A demo is earned by qualification, not requested by curiosity.
NetSuite opportunities consume Solution Consultant and delivery capacity quickly. The BDM should know whether the business case, buying process and internal champion are real before mobilizing the full pursuit team.
MEDDPICC as a viability test, not a CRM checklist.
Select the evidence level for each dimension. The score is intentionally simple: it forces a conversation about what is known, what is assumed, and what must be learned next.
Not qualified
Do not spend solution-consulting capacity yet. Close the evidence gaps or disqualify.
A high score is not a forecast category. Commit still requires date-level close-plan evidence and CRM hygiene.Demo the breaking workflow, not the navigation menu.
The senior seller should control the business story while the Solution Consultant controls the product.
Close status, entity consolidation, cash, inventory, revenue and exceptions tied to the problem discovered.
Show the acquisition, order, revenue schedule, inventory exception or intercompany workflow that breaks today.
Show the consolidated financial / operational result the buyer cannot produce cleanly today.
Make the path to signature visible to both sides.
A good MAP is not seller project management. It is a buyer-owned decision plan with dates, dependencies and verification exits.
Trade scope and commitment, not rate integrity.
The BDM coordinates a three-party commercial dynamic: client budget pressure, Oracle software economics and Baker Tilly delivery economics.
Client owns data cleansing, defer secondary integrations, reduce historical migration or move work into Phase 2.
Signature date, deposit, executive sponsor cadence, reference participation or narrower scope.
Let the software and services teams solve the total economics together while keeping implementation deliverability intact.
If the evidence is not in CRM, leadership cannot staff against it.
Commit should mean the economic buyer, decision path, paper process, target date and next mutual action are evidenced. "Customer likes us" is not forecast data.
Date-level evidence
Buyer access, approved path, paper owners, decision date and buyer-owned next action.
Real pursuit, unresolved dependency
Qualified pain and buyer, but timing / process / competition still exposes the close date.
Qualified but not forecastable
Worth working, not worth staffing as near-term revenue.
Protect capacity
No forcing event, no economic buyer, no process, poor fit or no credible change case.