Metrics What quantified outcome must this deliver? Whose number is it? R / A / G Economic Buyer Named individual. Have you spoken to them directly? R / A / G Decision Criteria Formal criteria documented. Did we help shape them? R / A / G Decision Process Every step from here to signature, in order, with dates. R / A / G Paper Process Procurement, security review, legal — mapped and started early. R / A / G Implicate the Pain Pain connected explicitly to our specific solution, not pain in general. R / A / G Champion Named individual with power AND motivation to sell internally without us in the room. R / A / G Competition Everything being considered, including "do nothing," with why we'd win. R / A / G