Partnerships and Distribution
Assess the strategic importance of OEM partnerships.
Review significant contracts for contingencies and service obligations.
Analyze customer purchase financing and related agreements.
Evaluate the distribution network's adequacy and control mechanisms.
Assess the effectiveness of the marketing team and the cost of new service introductions.
Brands
Examine branding strategy and support plans.
Review budgets and actual spending on brand-related customer support and marketing.
Determine the methods of advertising and promotional activities used.
Confirm ownership and proper use of branded names, including web presence.
Monitor legal expenses for brand protection and encroachment issues.
Customers
Compile a list of top customers and analyze revenue trends.
Identify customers who have ceased business with the company.
Document key sales channel partners and their revenue contributions.
Break down sales and gross profits by various categories.
Review all significant customer and sales channel partner contracts.
Evaluate sales concentration and distribution across services and products.
Analyze the sales backlog and seasonality of sales.
Assess the financial health and longevity of key customer relationships.
Identify potential new customers and the associated revenue and profit potential.
Determine the service requirements and profitability of key accounts.
Review upcoming customer contract renewals and anticipated changes.
Investigate the history of customer complaints and associated account profitability.
List customers who have discontinued business in the last three years.
Market
Estimate market size, segmentation, growth, and profitability.
Identify factors influencing market growth and profitability.
Track trends in competition, innovation, and market regulation.
Compare business growth projections with market size forecasts.
Review industry reports and literature for market insights.
Analyze competitors' filings for industry trends.
Interview trade association personnel for industry trends.
Assess the company's competitive strengths and weaknesses.
Determine if R&D expenditures are in line with industry practices.
Obtain any studies on the company or market.
Marketing and Advertising
Collect strategic, marketing, or advertising plans.
Compile marketing materials including brochures and sales sheets.
Summarize marketing risks and opportunities.
Sales Activity
Determine ongoing maintenance revenue from standard services.
Obtain all outstanding proposals, bids, and offers.
Review existing contracts for services, including warranty and guarantee work.
Define the sales strategy and promotion methods.
Document the structure of the sales organization and geographic coverage.
Analyze sales force compensation and performance metrics.
Evaluate the technical support group structure and compensation.
Assess the potential market size and company market share.
Identify new markets for potential sales expansion.
Miscellaneous Sales and Marketing
List third-party developers and projects, including agreements.
Compile a list of competitors and pertinent market research.
Present recent analyses by investment bankers or consultants.
Review marketing and sales literature, including price lists and catalogs.
Document all distribution, agency, and advertising agreements.
Describe warranty and return policies and procedures.
Review distribution agreements and customer purchase agreements.
Summarize service and support contracts and marketing agreements.
Market Analysis
List products and services offered and in development.
Conduct market research including size, share, trends, and outlook.
Profile major competitors and top customers.
Analyze customer segments, churn rate, satisfaction, and lifetime value.
Identify major suppliers and any market entry barriers. 6. Summarize complaints or warranty claims.
Review long-term sales contracts and agreements with distributors and resellers.