Boundary Maintenance Audit
A diagnostic tool to identify which specific boundaries are healthy versus at-risk, enabling surgical territory decisions.
A diagnostic tool to identify which specific boundaries are healthy versus at-risk, enabling surgical territory decisions. Most companies under-invest in boundary maintenance, discovering intrusions only after they're deep in territory.
When to Use Boundary Maintenance Audit
Use in Phase 3 of territorial strategy (Month 3-4) to audit boundary health. At-risk boundaries require monthly audit, vulnerable boundaries quarterly, healthy boundaries annually. Trigger immediately for major competitor entry, margin compression, or doubled intrusion frequency.
How to Apply
Measure Signal Strength
For each boundary segment, assess visibility of your presence. Brand awareness in boundary zone: >70% strong, 40-70% weak, <40% unmarked. Sales rep coverage: Weekly contact (strong), monthly (moderate), quarterly (weak). Digital presence: High ranking + active profiles (strong) vs. absent (weak).
Outputs
- Signal strength rating per boundary
Measure Intrusion Detection Speed
Assess how fast you notice intrusions. Real-time monitoring (daily alerts) = Excellent. Weekly reports = Good. Monthly reviews = Marginal. Quarterly only = Terrible (intrusions entrenched before detection).
Outputs
- Detection speed rating per boundary
Measure Response Time
Assess how fast you respond to detected intrusions. <1 week = Excellent. 1-4 weeks = Good. 1-3 months = Marginal. >3 months = Territory likely lost.
Outputs
- Response time rating per boundary
Assess Escalation Readiness
Determine if you can escalate if needed. Pre-approved escalation budget: Yes/No. Executive sponsorship identified: Yes/No. Legal/regulatory options researched: Yes/No.
Outputs
- Escalation readiness assessment per boundary
Categorize Boundary Health
Score each boundary 1-5 on overall health. Categorize: Healthy (>3.5/5) = maintain current intensity, monitor quarterly. Vulnerable (2.0-3.5/5) = strengthen defense or consider satellite. At-Risk (<2.0/5) = abandon territory or intensify defense 3-5×.
Outputs
- Boundary health scores
- Category assignments
- Action recommendations