SOP-REV-lead-qualification-v1.0¶
1. Purpose¶
Define the criteria that qualify a prospect for the $2,500 Ecosystem Revenue Architecture Assessment — eco|monetize™'s first paid engagement tier and the Q2 2026 revenue target. This SOP governs which prospects advance from the Prospects board into active outreach, Briefing scheduling, and Assessment proposal.
Why this SOP exists: The Prospects board has 230+ companies. Not all are Assessment-ready. Without explicit criteria, outreach is scattershot, Briefings are wasted on poor-fit prospects, and the Assessment pipeline is noisy. This SOP makes qualification repeatable and auditable.
2. Scope¶
- Applies to all prospects on the Monday.com Prospects board (18406915789)
- Governs the transition from Prospect → Briefing-Ready → Assessment-Qualified
- Owned by sales.ops (pipeline intake, scoring, stage gate enforcement)
- CRO makes final qualification calls on borderline prospects
- Does not govern post-Assessment qualification for Essentials/Professional/Enterprise tiers (separate SOP)
3. Assessment-Tier Qualification Criteria¶
A prospect is Assessment-Qualified when it passes all 5 mandatory gates and scores 3+ of 5 signal indicators.
3.1 Mandatory Gates (all must pass)¶
| Gate | Criterion | How to Verify | Disqualifier |
|---|---|---|---|
| G1 — Company Size | 200+ employees | Monday.com Employee Count field, LinkedIn, Apollo enrichment | <200 employees unless revenue signals override (see 3.3) |
| G2 — Ecosystem Presence | Company has a partner program, channel/alliance team, or documented hyperscaler relationship (AWS/Azure/GCP partner) | Monday.com partner checkboxes, Apollo tech stack, company website | No ecosystem footprint = no Assessment need |
| G3 — Revenue Leadership Access | Identifiable CRO, SVP Revenue, VP Revenue Ops, or VP Alliances at the company | LinkedIn Sales Nav, Apollo contacts | No revenue/ecosystem executive = no buyer |
| G4 — Industry Fit | Enterprise technology: SaaS, cloud infrastructure, data/analytics, AI/ML, cybersecurity, or IT services/consulting with technology partner ecosystems | Monday.com Industry field, company description | Consumer, retail, healthcare (non-tech), manufacturing without tech ecosystem |
| G5 — Budget Capacity | Estimated $50M+ ARR or Series C+ funding | Monday.com Revenue ($M), Economic Capacity field, Crunchbase/Apollo funding data | Pre-seed/Seed/Series A companies without exceptional ecosystem complexity |
3.2 Signal Indicators (3 of 5 required)¶
| Signal | What It Means | Source | Weight |
|---|---|---|---|
| S1 — Partner Revenue Dependency | >20% of revenue influenced by partners/channel | Company earnings, partner program public data, job postings mentioning partner revenue | High |
| S2 — GTM Restructuring | New CRO in last 12 months, sales/overlay restructure, partner org realignment | Monday.com GTM Restructuring + New CRO fields, LinkedIn executive changes | High |
| S3 — Ecosystem Complexity | 3+ hyperscaler partnerships, active co-sell motions, marketplace listings, SI delivery partners | Monday.com partner checkboxes, AWS/Azure/GCP partner directories | Medium |
| S4 — Performance Pressure | Missed plan, downward revenue revision, public earnings miss, cost discipline shift | Monday.com Performance Signals + Cost Discipline fields, earnings calls, news | Medium |
| S5 — Accessibility | Rick has 1st/2nd degree LinkedIn connection, open profile, recent posting activity, or conference overlap | Monday.com Political Access field, LinkedIn connection status | Low (tiebreaker) |
3.3 Override Rules¶
| Scenario | Override | Approver |
|---|---|---|
| <200 employees but ICP Score >80 and S1+S2+S3 all present | May qualify — ecosystem complexity outweighs size | CRO |
| All 5 gates pass but only 2 signal indicators | Hold in Briefing-Ready — schedule Briefing to gather signal; do not propose Assessment until signal confirmed | sales.ops |
