Qualification Stage¶
Deeper qualification and stakeholder mapping
Overview¶
Extended qualification stage for complex opportunities requiring multi-stakeholder engagement and deeper needs assessment.
Stage Definition¶
Entry Criteria: - Initial discovery complete - Basic BANT confirmed - Multiple stakeholders identified - Complex or large opportunity
Exit Criteria: - All stakeholders engaged - Technical requirements understood - Budget approved (not just confirmed) - Champion identified and engaged - Assessment scope defined
Stakeholder Mapping¶
| Role | Typical Title | Key Concerns | Engagement Strategy |
|---|---|---|---|
| Economic Buyer | CEO, CFO, Partner | ROI, risk, budget | Value and risk focus |
| Technical Buyer | IT Director, CTO | Feasibility, integration | Technical credibility |
| User Buyer | Ops Manager | Usability, disruption | Ease of implementation |
| Champion | Varies | Internal success | Enable their success |
| Blocker | Varies | Status quo | Understand concerns |
Deep Qualification Questions¶
Budget Qualification¶
- "How does budget approval work for projects like this?"
- "Is budget already allocated, or would this require approval?"
- "What's the investment range you're considering?"
Decision Process¶
- "Walk me through how you've made similar decisions"
- "Who else needs to be involved before a decision?"
- "What could prevent this from moving forward?"
Technical Qualification¶
- "What systems would need to integrate?"
- "What's your current security/IT stack?"
- "Are there any constraints we should know about?"
Qualification Frameworks¶
MEDDIC¶
| Element | Question Focus |
|---|---|
| Metrics | What success metrics matter? |
| Economic Buyer | Who controls budget? |
| Decision Criteria | What factors drive the decision? |
| Decision Process | What's the approval process? |
| Identify Pain | What's the compelling event? |
| Champion | Who will advocate internally? |