SDR Qualification Framework

QUALIFICATION CRITERIA

BANT-Light Framework

SDR QUALIFICATION CRITERIA

BUDGET:
Questions:
"Is solving [problem] a funded initiative?"
"How do you typically evaluate solutions in this area?"

What to capture:
☐ Budget confirmed / estimated / unknown
☐ Budget range: $_____
☐ Fiscal timing: _____

AUTHORITY:
Questions:
"Who else is involved in evaluating solutions like this?"
"What's the typical approval process?"

What to capture:
☐ Decision maker identified
☐ Influencers identified
☐ Approval process understood

NEED:
Questions:
"Tell me more about the challenges you're facing."
"What's the impact on your team/business?"
"How are you solving this today?"

What to capture:
☐ Pain validated
☐ Current state documented
☐ Impact quantified

TIMELINE:
Questions:
"When are you looking to have a solution in place?"
"What's driving that timeline?"

What to capture:
☐ Timeline: Immediate / 1-3 mo / 3-6 mo / 6+ mo
☐ Compelling event: _____

Qualification Scorecard

Criteria	Score 0-3	Notes
Budget
Authority
Need
Timeline
Total	/12	Pass = 8+

---

DISQUALIFICATION

Disqualification Criteria

DISQUALIFICATION TRIGGERS

HARD DISQUALIFIERS:
☐ Not in ICP (wrong industry/size)
☐ No identified need
☐ Already committed to competitor
☐ No timeline (<12 months)

SOFT DISQUALIFIERS:
☐ Very early research stage
☐ No budget identified
☐ Can't access decision maker
☐ Low engagement

DOCUMENTATION:
If disqualifying:
☐ Document reason
☐ Set future follow-up
☐ Add to nurture

---