EvidenceSales

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Read-only: Enterprise Rep 5 owns this deal. Calls and evidence remain theirs to change.

Northstar Labs Expansion at Northstar Labs

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
Northstar Labs Expansion at Northstar Labs Low Event 2026-11-15 In call Legal & Commercials $1,635,625 $785,100 −$850,525

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

5/5

  • Pain named

    Completed

    Confirmed in demonstration data (2026-08-15)

  • Metric agreed

    Completed

    Confirmed in demonstration data (2026-08-15)

  • Economic buyer engaged

    Completed

    Confirmed in demonstration data (2026-08-15)

  • Decision process documented

    Completed

    Confirmed in demonstration data (2026-08-15)

  • Champion validated

    Completed

    Confirmed in demonstration data (2026-08-15)

Technical Discovery & Demonstration

3/3

  • Use cases documented

    Completed

    Confirmed in demonstration data (2026-08-15)

  • Demo delivered

    Completed

    Confirmed in demonstration data (2026-08-15)

  • Use cases confirmed

    Completed

    Confirmed in demonstration data (2026-08-15)

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

1/6

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 started

    Your response is in, by their deadline and in their format. Only applies when there is an RFI or RFP on this deal.

    Suggested next step

    Get the response in, in their format and before their deadline.

    • Confirm the deadline, the format and who receives it
    • Answer every question; a blank is a scoring zero
    • Ask a clarifying question early; it buys you a conversation

  • 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

    Completed

    Confirmed in demonstration data (2026-08-15)

  • 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.

  • Decision process documented 2026-08-15

    Synthetic decision process documented

    Customer: Confirmed in demonstration data

  • Economic buyer engaged 2026-08-15

    Synthetic economic buyer engaged

    Customer: Confirmed in demonstration data

  • Pain named 2026-08-15

    Synthetic pain named

    Customer: Confirmed in demonstration data

  • Quote approved 2026-08-15

    Synthetic quote approved

    Customer: Confirmed in demonstration data

  • Metric agreed 2026-08-15

    Synthetic metric agreed

    Customer: Confirmed in demonstration data

  • Use cases documented 2026-08-15

    Synthetic use cases documented

    Customer: Confirmed in demonstration data

  • Demo delivered 2026-08-15

    Synthetic demo delivered

    Customer: Confirmed in demonstration data

  • Use cases confirmed 2026-08-15

    Synthetic use cases confirmed

    Customer: Confirmed in demonstration data

  • Champion validated 2026-08-15

    Synthetic champion validated

    Customer: Confirmed in demonstration data

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