Deal Information
BANT Qualification
Current Tech Stack
Buyer Personas
1
Stage 1 · Qualify
Initial Appointment (IA)
Prospect Research & Setup
Deal created in SFDC
PendingBC
Prospect website & LinkedIn reviewed — ICP research complete
PendingBC / SDR
Current Tech Stack — identify vendor for all 6 modules
Current Payroll Provider
PendingPayroll Mgr
Current Time & Attendance
PendingPayroll Mgr
Current HR / HRIS
PendingHR Dir.
Current ATS (Applicant Tracking)
PendingTA Dir.
Current Talent (Perf / Comp / LMS)
PendingL&D / HR
Current Benefits Admin
PendingBen. Admin
Essentials Qualification
Budget identified / discussed (BANT)
PendingCFO / BC
Pending event identified (renewal, compliance, PEO exit, growth spike)
PendingBC
Initial discovery complete — pain surfaced & acknowledged by prospect
PendingBC
Mutual action plan / committed next step
PendingBC
Decision maker identified (name + title)
PendingBC
Initial Fit Assessment
Can we meet functional requirements?
PendingSE / BC
Desired go-live date known & achievable?
PendingBC
Is this an HR-driven decision?
PendingBC
Segment identified (SMB / Mid-Market / Enterprise / Vertical)
PendingBC
Buyer Personas Identified — name + title for each
HR Director / CHRO identified
PendingHR
Payroll Manager / PR identified
PendingPayroll
Benefits Administrator identified
PendingBenefits
Talent Acquisition / Recruiter identified
PendingTA
Talent Mgmt / L&D identified
PendingTalent
Performance / Comp Manager identified
PendingPerf/Comp
IT Director identified
PendingIT
CFO / Finance lead identified
PendingFinance
2
Stage 2 · Develop
Diagnostic (Discovery)
Buyer Influencer Wins — capture in THEIR words
HR win identified & articulated in prospect's words
PendingHR Dir.
Payroll / PR win identified & articulated in prospect's words
PendingPR Mgr
Benefits win identified & articulated
PendingBen. Admin
Recruitment / TA win identified & articulated
PendingTA Dir.
Talent / L&D win identified & articulated
PendingL&D
Performance / Comp win identified & articulated
PendingPerf/Comp
IT / Technical win identified & articulated
PendingIT Dir.
CFO / Finance win identified & articulated
PendingCFO
Enterprise Value Proposition Validation
Mobile access / employee self-service validated
PendingHR / Empl.
Onboarding workflow validated
PendingHR
Communications / announcements validated
PendingHR
Integrated suite (single platform) value validated
PendingCHRO / CFO
Service model & implementation approach validated
PendingBC / Impl.
UKG Ready differentiator 1 validated
PendingSE / BC
UKG Ready differentiator 2 validated
PendingSE / BC
Key Strengths — competitive advantages in this deal (check when validated with prospect)
Pending
Pending
Pending
Pending
Pending
Key Red Flags — deal risks requiring mitigation (check when fully mitigated)
⚠ Open
⚠ Open
⚠ Open
⚠ Open
⚠ Open
3
Stage 3 · Prove
Demonstration(s) — 70% win rate at this stage
Demonstration Validation Checklist
Demoed to ALL key stakeholder personas
PendingBC / SE
All open items & red flags from Develop addressed
PendingBC
Payroll / Time requirement gaps reviewed & resolved
PendingSE / PR
HCM (HR / Benefits / Talent) requirement gaps reviewed & resolved
PendingSE / HR
Price is in-line with budget
PendingBC / CFO
References offered and scheduled / completed
PendingBC
Champion tested (describe the test in notes — required)
PendingBC
Incumbent vendor notification period confirmed (contract termination)
PendingBC
4
Stage 4 · Negotiate
Finalist Process / Close / Contracting
Verbal Stage — Commercial & Legal Checklist
Final decision process & date confirmed
PendingBC
Final proposal presented to Economic Buyer (not only through champion)
PendingBC
Contract presented to procurement / legal
PendingBC
Contract review process & timeline known
PendingBC
Implementation Manager introduced to key contacts pre-signature
PendingBC / Impl.
All sales-cycle commitments reflected in contract / attached
PendingBC
✓ What We Know
⚠ Still Need to ID
Paste the IA transcript below. AI will extract prospect goals, and categorize their comments into positive signals, objections, and items needing follow-up — using their actual words.
🎯 Prospect Project Goals
✅ Positive Comments
❌ Objections / Negatives
⚠️ Concerns / Follow-Ups
Paste the Diagnostic (Discovery) transcript below. AI will summarize the prospect's comments — using their actual words — across each HCM functional area.
Paste the demo meeting transcript below. AI extracts the prospect's reactions by functional area — positive, negative, and neutral — plus all open items, follow-up commitments, and off-topic questions from the session.
✅ Action Items
📧 Paste Email — Close Action Items
AI will match email content against open items and mark resolved ones as closed.
🤖 AI Import
Paste a meeting transcript or upload a .docx — AI extracts and updates the form