Qualify with MEDDPIC

The gate before a pursuit gets a name

Qualification is a single gate that both partner-sourced and field-routed signal pass through: workload fit, quantified impact, and a production path, checked before the pursuit is written up as a seller-ready brief. A pursuit that clears the gate gets packaged with customer, workload, economics, role, ask, and next meeting; one that doesn't gets nurtured to a named trigger or exited so it stops occupying a slot in the active roster.

Skipping this step is the single most common cause of a stalled cloud registration later — a record with no quantified buyer pain behind it reads as noise to a hyperscaler seller, and it stays unaccepted regardless of how the opportunity was sourced.

What happens on a qualified pursuit

A qualified pursuit becomes a seller-ready brief and moves to route selection — Microsoft, AWS, Google Cloud, or Databricks — where owner-known and owner-unknown paths diverge before pre-wire and seller acceptance.