Validation

Validation

The third stage is Validation. This is where you focus on figuring out how to define and deliver the solution and business outcome(s). During Validation, Sales Engineering and Customer Success leaders will validate solution definition and delivery. 

Only Economic Buyer is flagged as a mandatory qualifier for Stage 3, which means you will be notified if you have not been able to identify and qualify before entering the next stage.

In the Validation Stage, you will find the following qualifier(s):

Dp – Decision Process

Pp – Paper Process

E – Economic Buyer
This qualifier is a gate, meaning, as a guideline, you should not move into the next sales stage without completing this first.