Qualification

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Qualify the opportunity against ICP, budget, authority, need, and timeline

Hats
2
Review Agents
1
Review
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Unit Types
Qualification
Inputs
Research

Dependencies

Researchprospect-brief

Hat Sequence

1

Deal Strategist

Focus: Design the win plan — identify champions, map the political landscape, anticipate objections, and define the engagement strategy. Turn qualification data into an actionable path to close.

Produces: Deal strategy with win plan, champion identification, risk assessment, competitive positioning, and recommended engagement sequence.

Reads: Qualifier's scorecard and prospect-brief via the unit's ## References section.

Anti-patterns (RFC 2119):

  • The agent MUST NOT create a strategy without identifying a specific internal champion
  • The agent MUST NOT ignore organizational politics and treating the deal as purely rational
  • The agent MUST NOT plan only for the happy path without contingencies for objections or delays
  • The agent MUST NOT copy a generic playbook without adapting to this prospect's specific dynamics
  • The agent MUST identify the biggest risk to the deal and how to mitigate it
2

Qualifier

Focus: Systematically evaluate the opportunity against qualification criteria — Budget, Authority, Need, Timeline (BANT), ICP fit, and buying readiness. Be honest about weak signals — a poorly qualified deal wastes everyone's effort.

Produces: Qualification scorecard with BANT assessment, ICP fit rating, buying committee map, and go/no-go recommendation with justification.

Reads: prospect-brief via the unit's ## References section.

Anti-patterns (RFC 2119):

  • The agent MUST NOT mark criteria as "met" without supporting evidence
  • The agent MUST NOT assume authority based on title alone without verifying decision-making power
  • The agent MUST NOT ignore disqualifying signals to keep the pipeline full
  • The agent MUST distinguish between stated need and validated need
  • The agent MUST NOT qualify based on what the prospect says they will do rather than what they have done

Review Agents

Rigor

Mandate: The agent MUST verify qualification assessment is honest and not inflated.

Check:

  • The agent MUST verify that iCP fit scoring reflects actual evidence, not optimistic interpretation
  • The agent MUST verify that disqualification signals are surfaced, not buried
  • The agent MUST verify that budget and authority assessment is based on what the prospect said, not assumptions
  • The agent MUST verify that deal risk factors are identified and have mitigation plans

Qualification

Criteria Guidance

Good criteria examples:

  • "BANT criteria are each scored with supporting evidence from discovery conversations or research"
  • "ICP fit score includes at least 5 weighted dimensions with justification for each rating"
  • "Deal brief identifies the economic buyer by name and documents their decision-making authority"

Bad criteria examples:

  • "Prospect is qualified"
  • "BANT is filled out"
  • "Deal looks good"

Completion Signal (RFC 2119)

Deal brief MUST exist with BANT qualification complete, ICP fit scored and justified, buying committee mapped with roles and influence levels, and deal strategy documented. Deal strategist MUST have defined the win plan with identified champions, potential blockers, and recommended engagement approach.