Qualify the Change, Not the Demo
Identify whether an early SaaS opportunity has evidence of a real business change.
Do not qualify the meeting. Qualify the change the meeting is supposed to create. The evidence stack MEDDIC asks for buyer evidence: measurable business impact, an economic buyer, decision criteria, decision process, identified pain, and a champion. The fields matter because each one answers a different failure mode. A metric prevents vague value. An economic buyer prevents consensus theatre. Decision criteria and process prevent hidden procurement surprises. Pain and champion prevent polite interest from masquerading as urgency. The conversation path SPIN gives the seller a clean way to gather that evidence without interrogating the buyer. Situation questions stay brief. Problem…
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