EvidenceSales

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Read-only: Commercial Rep 1 owns this deal. Calls and evidence remain theirs to change.

Atlas Systems Modernization at Orchard Analytics

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.

Deal Priority Source Close In call Derived stage Your call Quote Evidence Gap
Atlas Systems Modernization at Orchard Analytics High Partner 2026-10-22 In call Business Qualification $764,433 $0 −$764,433

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

Deal Workspace

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

Proof Gates

Four phases, in the order a deal moves through them. The first two run in parallel; the deal doesn't leave Business Qualification until every gate in it is proved.

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Business Qualification

1/5

  • Pain named

    Completed

    Customer described the problem (2026-08-20)

  • 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.

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

History

Everything this deal has done, newest first. Nothing is ever removed; a proof that stops being true is retracted, and stays here struck through with the reason.

  • Pain named 2026-08-20

    Synthetic early qualification

    Customer: Customer described the problem

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