Architected decision-point framework

Decision gates aligned with AISDALS/L lifecycle stages

Hover or tap any stage or gate for detail.

Access & logistics Qualification Stakeholder approval Commercial & legal Partner Objection handling Deal risk flag Hard gate Automatic outcome, not a decision

1 · Signals

→ MQL formed

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

Pain qualified? Workshop booked?

4 · Search

→ Qualified opportunity

Material pain? MAP agreement? Competitive differentiation? Compelling event identified? Timeline confirmed? Decision criteria agreed? Decision process agreed? Budget source confirmed? Objection handling

5 · Desire

→ Technical win, economic win, sales-forecasted

Book technical stakeholder review? Technical buyer approved? Champion proposal review? Champion approved? Book key stakeholder meeting? Objection handling Stakeholders aligned? Book economic buyer review? Economic buy-in? Budget confirmed? Unhandled objections

6 · Action

→ Company-forecasted commit, then closed-won

Virtual close Cleared legal? Order received? Partner order received?

7 · Like

→ Go-live validated, then value proven

Go-live approved? Final review accepted? Scale-out: proceed? What happens automatically: Whitespace Expansion Lead spawned Project Expansion Lead spawned

8 · Share

→ References and advocacy

Reference permission? References and referrals?

9 · Love

→ Nurture or dormant

Risk read Lifecycle returns to Sales: nurture or dormant? What happens automatically: Renewal flow consumes risk and success signals

Automation may create an MQL, never an Opportunity. Promotion to sales-qualified is always a human judgement call – automation that manufactures qualified pipeline manufactures unearned forecast. Steps complete only when a properly linked CRM activity completes; none can be ticked by hand.