All of the approach
Qualify
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.
S
Success Criteria
What proof they will actually accept. Not the slide you wish they used. Often you write it with them.
C
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."
A
Adoption Path
How this gets used after the login. A pilot that never reaches the team is not a sale.
L
Lock-in & Risk
Data, model, reliability, switching. The late-deal killers in AI. Name them before they name you.
E
Effortless Transaction
The buying path has to be finishable. Proof can be hard. Purchasing should not be theater.