Saison Technology HULFT

Customer Qualification Framework

MEDDPICC + BANT scoring for consistent deal qualification

MEDDPICC → BANT Mapping

MEDDPICC Maps to BANT Purpose
M - MetricsNeedQuantifiable success criteria
E - Economic BuyerAuthority + BudgetWho controls money and decision
D - Decision CriteriaNeedHow they evaluate solutions
D - Decision ProcessTimelineSteps and timeline to close
P - Paper ProcessTimelineLegal, procurement, contracts
I - Identify PainNeedCore business problem
C - ChampionAuthorityInternal advocate
C - Competition(new)Alternatives being considered

BANT Scoring (0-3)

Budget (25%)

  • 0: No budget discussion
  • 1: Budget not yet allocated
  • 2: Budget allocated, aligns with solution
  • 3: Budget confirmed, ready to spend

Authority (25%)

  • 0: No access to decision-makers
  • 1: Talking to influencers only
  • 2: Access to decision-maker
  • 3: Decision-maker engaged and sponsoring

Need (30%)

  • 0: No clear pain identified
  • 1: Nice-to-have, low priority
  • 2: Clear need, moderate priority
  • 3: Critical business need, high priority

Timeline (20%)

  • 0: No timeline, indefinite
  • 1: Vague timeline, 12+ months
  • 2: Defined timeline, 6-12 months
  • 3: Urgent timeline, < 6 months

Qualification Thresholds

A

2.5 - 3.0: Highly Qualified

Prioritize, fast-track

B

2.0 - 2.4: Qualified

Pursue actively

C

1.5 - 1.9: Developing

Nurture, qualify further

D

1.0 - 1.4: Underqualified

Low priority, monitor

F

0.0 - 0.9: Not Qualified

Disqualify or defer

Red Flags (Automatic Disqualifiers)