Chapter 14
Full funnel optimization: where your funnel actually loses revenue
10 min
Core Premise: The Demand Efficiency Scorecard provides a 125-point audit across all four lenses plus operational infrastructure.
The Demand Efficiency Scorecard
| Category | Points |
|---|---|
| ICP Architecture | 25 |
| Message Engineering | 25 |
| Channel Selection | 25 |
| Execution Discipline | 25 |
| Infrastructure & Operations | 25 |
| Total | 125 |
Score Interpretation
| Score | Level | Action |
|---|---|---|
| 100-125 | Optimized | Continuous improvement |
| 75-99 | Functional | Address weakest lens |
| 50-74 | Developing | Significant rebuild needed |
| <50 | Foundation | Complete rebuild required |
The Audit Process
Step 1: Self-assessment across all categories Step 2: Evidence review (actual campaigns, data) Step 3: Gap identification Step 4: Prioritized action plan
Reading about the problem is one thing. Locating yours is another.
The PACED Diagnostic asks fifteen questions and returns your estimated PACED Yield and the gate costing you most. About ten minutes.