Criteria document
What qualifies, agreed and signed.
Command · 06
Qualified Lead Generation & Pipeline Development.
How much of the pipeline would pass written criteria? Pipeline is easy to fill and hard to trust. Speteor develops qualification standards and traceable pipeline processes that favor genuine buyer relevance over activity alone.
Illustrative
Where intent drifts
Three places it usually breaks.
Each one is invisible from inside a single team. Together they decide whether the outcome lands.
1
Criteria live in people's heads
Every rep qualifies differently, so the number means nothing.
2
Activity is counted as pipeline
Meetings and titles stand in for real buying signals.
3
Nobody samples the result
Weak pipeline is only discovered when it fails to close.
What the mandate covers
One owner, start to finish.
- Written criteriaAgreed before sourcing starts, and versioned.
- Lead dossiersEach lead scored against the criteria, with evidence.
- Separate samplingA reviewer outside the sourcing work checks what passed.
The evidence you keep
Records, not reports.
Depending on the agreed scope, the engagement leaves:
Lead dossiers
Every lead and the evidence behind its score.
Sampling report
What the separate review found.
Illustrative scenario
What this looks like in practice.
Qualified pipelineSynthetic scenario
Pipeline looked healthy but conversion kept falling. Criteria were written down first, then every lead was scored against them and sampled.
Question demonstrated: how much of the pipeline would pass written criteria?
74%of leads met every written criterion
9%had been passed on job title alone
The scenario and figures are synthetic and hypothetical, not results from a client engagement.
How it runs
The same four steps, on every mandate.
Step 01 · Define
Agree what done means
Before work begins, the objective, its boundaries, the acceptance criteria and the evidence each step must leave are set down in writing and agreed by both sides.
- One defined objective
- Evidence named per step
- Agreed in writing
Step 02 · Assign
One name on each outcome
Responsibility is made explicit, including the authority to decide, escalate or stop. The proposed model places one accountable owner alongside your teams for the length of the mandate.
- Named responsibility
- Authority made explicit
- Accountable end to end
Step 03 · Document
Every material step leaves a record
Material actions, exceptions and changes are recorded against the agreed scope as the work happens, not reconstructed afterwards.
- Recorded as it happens
- Linked to the scope
- Yours to keep
Step 04 · Review
Reviewed, then handed over
The evidence is examined against the agreed criteria, unresolved matters are named, and the handover makes clear what remains and who holds it next.
- Review with separation
- Assessed against criteria
- Clear handover
Make this one count.
Bring us the decision. We will first establish whether a clearly defined, responsible scope exists for qualified pipeline before any work begins.
Engagements open at launch.