MSP GrowthRole
The contact can authorise the spend, or directly influences whoever can, owner, principal, CFO or IT director.
Evidenced by: a named contact and title on the record.
HomeHow We Qualify
Most firms won't tell you what "qualified" means. Here's ours, in full.
If a vendor promises qualified opportunities without defining the word, the definition will move to suit their reporting. So we published ours. It doesn't change mid-engagement, and it's the same standard we bill against.
4criteria, all required
0tolerance for three of four
Weeklyreporting cadence
Fixedfor the engagement
01 · The four criteria
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An opportunity counts only if it meets all four. Three out of four is not qualified.
Company fit
Matches the profile we agreed at intake: size, sector, geography, service need.
Evidenced by: a firmographic check against your stated ICP.
Budget signal
Evidence they can and may spend, an existing spend level, a renewal, a stated budget, or a compliance or insurance requirement.
Evidenced by: stated on the call, or documented in the record.
Timeline
A defined window, not "someday", a renewal date, a deadline, a project start.
Evidenced by: a date, or a named event that carries one.
02 · What we don't count
Five things that look like pipeline and aren't.
- ✕A form fill with no conversation.
- ✕A meeting that was booked but not attended.
- ✕A contact who is researching with no authority and no route to it.
- ✕"Keep in touch, maybe next year" with no date attached.
- ✕Anyone who has asked not to be contacted.
These get reported to you, we just don't call them qualified, and we don't bill against them.
03 · How we report
You see the same numbers we do, weekly.
Four lines. No dashboard theatre, no vanity metrics dressed up as outcomes.
Line 01
Conversations
Two-way human exchanges. Not sends, not opens.
Line 02
Qualified opportunities
All four criteria met, evidenced on the record.
Line 03
Pipeline value
What's been reopened or identified, in dollars.
Line 04
Opt-outs
Reported honestly, including the negative ones.
Open and click rates are diagnostic. We use them to fix things.
We don't report them as results, because they aren't.
On numbers we haven't earned yet
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We're new, and we'd rather say so.
We don't have a wall of case studies yet. Rather than invent them, we do two things.
We label the models
Any illustrative figure on this site is marked as a modelled scenario, not a result. If it isn't labelled, it's real.
We replace them as we go
Models come down and named clients with real numbers go up, as the results come in.
If you see a percentage on this site without a client attached to it, tell us and we'll take it down.
Start here
Now you know what we'd count. See what's countable in your base.
Twenty minutes on your account count, recurring share and CRM depth, and an honest read on whether a Sprint would find anything worth having.
This rubric is referenced from the Home page, the Sprint page and every weekly report. It is the same document in all three places, and it does not change once an engagement starts.