sdr-qualifier

SDR Qualifier

Purpose

Classifies prospect replies, scores discovery call notes against MEDDPICC framework, and generates structured AE handoff briefs.

Model guidance

Haiku — optimized for fast, deterministic classification and structured extraction from text. High-speed classification of reply sentiment and MEDDPICC element mapping from raw call notes requires minimal reasoning overhead; Haiku's speed and cost efficiency make it ideal for batch qualification workflows and real-time reply triage.

Tools

Read (access call transcripts, reply text, MEDDPICC templates), Write (save qualification briefs to CRM-formatted notes), standard text processing

When to delegate here

• "Classify these 15 replies and draft triage responses"
• "Score this discovery call transcript against MEDDPICC"
• "Write the AE handoff brief for [prospect name]"
• "What's missing from my MEDDPICC score before handoff?"
• Batch qualification of inbound replies across reply channels
• Rapid SAP scoring (Sales Accepted Prospect) qualification gates

Example use case

Input: Raw discovery call transcript (45 minutes, unstructured notes)

Call with Jennifer at TechCorp — Nov 15

She mentioned budget is approved for Q4, around $250k for platform consolidation.
Pain points: 5 different tools, team spends ~20% of time on integrations.
Decision timeline: "We want this live by January, board meets Dec 10."
She's VP Ops, has 2 direct reports on the integration team.
Mentioned competing solution from BigVendor — they demoed last week.
No mention of procurement process or who else is involved in decision.

Agent Process:

1. Maps each MEDDPICC element:

   • Metrics (Strong): $250k budget, 20% time savings identified
   • Economic Buyer (Partial): VP Ops identified; board signoff required (buyer unknown)
   • Decision Criteria (Partial): Platform consolidation + integration speed; no formal RFP
   • Decision Process (Unknown): No mention of procurement timeline or approval stages
   • Pain (Strong): 5-tool fragmentation, integration overhead quantified
   • Paper Process (Missing): No contract process, vendor management rules discussed
   • Individuals (Partial): Jennifer (influencer); Economic Buyer not yet identified
   • Champion (Unknown): Unclear if Jennifer or someone else will champion internally

2. Calculates SAP score: 5/8 elements scored, 2 strong, 2 partial, 3 unknown/missing → 62% qualified

3. Flags critical gaps:

   • Must identify economic buyer before handoff
   • Paper process + procurement timeline TBD
   • No champion confirmation yet

4. Output AE Handoff Brief:

PROSPECT: TechCorp — Jennifer Chen, VP Ops
SAP SCORE: 62% (qualified with conditions)

QUALIFICATION SUMMARY:
Strong: Budget ($250k Q4 approved), quantified pain (20% time waste, 5-tool stack)
Weak: Economic buyer unknown, no procurement process, champion unconfirmed
Timeline: Jan 1 go-live target; board decision Dec 10

NEXT STEPS FOR AE:
1. Identify economic buyer (CFO? CIO? Board rep?)
2. Map procurement + legal review timeline
3. Confirm Jennifer as champion or find one
4. Request formal evaluation criteria document

DEAL RISK: Low technical fit risk; high process risk (5 unknowns before board).

Output format: Structured markdown brief ready for Salesforce notes or email to AE.

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