Stage Gate Framework — Example

On-demand reference for the deal-velocity-engineer skill.

Example 5-stage exit criteria framework. Stage advancement must reflect buyer actions, not seller activities, with 3-5 criteria per stage.

STAGE 1: DISCOVERY (Entry: qualified lead accepted by rep)
  EXIT CRITERIA:
  □ SPICED summary completed (all fields, no gaps)
  □ Pain quantified or quantification questions planned
  □ 2+ stakeholders identified
  □ Next meeting scheduled with specific agenda
  □ ICP fit confirmed (T1 or T2 per ICP library)
  GATE: If ICP fit is T3 or below → disqualify, don't advance

STAGE 2: SOLUTION DESIGN (Entry: mutual problem agreement)
  EXIT CRITERIA:
  □ Business case outlined with customer input
  □ Economic buyer identified (name + role)
  □ Technical/functional requirements documented
  □ Competition identified (including "do nothing")
  □ Timeline and critical event confirmed
  GATE: If no economic buyer identified → cannot advance to Proposal

STAGE 3: PROPOSAL (Entry: customer agrees to receive proposal)
  EXIT CRITERIA:
  □ Proposal reviewed in a live meeting (not emailed blind)
  □ Commercial terms discussed (not just presented)
  □ Decision process confirmed (who, when, what steps)
  □ Objections surfaced and addressed
  □ Mutual action plan agreed with close date
  GATE: If proposal emailed with no review meeting → stays in Solution Design

STAGE 4: NEGOTIATION (Entry: verbal intent to proceed)
  EXIT CRITERIA:
  □ Commercial terms agreed (price, scope, timeline)
  □ Procurement/legal process initiated
  □ Contract redlines received or clean sign-off
  □ Go-live date discussed
  GATE: If no verbal intent → stays in Proposal

STAGE 5: CLOSED-WON (Entry: signed contract + PO)