Name of the Probability % Probability

Completed Stage that opportunity will ever

(i.e. the exit criteria) Description (including events that must be completed for opportunity to progress to this stage) progress to SOLD

Sold  Customer has returned signed contract, purchase order. 100%

90% i.e. 9 out of 10

 Verbal agreement received from economic buyer/ultimate decisionmaker at customer (not sponsor). "Committed" opportunities
Committed  Contract or agreement will be in final negotiation (could have been started earlier). will eventually be sold

 Verbal agreement received from sponsor or power technical buyer.

Selected  Final approval will now be sought from economic buyer at customer. 75% i.e. 3 out of 4

 Proposal has been drafted, reviewed and then finalized and sent to power person(s).
 Proposal is not a budget quote. Timing for purchase is within 3 months.
 Value proposition articulated to sponsor and power technical buyer. These key buyers agree on
value and the solution offering
 Asked for the names of competitors if an RFP. If appropriate, presentation is being scheduled.
Proposed  Engagement plan reconfirmed and validated. 50% i.e. 1 out of 2
 There is a compelling event or you can create one.
 Gained access to key buyers. BANT criteria confirmed by key technical buyer.
 Power person(s) has budget authority and have agreed to explore a CLEO offering.
 Engagement plan confirmed and agreed upon. Scope and budget for CLEO offering articulated.
 Understand if this will be an RFP process or sole source.
Qualified 25% i.e. 1 out of 5
 Completed Account Plan if strategic account
 Potential critical business issues identified for company and vertical
 Sponsor identified and has admitted the pain
 Sponsor’s gain documented and validated
 Sponsor articulates Value
 Access to final decision maker is possible
Suspect 10% i.e. 1 out of 10
 Based on market analysis someone plans to call in next 90 days to create opportunity.
 No direct contact with key buyers
Target 2% i.e 1 out of 50

Identify BANT

B- Whether customer is having budget for testing

A-Whether concern person is authorized to take decision

N- Identify need

T- Time line to give business