Most sales teams treat deal qualification as an administrative chore. Reps fill out dozens of CRM fields right before weekly pipeline reviews, typing in optimistic guesses just to satisfy sales managers.
Dealwize transforms qualification from a static checkbox into a continuous, evidence-driven discipline. Powered by our multi-agent pipeline, Dealwize extracts concrete qualification signals directly from customer conversations, unifies them into a single canonical record, and scores deal completeness across three industry-standard frameworks: BANT, CHAMP, and MEDDIC.
1. The Canonical Qualification Model#
Rather than forcing reps to fill out conflicting qualification templates for different sales leaders, Dealwize maintains a single canonical key set (CANONICAL_KEYS):
┌─────────────────────────────────────────┐
│ Canonical Qualification Record │
└────────────────────┬────────────────────┘
│
┌─────────────────────────────────────┼─────────────────────────────────────┐
▼ ▼ ▼
┌───────────────────────────┐ ┌───────────────────────────┐ ┌───────────────────────────┐
│ BANT Screening View │ │ CHAMP Discovery View │ │ MEDDIC Enterprise View │
│ (Early Stage) │ │ (Mid Stage) │ │ (Late Stage) │
├───────────────────────────┤ ├───────────────────────────┤ ├───────────────────────────┤
│ • Budget Status (Critical)│ │ • Challenges / Pain (Crit)│ │ • Metrics (Important) │
│ • Authority Contact (Crit)│ │ • Authority Contact (Imp) │ │ • Economic Buyer (Crit) │
│ • Pain / Need (Critical) │ │ • Money / Budget (Imp) │ │ • Decision Criteria (Imp) │
│ • Timeline (Important) │ │ • Prioritization (Imp) │ │ • Decision Process (Imp) │
│ │ │ │ │ • Identify Pain (Crit) │
│ │ │ │ │ • Champion (Critical) │
└───────────────────────────┘ └───────────────────────────┘ └───────────────────────────┘
When you analyze a call transcript or meeting notes, Dealwize extracts evidence across all 10 canonical fields simultaneously:
pain_need: Core business challenges and cost of inaction.authority_contact: Identified decision-makers and organizational power structure.economic_buyer: Budget holder with discretionary sign-off authority.champion: Internal advocate with political capital and vested interest.budget_status: Allocated financial backing (allocated,unconfirmed,not_allocated).timeline: Buyer-driven compelling event and go-live targets.prioritization: Strategic urgency (top_priority,mid_priority,low_priority).metrics: Quantifiable KPIs and financial ROI targets.decision_criteria: Technical, commercial, and operational evaluation standards.decision_process: Formal internal approval, security, and contracting workflow.
2. Stage-Based Framework Views#
Different stages of an enterprise deal require different levels of qualification rigor. Dealwize dynamically projects the canonical fields through the appropriate framework lens:
1. BANT (Stage: Screening & Inbound)#
- Focus: Fast initial qualification to eliminate tire-kickers early.
- Fields & Weights:
- Budget (
budget_status): Critical (Weight 3) - Authority (
authority_contact): Critical (Weight 3) - Need (
pain_need): Critical (Weight 3) - Timeline (
timeline): Important (Weight 2)
- Budget (
2. CHAMP (Stage: Discovery & Scoping)#
- Focus: Consultative discovery that leads with pain and buyer prioritization before demanding budget.
- Fields & Weights:
- Challenges (
pain_need): Critical (Weight 3) - Authority (
authority_contact): Important (Weight 2) - Money (
budget_status): Important (Weight 2) - Prioritization (
prioritization): Important (Weight 2)
- Challenges (
3. MEDDIC (Stage: Enterprise Evaluation & Negotiation)#
- Focus: Comprehensive enterprise governance to eliminate closing surprises.
- Fields & Weights:
- Metrics (
metrics): Important (Weight 2) - Economic Buyer (
economic_buyer): Critical (Weight 3) - Decision Criteria (
decision_criteria): Important (Weight 2) - Decision Process (
decision_process): Important (Weight 2) - Identify Pain (
pain_need): Critical (Weight 3) - Champion (
champion): Critical (Weight 3)
- Metrics (
3. Weighted Completeness Scoring#
Dealwize calculates an objective Completeness Score (0.0–1.0) for each framework view using mathematical weighting:
$$\text{Completeness} = \frac{\sum \text{Weights of Verified Filled Fields}}{\sum \text{Total Possible Weights}}$$
Criticality Weights:#
- Critical Fields: Weight =
3 - Important Fields: Weight =
2 - Supporting Fields: Weight =
1
Strict Verification Rules (is_field_filled)#
Unlike CRMs that accept any text input, Dealwize enforces strict evidentiary checks:
- Vague or unconfirmed entries (such as
"unknown","unconfirmed","TBD", or"n/a") receive zero credit. - When extracting from dialogue, the AI must cite specific participant quotes or verifiable buyer statements to mark a field as filled.
4. Missing Critical Field Warnings#
When a critical qualification field remains unverified as a deal advances in stage, Dealwize's Risk Sentinel triggers high-priority warning flags:
⚠️ Qualification Warning: Missing Economic Buyer
Framework: MEDDIC (Enterprise Evaluation)
Impact: -15 pts on Deal Health Score
Evidence: Meeting transcripts show 4 calls with Technical Champion (Dave),
but zero engagement or confirmation from Marcus Sterling (CFO).
Recommended Action: "Ask Dave for executive alignment call prior to MSA review."
If a deal sits in late-stage negotiation with a missing Economic Buyer or unconfirmed Decision Process, the Deal Health score will not exceed 50, preventing reps from developing "happy ears" on unverified pipeline.
5. Automated AI Extraction vs. Human Governance#
Dealwize prevents AI hallucination through an intelligent human-in-the-loop review mechanism:
- AI Ingestion: When call transcripts are processed, Dealwize identifies newly discovered qualification signals and sets them as
pending_value. - Human Confirmation: Reps can review the proposed signals on the Deal Reality dashboard, accept the findings with one click, or manually edit entries to reflect off-the-record conversations.
- Audit Trail: Every confirmed qualification value preserves the timestamp, original call transcript snippet, and user author for total forecast transparency.