Architected decision-point framework
Decision gates aligned with AISDALS/L lifecycle stages · reconciled to the deployed CRM process, 23 July 2026
Hover or tap any stage or gate for detail.
Access & logistics
Qualification
Stakeholder approval
Commercial & legal
Partner
●Hard gate
Automatic outcome, not a decision
Per-product score crosses MQL threshold?
2 · Awareness
→ Validated interest
Professional services required?
Partner involved?
Awareness call booked?
Economic buyer?
Champion?
Discovery call booked?
3 · Interest
→ Sales Qualified Lead
Partner involved?
●Material pain?
Customer agreement to MAP?
Workshop booked?
4 · Search
→ Qualified opportunity
Resistance?
Competitive differentiation?
Compelling event identified?
Timeline confirmed?
Decision criteria agreed?
Decision process agreed?
Budget source confirmed?
5 · Desire
→ Technical win, economic win, sales-forecasted
Book technical review?
Technical buyer approved?
Book proposal review?
●Champion approved?
Book key stakeholder meeting?
Stakeholders aligned?
Book economic buyer review?
●Economic buy-in?
Budget confirmed?
6 · Action
→ Company-forecasted commit, then closed-won
Close map buy-in?
Book key stakeholder review?
All-stakeholder consensus?
Processes & timeline confirmed?
●Virtual close
Partner engaged?
Cleared legal?
Order received?
7 · Like
→ Go-live validated, then value proven
No decision gates. What happens automatically:
Expansion MQL spawned · new solution
Phase II MQL spawned
8 · Share
→ Sales complete; expansion MQLs qualified
Scale-out meeting booked?
Champion support for Phase II?
9 · Love
→ Advocacy and CLTV
No decision gates. What happens automatically:
Lifecycle ownership returns to Sales