| Gate pass + 4-5 signals but Political Access = Cold Contact | Qualify but flag outreach difficulty — may need warm introduction path | CRO |
| Prospect is a known competitor's customer (Crossbeam, Reveal, PartnerStack) | Auto-qualify for Briefing — competitive displacement is a high-value motion | CRO |
4. Qualification Stages¶
| Stage | Entry Criteria | Owner | Monday.com Status |
|---|---|---|---|
| Prospect | Exists on board with minimum data (Name, Domain, HQ, Tier, ICP Score) | sales.ops | Default |
| Briefing-Ready | Passes G1-G5 mandatory gates | sales.ops (flags), CRO (confirms) | Tier 1 |
| Assessment-Qualified | Passes G1-G5 + 3 of 5 signal indicators | CRO | Tier 1 + Pipeline Priority set |
| Assessment-Proposed | Briefing completed, Assessment proposal sent | CRO | Move to Sales Pipeline board |
| Assessment-Won | SOW signed, $2,500 collected | CRO → customer.success handoff | Move to Sales Pipeline board (Won) |
5. Import Stage Gate¶
No items land on the Prospects board without these minimum fields populated:
| Field | Required | Source |
|---|---|---|
| Name | Yes | Import source |
| Domain | Yes | Apollo enrichment or manual |
| HQ Location | Yes | Apollo enrichment or LinkedIn |
| Tier | Yes | ICP scoring model |
| ICP Score | Yes | ICP scoring model |
| Enrichment Source | Yes | Tag at import time |
Imports missing Domain are rejected — Domain is the match key for dedup (per board column description). This gate prevents the 82% duplicate rate seen in the 2026-04-17 LinkedIn import.
6. ICP Scoring Model (Reference)¶
The 5-dimension ICP scoring model used for tiering at import:
| Dimension | Weight | Scoring Basis |
|---|---|---|
| Role Fit | 25% | Decision-maker in partner/alliance/ecosystem/revenue role |
| Company Size | 25% | Employee count relative to ICP (200+ preferred, 1000+ ideal) |
| Industry Fit | 20% | Enterprise technology alignment per G4 |
| Accessibility | 15% | LinkedIn connection depth, open profile, posting activity |
| Growth Signals | 15% | Employee growth (6mo/1yr/2yr), funding stage, hiring velocity |
Tier thresholds: - Tier 1 (Tier A): ICP Score ≥ 75 AND 500+ employees - Tier 2 (Tier B): ICP Score 50-74, OR ICP Score ≥ 75 with <500 employees - Tier 3 (Tier C): ICP Score < 50
7. Signal-Note Format (Cross-Department Handoff)¶
When mining.mind (CDO department) surfaces a LinkedIn engagement signal, the handoff to sales.ops uses this format:
SIGNAL NOTE
──────────────────────────────
Source: [LinkedIn post / DM / comment / InMail]
Prospect: [Company name + contact name]
Signal Type: [engagement / inbound / meeting-request / content-interaction]
ICP Match: [Tier 1 / Tier 2 / Tier 3 / Unknown]
Signal Detail: [One sentence — what they said or did]
Recommended Action: [Add to Prospects / Prioritize for Briefing / CRO review]
Timestamp: [YYYY-MM-DD HH:MM PST]
sales.ops triages the signal note into pipeline. CRO qualifies and executes.
8. Outreach Priority Ordering¶
Once Assessment-Qualified, prospects are prioritized for outreach using this stack rank:
- Inbound signals (prospect initiated contact) — always first
- Warm connections (Rick has 1st degree LinkedIn, prior professional relationship)
- Competitive displacement (known Crossbeam/Reveal/PartnerStack customer with pain signals)
- GTM restructuring + performance pressure (S2+S4 both present — urgency)
- High ecosystem complexity (S3 strong — need is structural, not event-driven)
- Cold outreach by tier (Tier 1 before Tier 2)
9. Reporting¶
- sales.ops reports qualified pipeline count in EOD rollup to CRO
- CRO carries Assessment pipeline status in daily check-in (Section 3.1/3.2)
- Assessment pipeline is a standing item in CEO Daily Summary through end of Q2 2026
10. Change Log¶
| Date | Version | Change | Approved by |
|---|---|---|---|
| 2026-04-19 | v0.1 | Initial draft — Assessment-tier criteria, import stage gate, signal-note format | CRO draft |
| 2026-04-19 | v1.0 | Promoted to Active — CEO approved | ceo |