Fusion360

Qualification Tool

A scoring reference for judging opportunity fit. Answers stay in this browser session only and no prospect details are collected.

0 of 10 answered
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Nurture or resolve prerequisites

Keep the account warm and revisit once data access or sponsorship changes.

75-100 strong opportunity | 50-74 requires further discovery | below 50 nurture or resolve prerequisites

1. Is there a measurable revenue or retention problem the business is actively trying to fix?
Business pain - 20 points. A named problem with a number attached is the strongest single qualifier.
2. Is customer data spread across multiple systems, and does that prevent a reliable unified profile?
Customer data fragmentation - 20 points. Three or more systems holding the same customer usually means duplication nobody has solved.
3. How many identifiable customer records does the client hold?
Available customer volume - 10 points. Volume determines whether segmentation and prediction will produce usable results.
4. Has a specific use case been identified, such as cross-sell, repeat purchase or churn reduction?
Identified use case - 15 points. A named use case is what makes a POC measurable.
5. Is there a business sponsor accountable for the outcome?
Executive sponsorship - 10 points. Without a sponsor, a POC rarely converts even when it succeeds technically.
6. Are transaction, profile and engagement data actually available for a POC?
Data accessibility - 10 points. Availability matters more than volume at this stage.
7. Can the client act on an audience once it is produced, through campaign, CRM or contact-centre channels?
Activation capability - 10 points. If nothing can be activated, the POC produces insight the client cannot use.
8. Is there a target decision date and an indicative budget for a POC?
Budget and timeline - 5 points. A date is often a better signal than a stated budget.
9. Can the client provide technical support for a POC, including a named technical contact?
Data accessibility - context only, not scored. Recorded for the summary and risk list; does not add to the score.
10. Are campaigns based mainly on broad segments rather than customer-level relevance?
Business pain - context only, not scored. Recorded to support the discovery narrative; does not add to the score.
Qualification summary
Editable before sharing internally.
Qualification summary - [Company name] Industry: Retail & E-commerce | Contact: [Contact] ([Role]) Score: 0/100 - Nurture or resolve prerequisites Assessment Keep the account warm and revisit once data access or sponsorship changes. Stated challenge [Not captured yet] Missing information - Business pain: Is there a measurable revenue or retention problem the business is actively trying to fix? - Customer data fragmentation: Is customer data spread across multiple systems, and does that prevent a reliable unified profile? - Available customer volume: How many identifiable customer records does the client hold? - Identified use case: Has a specific use case been identified, such as cross-sell, repeat purchase or churn reduction? - Executive sponsorship: Is there a business sponsor accountable for the outcome? - Data accessibility: Are transaction, profile and engagement data actually available for a POC? - Activation capability: Can the client act on an audience once it is produced, through campaign, CRM or contact-centre channels? - Budget and timeline: Is there a target decision date and an indicative budget for a POC? - Data accessibility: Can the client provide technical support for a POC, including a named technical contact? - Business pain: Are campaigns based mainly on broad segments rather than customer-level relevance? Key risks - Business pain scored below expectation. A named problem with a number attached is the strongest single qualifier. - Customer data fragmentation scored below expectation. Three or more systems holding the same customer usually means duplication nobody has solved. - Available customer volume scored below expectation. Volume determines whether segmentation and prediction will produce usable results. - Identified use case scored below expectation. A named use case is what makes a POC measurable. - Executive sponsorship scored below expectation. Without a sponsor, a POC rarely converts even when it succeeds technically. - Data accessibility scored below expectation. Availability matters more than volume at this stage. - Activation capability scored below expectation. If nothing can be activated, the POC produces insight the client cannot use. - Budget and timeline scored below expectation. A date is often a better signal than a stated budget. Recommended next step Keep the account in nurture. Revisit once data access or business sponsorship is in place. Suggested use cases - Cross-sell to inactive customers: Recovers revenue from a base that is already familiar with the brand and costs less to reach than new customers. - Convert first-time buyers into repeat buyers: Improves second-purchase rate, the single strongest predictor of long-term customer value. - High-value customer identification: Concentrates attention and offers where they generate the most revenue and protect the most margin.
Internal partner note
Internal only - not for the client.
INTERNAL - NOT FOR CLIENT Account: [Company name] (Retail & E-commerce, [Country]) Contact: [Contact name], [Role] Partner: [Partner name] Stage: Identified Qualification score: 0/100 - Nurture or resolve prerequisites Records: not confirmed CRM: not confirmed | Marketing platform: not confirmed Stated challenge [Known business challenge] Selected use cases - [Select use cases in the Industry Use Cases section] Assessment Keep the account warm and revisit once data access or sponsorship changes. Next action Define next action
Prospect follow-up
Client-facing. Review before sending.
Hello [Contact name], Thank you for the discussion. Recording what we heard so we are working from the same understanding. Current challenge [Known business challenge] Use cases we would recommend testing first - [Select use cases in the Industry Use Cases section] Why these Each one uses data [Company name] already holds, produces an output your team can activate, and can be measured against a control group. Recommended next step Agree a four-week proof of concept covering two data sources and up to three use cases. If anything above is inaccurate, please correct it and I will update the summary. Kind regards, [Partner name] [Partner email] | [Partner phone]