Twenty-five questions your revenue has to answer.
Every SaaS diagnostic runs the Revenue Integrity System: 25 frameworks in five families, each tied to a dollar outcome. The other eight industries run an 18-framework version built for their own economics.
Four answers, the same way every time.
Pricing & Monetization
Pricing-model fit
Keep per-seat, move to usage, or hybrid — and what does that do to revenue + the next raise?
Monetization / WTP gap
How underpriced are you vs the value you deliver, and which packaging move closes the gap?
Gross-margin integrity
Are gross margins SaaS-grade (75-80%+) or quietly eroding under inference / hosting costs?
Discounting discipline
Is discounting a written policy or a panic reflex — and what margin does each point given away cost?
Multi-year contract mix
What share of ARR is locked multi-year — and what would +10 points do to retention stability and valuation?
Retention & Expansion
NRR & expansion
Where exactly is NRR leaking — downsell, churn, or flat expansion — and what is the dollar repair?
GRR / logo churn
What is gross retention before expansion masks it — and which segment is quietly bleeding logos?
Cohort gross retention
Do this year's cohorts retain better or worse than last year's — and exactly where does the decay start?
Expansion playbook
Is expansion a designed motion with triggers and owners — or an accident — and what NRR headroom is unworked?
Win-back rate
What share of churned logos return — and is there a timed, priced win-back motion at all?
Acquisition & Funnel
Acquisition CAC efficiency
What does a new dollar of ARR cost by channel — and which channel is quietly underwater?
CAC payback
How many months to recover CAC — inside or outside the 12-18 month bar your stage is judged on?
PLG funnel conversion
Where does the self-serve funnel leak — signup, activation, or upgrade — in real percentages?
Sales-led conversion
What converts from qualified pipeline to close, at what cycle length — and where do deals die?
Lead-source mix
How concentrated is pipeline by source — and what happens to growth if the top source halves?
Activation & Conversion
Time-to-value
How long from signup to first real value — and what does every extra day cost in conversion?
Activation rate
What share of signups reach the aha moment — and which step loses the most users?
Free-to-paid rate
What share of free users ever pay — is the free tier a funnel or a parking lot?
Self-serve vs assisted
Which motion closes which segment most efficiently — and where is sales effort subsidising deals self-serve should close?
Customer-success ratio
How much ARR does each success owner defend vs benchmark — staffed to protect NRR or just to answer tickets?
Capital Efficiency & Moat
Rule of 40
Growth plus margin: where do you sit against the bar your next raise will be priced on?
Magic Number
How much new ARR does each sales-and-marketing dollar produce — efficient growth or bought revenue?
Burn multiple
How much cash burns per dollar of net-new ARR — and how fast does that close your funding window?
Capital efficiency
How much ARR per dollar raised versus peers — does your cap table read efficient or expensive?
AI-defensibility moat
Could one person + AI rebuild this in a weekend? The board / acquirer DD question.
Run all 25 on your own numbers.
Start with the free grade. When you're ready, the diagnostic puts a dollar figure and a fix on every leak.