pipeline-qualification

name	pipeline-qualification
description	Inbound-signal qualifier: scores a new customer signal for commercial fit, solution-play alignment, and priority match, then scaffolds a draft opportunity with initial milestones. Triggers: qualify signal, new opportunity, inbound lead, commercial fit, create pipeline, scaffold opportunity, net-new deal. DO NOT USE FOR: routing upsell or expansion signals from existing delivery — use stage-5-review.
argument-hint	Provide account TPID or GUID and the inbound customer signal description

Purpose

Qualifies incoming customer signals into actionable Stage 2 pipeline by validating customer priority alignment, commercial fit, and solution play — then producing draft opportunity and milestone structures.

Freedom Level

Medium — Qualification scoring requires judgment; pipeline structure recommendations are exact.

Trigger

• New customer signal or net-new project in Specialist scope
• User asks "should I create an opportunity?" or "qualify this signal"
• ATU-originated lead requires Specialist evaluation

Flow

1. Call msx:crm_auth_status.
2. Resolve account scope — if TPID: call msx:list_accounts_by_tpid; if GUID known: skip.
3. Call msx:get_my_active_opportunities to check for existing opportunities (avoid duplicates).
4. For existing opportunities, call msx:get_milestones with opportunityIds to classify milestone state across all opportunities in one call.
5. Apply qualification criteria (see below).
6. If qualified, output draft opportunity + minimum milestone set as recommendations.

Qualification Criteria

Signal	Required	Evidence
Customer priority alignment	Yes	Customer has stated need or business problem
Commercial fit	Yes	Budget indication or project funding path
Solution play match	Yes	msp_salesplay maps to a valid solution area
No duplicate opportunity	Yes	No existing active opportunity covers same scope
Stakeholder access	Recommended	Named decision maker or champion identified

Decision Logic

• Qualified: All required criteria met → output draft opportunity + milestone structure
• Not qualified: Missing required criteria → list specific gaps, do not recommend creation
• Duplicate detected: Existing opportunity covers scope → recommend updating existing vs creating new
• Quality over volume — stop low-quality opportunities early

Output Schema

• qualification_result: qualified | not_qualified | duplicate_detected
• qualification_gaps: missing criteria with specific evidence needed
• draft_opportunity: recommended field values for new opportunity (if qualified)
• draft_milestones: minimum milestone set with owners and dates
• next_action: "Opportunity qualified. Would you like to initiate proof-plan-orchestration for Stage 2 technical shaping?"

Customer Outcome Scoping (Pre-Stage 2)

When qualifying, also define explicit, measurable KPIs during initial engagement:

Outcome Clarity Criteria

Element	Required	Evidence
Business problem stated	Yes	Customer-articulated need (not Microsoft projection)
Measurable success metric	Yes	Quantifiable target (reduce X by Y%, achieve Z users)
Baseline available	Recommended	Current state measurement exists or plan to obtain
Timeline expectation	Yes	Customer's expected value realization window
Stakeholder identified	Recommended	Named sponsor or decision maker

• Missing baseline → acceptable to proceed but flag for Stage 2 collection
• No measurable metric → block progression; create task to define measurement
• Multiple outcomes → prioritize by customer emphasis and commercial alignment