Buying-signal qualification worksheet: separate an event from purchase intent

Write the event before the sales hypothesis

A company hiring an operations leader or announcing a software migration is evidence of an event. It does not establish budget, dissatisfaction, an active procurement, or permission to contact someone. Use one worksheet per account and observed event.

Begin with the original company announcement or other attributable public source. Separate the source publication time from the event time. If the article merely repeats another report, follow the chain before counting it as independent corroboration.

• Account and public website: ______
• Observed event, in one factual sentence: ______
• Source URL, publisher, publication time, and event time: ______
• Original source or repeated coverage: ______

Test relevance to the problem you solve

Explain what work might change, which function would feel it, and why your product is relevant. Label the consequence as a hypothesis unless the source states it. A familiar technology name by itself is weak evidence of a buying window.

Look for evidence against your interpretation. An announcement may describe a completed project, an existing vendor renewal, or a hiring role unrelated to your buyer. A contradiction is useful qualification evidence.

• Customer-fit criteria met and not met: ______
• Possible operational consequence: ______
• Affected function, without guessing a person's identity: ______
• Why the timing might matter: ______
• Evidence that supports the hypothesis: ______
• Evidence against it / missing evidence: ______

Decide what happens next

Choose investigate when the event is credible and the possible consequence fits your offer. Choose watch when fit exists but timing or relevance remains unclear. Dismiss when the source is unreliable, the account is outside your market, or evidence contradicts the need.

Use this as a review rubric, not a calibrated probability of purchase. Do not turn an arbitrary score into a claim that an account will buy.

• Decision: investigate / watch / dismiss: ______
• Reason and source: ______
• Next fact to verify: ______
• Review owner and review time: ______

Learn from decisions

Track whether the signal proved relevant after review, not just whether it was surfaced. Keep wrong account, stale event, weak consequence, and missing evidence as separate feedback reasons. A public event count is not a pipeline or revenue metric.

Illustrative example: a fictional software company advertises a data migration role. That supports investigating a migration project. It does not prove its current platform is failing or that it needs your service.

Intakra surfaces public signals and cited reasons to investigate. Use its evidence alongside your account review; the worksheet does not establish need, budget, or verified purchase intent.

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