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Free Sales Tool — OEM Pipeline Management

OEM Deal Qualification Checklist

Score your active OEM opportunities across six qualification dimensions. The tool generates a deal health score and specific recommendations — so you know which deals to pursue aggressively, which to address gaps on, and which to exit.

Designed for complex OEM sales cycles of 18 months or more. Answer honestly — the checklist is only useful if the inputs reflect reality, not optimism.

🎯 Strategic Fit
0/6
Your product addresses a problem in the buyer's product roadmap — not a peripheral curiosity.
Would losing this component delay or block their product development?
The buyer is committed to solving this problem in the current budget cycle.
Is there a product launch date or programme milestone that creates urgency?
Your product is technically necessary — not just a preferred alternative to something they already have.
Could they ship their product with a different component they already qualify?
⚡ Internal Urgency
0/6
There is a specific person inside the account who has a professional reason to push this decision forward.
Not just interest — a career or operational consequence if it doesn't happen.
Your champion has contacted you proactively at least once — without you initiating.
Passive champions don't close deals. Active ones do.
There is an external event (product launch, regulatory deadline, competitive pressure) that creates time pressure.
Deals without an external urgency driver tend to drift indefinitely.
🤝 Champion Quality
0/6
Your champion has formal or informal authority within the buying committee.
Can they influence the final decision, or are they a spectator?
Your champion has spontaneously introduced you to at least one other stakeholder.
Champions who open doors are champions who are investing in the relationship.
Your champion has shared internal information that was not in the public domain.
Budget ranges, internal concerns, competing vendor names, approval timelines.
🗺️ Buying Committee Access
0/6
You have identified all four key roles: Technical Authority, Commercial Gatekeeper, Risk Owner, and Champion.
Knowing who they are by name, not just by function.
You have had at least one substantive conversation with the Commercial Gatekeeper (procurement/sourcing).
Not just an introduction — an actual conversation about supplier requirements.
You have a credible plan to address the Risk Owner's concerns — even without direct access.
Your champion knows their concern and is equipped to handle it.
📋 Decision Process Clarity
0/6
You understand what the formal approval process looks like inside their organisation.
Stages, sign-off levels, and who has authority at each point.
You know who has final veto on this decision.
Not just who is "senior" — who can stop a decision that everyone else supports.
The buyer has given you a timeline — even an approximate one — and it has not extended more than twice.
Repeated unexplained extensions are a qualification signal.
🏆 Competitive Position
0/6
You know who else is being evaluated — by name or company, not just "probably someone".
Buyers who hide competition are often managing a preferred vendor they don't want to disrupt.
You have a specific reason — not a generic one — why the buyer would prefer you over the alternatives right now.
"Better product" is not specific. "Only solution that meets their 0.5μm beam quality requirement" is.
You have a credible reference customer in a comparable application that you can introduce the buyer to.
A reference that is directly relevant to their application reduces perceived risk significantly.
Deal Qualification Score
0
out of 100
Not yet scored
Answer the questions on the left. Your deal health score updates in real time.
Score by dimension
🎯 Strategic Fit
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⚡ Internal Urgency
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🤝 Champion Quality
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🗺️ Committee Access
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📋 Process Clarity
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🏆 Competitive Position
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Every false positive costs you a year of effort.

In long-cycle OEM markets, the most expensive mistake is not losing a qualified deal — it's carrying an unqualified one for two years. The OEM Sales Mastery course covers qualification discipline in depth, including how to exit a deal without damaging the relationship.

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