Automated Qualification
Most deals get qualified once, at handoff, from whatever the rep wrote down. Opine's agents re-check the record on every scheduled run and stage change, surfacing evidence for each criterion, so your ratings track the deal as it is today, not the day it was opened.
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How Automated Qualification works
Set the criteria once. The agents keep the evidence behind every rating current and cite their sources.
MEDDPICC, BANT, or the bar you actually run. Written once, in plain language, each criterion carrying a priority that weights the rollup.
How Automated Qualification works
Set the criteria once. The agents keep the evidence behind every rating current and cite their sources.
- 01 · Criteria
Your criteria become the plan
MEDDPICC, BANT, or the bar you actually run. Written once, in plain language, each criterion carrying a priority that weights the rollup.
- 02 · Evidence
Answered from what the buyer said
The agent works each criterion from calls, threads, fields, and the technical record, drafting a suggested answer with its source. Your team enters the rating.
- 03 · The re-check
The next run catches the change
A scheduled run, a stage change, or new context arriving triggers a re-check. When the evidence turns, the criterion gets flagged for review, source attached.
- 04 · The ask
The gap becomes the next question
The open criterion lands with its owner, discovery question drafted. Writes wait for approval.
Qualification has a shelf life
The answers were true at handoff. Three calls later, the budget owner changed, the timeline slipped, and the champion took a new job. Opine keeps every conversation, field, and the technical sale in one record per opportunity, and re-checks it on every scheduled run and stage change. The evidence behind the ratings you sort the pipeline by is as current as the last run.
The week starts from evidence
Technical sales runs on scarce hours. When every rating carries current evidence, the week goes to the opportunities that earned it.
Sort the week by plan score
Every open deal carries a plan score rolled up from your team's ratings, weighted by priority. Monday starts from evidence, and the loudest deal stops setting the agenda.
Receipts on every criterion
Each suggested answer links to the call, thread, or field it came from, so you can judge a rating in seconds.
Walk away while it's cheap
Deals that miss your bar get flagged on the next run, reasons attached. The time they were going to burn goes to deals that can earn it.
Your bar, your rules
Set each criterion's priority and the rollup follows. Ratings stay with your team on a four-point scale, and every CRM write waits for approval.
Asked in real demos
The questions that come up when technical sales teams put qualification on agents.
Have one we didn’t cover? Bring it to the demo →
vs. lead scoringWe already score leads in HubSpot. Isn't this the same thing?
Lead scoring ranks clicks. This reads deals. A lead score counts opens, visits, and title matches to guess who might buy before an opportunity exists. Automated Qualification works open opportunities against your criteria from what was actually said on calls and in threads, and keeps the evidence current as the deal changes.
vs. rep fieldsOur reps already fill in MEDDPICC fields at every stage.
Self-reported and current aren't the same thing. A field holds whatever was true, or hoped, the day it was typed. The agent checks each criterion against the full record: transcripts, threads, the technical sale. It re-checks when the record changes. Keep the fields. The agent tells you which ones the deal actually supports.
Late-stageWhat about a deal sitting at stage four that was never really qualified?
That's the signature catch. The agent checks deals against your bar on a schedule and the moment a stage changes, so a late-stage deal with no technical qualification gets flagged to its owner and their leader with what's missing, before a sales engineer sinks weeks into it. “The fields are filled in” stops passing for “yes.”
AccuracyWhat stops the answers from being an AI guess?
Every suggestion is an argument you can audit. Each suggested answer cites the quote, thread, or field it came from, every run keeps a record of its reasoning, and each refreshed field carries a confidence score. The ratings themselves stay with your team, on a four-point scale from Exceeds to Does Not Meet. Disagree with a suggestion, and you edit the criteria in plain English or test the change in the evaluations workbench before it goes live.
CadenceWhat does “continuously” actually mean? How often does it re-check?
On the cadence you pick, per check. Field refreshes run daily or on a chosen weekday. Agent scans run on your schedule. Stage changes and new conversation context trigger event-based checks, and anyone can run the review on demand before pipeline council. Continuous the way a heartbeat is: regular and event-driven, not a live wire.
MethodologyWe run our own qualification framework, not MEDDPICC.
The rubric is yours to write. Criteria are authored in plain language as skills, following the same SKILL.md standard Claude uses. Write your framework, weight what matters, or import the one you already have. The score fields are yours to define too; Opine fills and refreshes them with the reasoning attached. MEDDPICC and BANT are starting points, not requirements.
ControlDoes it disqualify deals on its own?
No. It recommends; you decide. The agent names the deals that miss your bar and drafts the case for passing, but stage moves and CRM writes wait behind approval gates. Read-and-notify runs on its own; anything that changes the record needs a human yes.
Proven in the field
Technical sales teams run their pipeline on Opine. The results are public.
“I’ve used countless presales tools over the years, and I can confirm that not a single one comes close to what Opine is doing. Because of their platform, win rates are up, SEs are more efficient, and leadership has access to never-before-seen pipeline intelligence. It’s amazing.”
Shaun Dolan
Director of Solutions Engineering at Orca Security
