A deal moves stage only when the exit test is met. That is what makes the forecast honest.
| Stage | Means | Exit test |
|---|---|---|
| Lead | A named person at an organisation that may buy | Contacted and has a need |
| Qualified | Need, budget holder and time frame known | Demo booked |
| Demo | Shown the product against their need | Asked for a proposal |
| Proposal | Written quotation sent | Accepted in writing, or lost |
| Won | Signed / paid | Handed to delivery — Watu Box token issued |
| Lost | Said no, or silent for 60 days | Reason recorded |