Presales engineering is one of the scarcest resources in an MSP. Every hour spent on a prospect that will never sign is an hour not spent on a client that could stay for years. A qualification framework protects that time.
Service fit
Service fit asks whether the prospect's technology, size and support expectations match a service tier you already deliver well. A prospect that needs custom tooling you do not own, or support hours outside your model, will either be unprofitable or unhappy.
Commercial fit
Commercial fit confirms that the prospect's budget matches your pricing and that the engagement is recurring. One-off project work can fill gaps, but it does not build enterprise value. A healthy commercial fit shows the prospect already spends on IT and sees it as ongoing operations.
Decision fit
Decision fit tests whether the right person is in the room and whether they can sign within a reasonable cycle. If the final decision sits with a board, a procurement team or a parent company that reviews vendors annually, that timeline must be acceptable to your sales plan.
Growth fit
Growth fit estimates whether the account could expand within its first year. Indicators include multiple sites, headcount growth, compliance requirements or a stated appetite for strategic advisory. Low-growth prospects are not rejected, but they are not prioritised over accounts with expansion potential.
Note
Fit thresholds and score ranges are placeholders pending sales-team verification.
