Meridian Works Operations transformation at Meridian Works

Deal Overview

The working facts for this deal. Edit the fields that are yours to change; stage, Evidence and Gap are derived from the deal and its proof.

Evidence recap: 2026-09-16
Meridian Works: Operations transformation at Meridian Works
Stage: Business Qualification
Your call: $49,246; evidence: $0, no approved quote
Closed Lost: Lost to a competitor (2026-04-13), $49,246
  Why: The buying committee selected the incumbent after a shorter procurement process. Demo CRO's final agreement was recorded for the public demonstration.

Business Qualification (0/5):
  [ ] Pain named
  [ ] Metric agreed
  [ ] Economic buyer engaged
  [ ] Decision process documented
  [ ] Champion validated

Technical Discovery & Demonstration (0/3):
  [ ] Use cases documented
  [ ] Demo delivered
  [ ] Use cases confirmed

Technical Evaluation (0/0):
  [–] Evaluation kicked off; not applicable
  [–] Evaluation passed; not applicable

Legal & Commercials (0/5):
  [–] RFI / RFP submitted; not applicable
  [ ] Security questionnaire returned
  [ ] Paper process documented
  [ ] Quote approved
  [ ] Redlines resolved
  [ ] Signatory confirmed

Next: nothing, this deal is closed lost.

via Evidence Sales

Deal	Priority	Source	Close	In call	Derived stage	Your call	Quote Evidence	Gap
Meridian Works Operations transformation at Meridian Works	Medium	Partner	2026-04-11	Out	Business Qualification	$49,246	$0	−$49,246

These details are read-only until this deal is editable.

Outcome History

2026-09-11 Lost Lost to a competitor

Deal Workspace

Work through the proof gates, outcomes, history, and next actions for this deal.

Proof Gates

This deal is closed lost, so its gates are closed with it. Here is the proof it earned along the way.

Business Qualification

0/5

○
Pain named
Not started

The business problem in the customer's own words; what breaks today, said by them, not inferred from a good demo.
Suggested next step

Get the customer to name the business problem in their own words.
- Ask: "What happens today that shouldn't, and who feels it?"
- Write the problem back in one line and get a yes
- Get it from someone who lives with it, not just your champion
○
Metric agreed
Not started

The one number this purchase moves, agreed by the customer in their words. Scoping services opens up here.

Unlocks: Services scoping
Suggested next step

Pin down the one number this purchase moves; in the customer's words.
- Ask: "How will you measure success 90 days after go-live?"
- Write the metric back in one line and get a yes
- Tie the metric to the pain they already named
○
Economic buyer engaged
Not started

You have talked to the person who owns the budget; engaged, not just named by somebody else.
Suggested next step

Get to the person who owns the budget and talk to them.
- Ask your champion: "Who signs off on spend this size?"
- Request a 15-minute intro to that person
- Confirm budget ownership in a written recap email
○
Decision process documented
Not started

Written down: who decides, in what order, by when, and what each step needs. Theirs, not your guess at it.
Suggested next step

Write down how this decision actually gets made on their side.
- Ask: "Walk me through what happens between yes and signature"
- Name every approver and what each one needs to see
- Send it back to them and get it corrected
○
Champion validated
Not started

Somebody inside sells for you when you are not in the room; and you have watched them do it, not assumed it.
Suggested next step

Test the champion; a champion you haven't tested is a contact.
- Ask them to get you a meeting only a champion could get
- Have them state the business case in front of their own people
- Check they can name the budget and the timeline unprompted

Technical Discovery & Demonstration

0/3

○
Use cases documented
Not started

The specific jobs the customer wants done, written down and numbered; the list a demo is later mapped to.
Suggested next step

Write down the use cases, one per job to be done.
- Run a working session with the people who'll use it
- Number them so a demo can be mapped to them
- Send the list back and get it confirmed
○
Demo delivered
Not started

A demo mapped to the documented use cases, by number. A demo that maps to nothing proves nothing.
Suggested next step

Demo against the documented use cases, not the standard deck.
- Build the demo from their numbered use case list
- Show the ones they said matter most first
- Note which use case each section answered
○
Use cases confirmed
Not started

The customer confirms in writing that these use cases fix the agreed metric. Their words, in writing.
Suggested next step

Get written confirmation the use cases fix the metric.
- Email the use cases beside the metric and ask for a yes
- Ask what is still missing before they'd say yes
- Get it from the person who owns the metric

Technical Evaluation

0/0 Decision needed

Decide whether this deal needs a technical evaluation. Choose yes or no; the Technical Evaluation menu item stays open until this is answered.

This deal doesn't need a technical evaluation.

Evaluation kicked off
Not applicable

This deal doesn't need an evaluation, so this gate doesn't apply. Tick This deal needs a technical evaluation to turn it on.
Evaluation passed
Not applicable

This deal doesn't need an evaluation, so this gate doesn't apply. Tick This deal needs a technical evaluation to turn it on.

Legal & Commercials

0/5

These can be worked from day one, and none of them moves the deal up a rung; an RFP answered before anyone is qualified is work that had to be done, not progress. The approved quote is the one number your forecast reads.

RFI / RFP submitted
Not applicable

There is no RFI or RFP on this deal, so there is nothing to submit. Tick There is an RFI/RFP on this deal if one arrives.
○
Security questionnaire returned
Not started

Their security or compliance questionnaire is back with them; often the first thing a deal is asked for, and it proves nothing about whether they'll buy.
Suggested next step

Get their security questionnaire back to them, complete.
- Ask for the questionnaire up front, before you need it
- Share your SOC 2 / vendor security package with it
- Offer a call with your security team to unblock
○
Paper process documented
Not started

How a contract actually gets signed here: whose paper, what review, what order, how long each step takes.
Suggested next step

Write down how paper moves on their side, step by step.
- Ask: "Whose paper do we start from, and who reviews it first?"
- Get the legal review's typical turnaround in writing
- Find out what procurement needs before they'll open a file
○
Quote approved
Not started

The customer approved a quote with a net total. This is the only number the forecast reads.
Suggested next step

Get explicit approval on the quote from the approver.
- Confirm who approves and what their process is
- Ask for the approval in writing, with the number in it
- Clear any last blockers before the ask
○
Redlines resolved
Not started

Every redline is closed, not just returned; no open item left between here and signature.
Suggested next step

Drive the redlines to zero open items.
- Send the MSA / order form early
- Track redlines one open item at a time, in writing
- Get your counsel and theirs on one call for the last three
○
Signatory confirmed
Not started

The named person who will sign, confirmed by them; and confirmed they have the authority to.
Suggested next step

Confirm who signs, by name, and that they can.
- Ask: "Who physically signs, and is there a spend threshold above them?"
- Check the signature authority, not just the job title
- Get their availability before you send the paper

Outcome

Lost $49,246 closed 2026-04-13

Reason: Lost to a competitor

The buying committee selected the incumbent after a shorter procurement process. Demo CRO's final agreement was recorded for the public demonstration.

This deal is out of your pipeline and your forecast, and its history above is closed. It's counted on Won & Lost with every other deal you've finished.