Qualify
SCALE
Five things that have to be true. If you assumed one of them, the deal has a hole. Buyers can prototype an alternative in a weekend. "We will build it ourselves" is often the real competitor.
Success Criteria
What proof they will actually accept. Not the slide you wish they used. Often you write it with them.
Conversion Economics
What it costs them to keep doing it the old way, versus buying, versus building it with agents. Waiting costs. So does "we will just do it ourselves."
Adoption Path
How this gets used after the login. A pilot that never reaches the team is not a sale.
Lock-in & Risk
Data, model, reliability, switching. The late-deal killers in AI. Name them before they name you.
Effortless Transaction
The buying path has to be finishable. Proof can be hard. Purchasing should not be theater.
Founders Ramp. Built for AI-age buying. MEDDIC is theirs.