What the Qualification Checks
Every qualification pass scores a lead against the same ten criteria. They are weighted, and they total 100 points.
The weights are fixed — they are not configurable per stream. What you control is the information the criteria read from: the stream's targeting objective, the audience segments you select, the offerings you attach, and the threshold the total must clear.
The ten criteria
| Criterion | Points | What it judges | Reads from |
|---|---|---|---|
| Role-Objective Alignment | 15 | Whether this person's actual role is the role your objective describes | Targeting objective, the lead's job title and seniority |
| Industry Fit | 12 | Whether the company operates in the business your objective is aimed at — not merely an adjacent one | Targeting objective, company industry and description |
| Decision Authority | 12 | Whether this person could actually approve a purchase, given their seniority and the size of the firm | Job title, seniority, company headcount |
| Audience Segment Match | 12 | How well the lead maps onto one of the audience segments you selected for the stream | Your brand's audience segments |
| Ware Relevance | 12 | Whether the offerings attached to the stream solve a problem this person actually has | The offerings you attached |
| Company Signals | 8 | What the company's own profile, keywords and description suggest about its focus | Company enrichment |
| Engagement Potential | 8 | How reachable the person is — verified email, direct line, public presence | Email verification status, phone, person enrichment |
| Timing & Growth Indicators | 7 | Whether anything suggests this is a moment of change — hiring, growth, a tooling inflection point | Headcount trend, intent signals |
| Problem Acuity | 7 | How sharply this person feels the specific problem your campaign is built around | Targeting objective, company profile, intent signals |
| Competitive Displacement | 7 | Whether their current tooling leaves a sensible opening for what you offer | Technology stack from company enrichment |
Info: Role-Objective Alignment, Industry Fit, Ware Relevance and Problem Acuity all read your targeting objective — 41 of the 100 points. This is why a vague objective produces unconvincing scores: four of the ten criteria have little to judge against.
What else the pass returns
Score
0–100
required
The sum of the ten criteria. Compared against your stream's threshold to decide push or quarantine.
Qualifying statement
text
required
The verdict in a sentence or two — what this person is, and whether contacting them on this campaign's terms makes sense.
Assessment
text
required
A fuller explanation of the lead's situation, usually including why the search returned them at all. Shown in the drawer as AI Assessment.
Suggested communication angle
text
optional
Advice on how to approach this person — or, for a poor-fit lead, an explicit warning about which message not to send.
Best audience
reference
optional
Which of your selected audience segments the lead fits best. Empty when none of them fit.
Relevant offerings
reference
optional
Which attached offerings are actually relevant to this lead. An empty list on a low-scoring lead is itself a finding.
Tip: An empty Relevant offerings list alongside a low Ware Relevance score is the clearest signal that a lead is in the wrong stream rather than simply weak. Nothing you sell applies to them, which is a reason to move or discard rather than to push through.
