Scorecard

GTM Agency Scorecard (2026)

Q: Is this the same as the buying guide?

The buying guide explains models; this scorecard is a weighted worksheet for procurement.

Score vendors consistently before you sign a 6–12 month retainer.

Emporion Labs publishes this scorecard so RevOps and VP Sales can compare agencies, embedded squads, and in-house builds on the same rubric.

Preview — priority items

CRM-native daily reporting (20%)
Held meeting KPIs (not just bookings) (20%)
Published pricing or transparent tiers (15%)

Criterion	Weight	Tip
CRM-native daily reporting	20%	Verify sample dashboards in your CRM, not PDFs.
Held meeting KPIs (not just bookings)	20%	Contract on held meetings or SQLs sales accepts.
Published pricing or transparent tiers	15%	Avoid opaque “custom quote only” without benchmarks.
Compliance documentation (GDPR/CASL)	15%	Ask for enrichment sources and suppression workflow.
Kickoff speed	10%	48h–14d is healthy; 8+ weeks signals heavy onboarding tax.
Month-to-month after pilot	10%	Pilot 90 days before annual lock-in.
Automation / RevOps included	10%	n8n, routing, and hygiene should not be extra SOW line items.

Score each vendor 1–5 per row, multiply by weight, and compare totals.

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Questions about this service

1How do I use this scorecard?

Score each vendor 1–5 per criterion, multiply by weight, and compare totals — then validate with reference calls.

2Is this the same as the buying guide?

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