FRAMEWORK
A structured maturity assessment for identifying current-state gaps across the revenue lifecycle and prioritizing where intervention or deeper planning is required.
ROMA helps organizations identify maturity gaps that limit reliable and scalable revenue growth by evaluating the full revenue lifecycle and its cross-cutting capabilities across five dimensions: process, reporting, ownership, data and systems.
Why ROMA Exists
Revenue problems rarely begin where they become visible.
A reporting issue may originate in unclear ownership. A CRM problem may reflect an inconsistent process. A forecasting problem may be caused by incomplete data, weak stage definitions or a handoff that no team truly owns.
ROMA creates a consistent way to examine those relationships. Instead of reviewing tools or departments in isolation, it evaluates how the operating system performs across the customer lifecycle.
WHAT ROMA ASSESSES
Process, Reporting, Ownership, Data and Systems are assessed across the revenue lifecycle. Governance operates across all five as a cross-cutting discipline rather than a separately scored dimension.
HOW ROMA WORKS
Methodology
ASSESSMENT OUTPUTS
From scattered symptoms to a prioritized operating view.
ROMA translates assessment evidence into three practical outputs that help teams understand current maturity, identify operating risk and decide what should happen next.
01
Lifecycle maturity view
A current-state view of maturity across lifecycle stages and the five PRODS dimensions.
02
Risk heat map
A visual representation of where maturity gaps have the greatest business impact, are most pervasive, strategically critical or time-sensitive.
03
Prioritized recommendations
A prioritized set of recommended interventions distinguishing direct remediation from deeper design or implementation assessment.
WHEN ROMA IS USEFUL
Use ROMA when the symptoms are visible, but the operating cause is not.
ROMA is most useful when teams need a shared, evidence-based view of where operating friction originates and what deserves attention first.
01
Growth has exposed inconsistency
Processes that once worked informally no longer produce consistent execution, ownership or customer outcomes.
02
Cross-functional friction persists
Teams repeatedly encounter unclear handoffs, overlapping responsibilities or decisions that fall between functions.
03
Systems no longer reflect the operating model
CRM, automation or reporting structures have evolved without a clear connection to the processes and decisions they are meant to support.
04
Data and reporting are not trusted
Leaders cannot reliably interpret performance because definitions, inputs, ownership or reporting logic are inconsistent.
05
Priorities compete without a shared basis
Multiple problems appear urgent, but teams lack a consistent way to distinguish symptoms from root causes and operating risk.
06
A major change is approaching
The organization is preparing for a transformation, implementation, redesign or growth phase and needs a credible current-state baseline.
WHAT ROMA IS NOT
It connects operating symptoms to root causes, identifies where maturity is constrained and recommends the next appropriate response without claiming to capture every dependency or final delivery sequence.
WHAT HAPPENS AFTER ROMA
Not every maturity gap requires the same response.
ROMA identifies where the current Revenue Operating System is constrained and prioritizes the interventions indicated by the evidence. What happens next depends on the nature of the finding.
01
Address a defined operating gap
Where the target state is already understood and the issue is reasonably contained, the finding can move directly into remediation.
02
Determine how a known target state should be delivered
Where the desired operating state is clear but the technical, process, data or system solution requires deeper assessment, ROMA can route the finding into a focused implementation framework.
03
Redesign the operating model
Where the existing operating model cannot support the intended strategy, ROMA can provide the validated current-state foundation for a BIOS engagement.
ROMA and BIOS remain separate frameworks. BIOS does not repeat the ROMA assessment. If target-state design later uncovers material new Revenue Operations evidence, it can trigger a targeted ROMA addendum or, where the original baseline is no longer reliable, a refreshed assessment.
START WITH THE OPERATING PROBLEM
Need a clearer view of where operating friction begins?
ROMA creates an evidence-based view of current maturity, aligns stakeholders around root causes and identifies the next appropriate response.