Yes, if you close one gap: the distance between what your team believes your positioning says and what your buyers actually receive. This is the inside view. The IMPACT check reads your own story across six phases in under a minute, no email needed. Then name a prospect on the HEART x JTBD audit to see the outside view, and the gap between the two readings is the score that decides deals.
Who this is for · the job to be done
You believe your positioning is sharp. This checks whether a buyer would agree.
Founders, CMOs, CROs, Brand Heads, and DemandGen leaders hire this read for the same job: find out where the inside story is strong, where it is thin, and which one phase to fix first, before spending a quarter or a budget defending the wrong thing.
Pain 01 · You sound like everyone else
Six phases show exactly where the message differentiates and where it reads as category boilerplate a buyer has heard before.
Pain 02 · Effort spent on the wrong fix
The lowest phase is your fix-first, so the next quarter goes to the phase that actually moves deals, not the one that feels urgent.
Pain 03 · Inside view only
Positioning graded from inside the building stays theoretical. Pair this with the buyer-side HEART audit and the gap becomes a number you can act on.
IMPACT: the six positioning phases
Phase
What it measures
Identify Champions
Whether you know who inside an account will fight for you, and the trigger that moves them.
Map Alternatives
Whether you know what you are truly up against: named rivals, status quo, DIY, and why you win.
Pinpoint Value
Whether the value is quantified and tied to a buyer's job, not a list of features.
Anchor Market
Whether you own a position, a category or wedge, instead of being everything to everyone.
Craft Message
Whether there is a differentiated claim a buyer could repeat, one only you can make.
Translate Execution
Whether the positioning shows up consistently across site, materials, and channels.
How this connects to the HEART x JTBD audit
This IMPACT check fixes the words: how your message reads to the market. The HEART x JTBD audit fixes the deal: how a named buyer receives you, role by role. Run this once to sharpen positioning, then run HEART before every first call that matters. The gap between them is the real positioning score.
Step 1 · The one-minute read
~1 minute · six phases scored on evidence · no email needed
Starting
IMPACT · inside view
Positioning readiness
0 / 100
Six IMPACT phases, scored relative to each other. The lowest bar is your fix-first.
Why each phase scored the way it did
The gap is the score
That was the inside view. Now measure the outside.
Name a live prospect on the HEART x JTBD audit. It scores how their buying committee receives you, role by role, and the gap between that reading and this one is the number that decides the deal.
One click joins that outside view to the read above and hands you the verdict, FLIP, CONVERGE, or PARTIAL, the mismatch in plain words, and the one move to make first.
Joining the two views
The outside view · five HEART dimensions, as the buyer receives you
Read these against the six IMPACT bars above. The brief below is the gap between the two.
For decades positioning was graded from inside the building, and the buyer side stayed theoretical. AI changes that. This page measures the inside view, how you believe your positioning works. The HEART x JTBD prospect audit measures the outside view, how a named buyer receives you, role by role and job by job. Read the two together: the gap between them is the score that matters, and the smaller the gap, the stronger the positioning.