomes, not anecdotes.
What We Score, At A Glance
Weekly — Deal Pulse (per opportunity)
Clarity (Diagnostic): Discovery done · MEDDPICC essentials · Risks logged.
Confidence (Development): Success criteria agreed · Evidence captured · Champion active.
Conversion (Decision): Tech-win path defined · MAP current · Paper process identified.
APP Score (0–100): Avg of Clarity/Confidence/Conversion.
Quarterly — System Score (per team/segment)
Adoption % (6 checks): BidScore pre-commit; DealScore in use; DealMaster run on complex deal(s); DemoIndex current; ValueEdge practiced; VisualEdge in use.
Outcomes % (3 checks vs target): Time-to-Tech-Win; Validation/PoC success rate; Tech-Win rate.
APP System Score: 0.60 × Avg Deal APP % + 0.20 × Adoption % + 0.20 × Outcomes % (RAG: Green ≥80; Amber 60–79; Red <60).
How it Works
Instrument deals (weekly): SEs mark nine Y/N checks; the sheet computes Clarity, Confidence, Conversion, APP Score, RAG, and StageCheck.
Run the 10-minute review: Sort by APP Score (low→high). For the bottom few, pick one corrective action tied to the weak pillar (discovery, criteria/evidence, MAP/paper).
Score the system (quarterly): Tick six Adoption checks (BidScore/DealScore/DealMaster/DemoIndex/ValueEdge/VisualEdge) and three Outcomes checks vs target; compute APP System Score.
Decide what to change: If APP System Score <80, choose one adoption fix (e.g., refresh DemoIndex, run DealMaster on the top risk deal) and one outcome experiment (e.g., earlier security intake to cut TTTW).
Plan Your Next Move
Free, no-obligation 15-minute call.