UitbreidenOS When to activate
Before every deal stage movement. Also on-demand when rep reports "ready to advance" but criteria are unclear. Provides quick yes/no with specific missing items if not ready.
When NOT to use
Not for deep deal analysis — use deal-analyzer instead. Not for forecast impact — use forecast-builder. Use this for gate enforcement only.
Stage Gate Definitions
Gate 1: Prospect → Qualification
Criteria (all required):
- Initial discovery meeting completed (scheduled or held)
- Company/decision-maker identified
- Initial pain/need identified in conversation
- Contact info captured and verified
- Next meeting scheduled or email follow-up pending
Time Target: 0–1 week
Quick Check: Has the prospect confirmed they have a problem we can solve?
Gate 2: Qualification → Solution Design
Criteria (all required):
- Pain point confirmed by 2+ stakeholders
- Budget or budget source confirmed ("We have budget" / "We'll allocate budget")
- Timeline confirmed ("Want to implement by [date]")
- Authority/decision-maker identified (not just influencer)
- Initial product fit validation (product matches stated need)
- RFP or requirements document (if applicable) initiated
Time Target: 1–2 weeks
Quick Check: Do we have confirmed pain, budget, and timeline?
Gate 3: Solution Design → Negotiation
Criteria (all required):
- Proposal or detailed solution document delivered
- Technical/functional fit confirmed by customer team
- Economic buyer (budget owner) has reviewed proposal
- Preliminary pricing accepted ("In the ballpark" minimum)
- Competitive position assessed (no blockers or requires strategic response)
- Legal/procurement requirements identified
Time Target: 2–4 weeks
Quick Check: Have we proven we can solve their problem at a price they accept?
Gate 4: Negotiation → Closed/Won
Criteria (all required):
- Final pricing agreed and signed off by economic buyer
- Legal/contract review initiated or completed
- All stakeholder sign-offs obtained (champion, economic buyer, technical)
- Deal size, terms, and close date finalized in CRM
- Execution plan established (implementation timeline, key contacts)
- Executive sponsorship confirmed (if deal >$100K)
Time Target: 1–2 weeks
Quick Check: Do we have signed contract or verbal commitment + date?
Gate Scorecard Template
Save as deals/[deal-id]-stage-check.md
# Stage Gate Scorecard — [Deal ID]
**Assessment Date:** [timestamp]
**Deal:** [Account Name] | [Deal Value]
**Current Stage:** [Stage]
**Proposed Move:** [To Stage]
**Assessed By:** [Rep or Sales Manager]
---
## Gate Criteria Checklist
### [Proposed Stage] Entry Requirements
| # | Criterion | Required | Status | Evidence | Notes |
|---|---|---|---|---|---|
| 1 | [Criterion 1] | Yes/No | [✓ Met / ✗ Missing] | [Evidence or "Not captured"] | [Gap action if missing] |
| 2 | [Criterion 2] | Yes/No | [✓ Met / ✗ Missing] | [Evidence or "Not captured"] | [Gap action if missing] |
| 3 | [Criterion 3] | Yes/No | [✓ Met / ✗ Missing] | [Evidence or "Not captured"] | [Gap action if missing] |
| 4 | [Criterion 4] | Yes/No | [✓ Met / ✗ Missing] | [Evidence or "Not captured"] | [Gap action if missing] |
| 5 | [Criterion 5] | Yes/No | [✓ Met / ✗ Missing] | [Evidence or "Not captured"] | [Gap action if missing] |
| 6 | [Criterion 6] | Yes/No | [✓ Met / ✗ Missing] | [Evidence or "Not captured"] | [Gap action if missing] |
---
## Advancement Readiness
**Criteria Met:** [X/6]
**Decision:** [✓ APPROVED / ✗ NOT READY]
---
## If Approved
**Stage Move Authorized:** [Yes]
**Effective Date:** [Date]
**Updated CRM:** [Yes / No]
**Log Transition:** Log to session-log.md
---
## If Not Approved
**Missing Criteria Count:** [X]
**Missing Items (Unblock Plan):**
1. [Criterion X] — [Specific action to satisfy, owner, timeline]
2. [Criterion Y] — [Specific action to satisfy, owner, timeline]
**Re-Assessment Date:** [Date when unblock actions due]
**Alternative Path (if any):**
- [If criterion waivable with business case: who to ask, what case needed]
---
## Assessment Notes
[Any additional context: urgency signals, competitive pressure, customer sentiment, etc.]
---