Sales Qualification
The 'B' in BANT stands for
What is Budget?
(Do they have the ability to spend?)
Name the two ISV / Tech Alliance partners highlighted in the Partnerships deck.
What are AWS and Databricks?
Explain what the acronym EASE stands for in the context of building rapport.
What are Empathy, Authenticity, Similarity, and (shared) Experience?
This is the recommended approach to competitive selling, rather than getting into feature bake-offs.
What is leading with good discovery?
A Champion must meet three criteria: power to influence buying decisions, willingness to co-sell, and this.
What is a vested interest in our success?
This PS offering costs $3K for 10 hours and focuses on governance, SDLC, and configuring Retool for new customers.
What is Platform Configuration?
This five-stage customer lifecycle begins with "Attract" and ends with this stage focused on expanding adoption through new teams and use cases.
What is Growth?
BANT is the recommended framework for _______ leads.
What is Inbound?
(MEDDPICC is for outbound.)
Name the 3 types of partner categories at Retool.
What are ISV / Tech Alliances, Solutions Partners, Agencies & Systems Integrators, Traditional Channel (not actively pursued)?
In the Command of the Message framework, name the two sides of the value equation.
What is the Current State and Negative Consequences vs. the Future State and Positive Business Outcomes?
On the extensibility spectrum, Retool sits between low-code tools and this type of solution.
What is custom development?
Unlike a Champion, this person lacks the power to influence stakeholders or change the scope of an evaluation, but can still provide candid feedback.
What is a Coach?
This is the annual cost for a dedicated Retool Architect embedded into a customer's team for ongoing advisory services.
What is $70K for 12 months (Resident Architect)?
This type of evaluation strategy involves the customer showcasing their existing solutions to highlight their current pain points.
What is a Reverse Demo?
Name the outcome after an AE reviews a qualification call against BANT criteria and all criteria are fulfilled.
What is Flip to SQO?
(Uncertain → review on Gong/AI/manager
Not fulfilled → feedback to SDR noting which areas were missed.)
In the Bold Tech / Ramp case study, the yearly CAGR was
What is 128%?
Name the three types of questions used to identify customer needs during discovery.
What are Broad Open-Ended, Specific Open-Ended, and Specific Closed-Ended?
Replit, Lovable, and v0 fall into this competitor category that generates applications from natural language prompts.
What is prompt-to-app codegen?
These are the three dimensions used to evaluate the strength of Champions and EBs.
What are Scope, Advocacy, and Sentiment?
The PS team recommends creating a services opportunity in Salesforce at this deal stage.
What is Stage 3-4?
In the effective POC flow, this is the recurring step where the SE meets with the customer several times a week to pair program, troubleshoot, or cover tailored topics.
What are Office Hours?
Name the 4 picklist options for Budget on a Journey in the BANT inbound criteria table.
What are: No Budget, Funded Company Budget, Public Company Budget, and Expressed Budget?
Name the four pillars of the Strategic Alliance Flywheel
What are:
Co-build and Innovate
Launch Partner Solutions
Co-Market
Co-sell & Transact
The Discovery deck describes two types of impact — Rational and Emotional. Name the three sub-categories of each.
What are the Rational: Financial, Strategic, Technical, and Emotional: Professional, Social, Psychological?
When competing against pure codegen tools like Cursor or Claude Code, this landmine question asks the prospect where the finished app will live and who manages the infrastructure.
What is hosting and deployment overhead?
This champion test involves providing a 'champion deck' and asking the contact to present it to their boss without you present, then reporting back on the reaction.
What is the No-Show Test (multi-threading)?
For Application Build engagements, this is the hourly rate for a US-based Retool Developer, compared to $125 for EMEA/LATAM and $75 for India.
What is $255 per hour?
A Business Value Assessment is ideally reserved for deals exceeding this dollar threshold, and requires an identified economic buyer with purchase influence.
What is $100,000 (100k)?
In Scenario 2 (Outbound Lead), the Director of Ops said they'd review and follow up in the new year. Please name what the next step should be.
What is nurture the relationship, build urgency, and secure a follow-up before the new year?
A prospect uses AWS and Databricks. Name the two Slack channels you can request Partner Team support in.
What are #aws-marketplace-support and #partnerships?
Name the give sections of full Buyer Change Blueprint (BCB) structure.
What are: Advantages of our Approach, Current State, Your Solution, New Reality/Future State, and Overall Success Metrics/Mission Statement?
These three types of competitive advantages are described in the framework: one spans the entire customer experience, one is a feature only Retool has, and one is a feature competitors also have but at a lower level of performance.
What are holistic, unique, and comparative differentiators?
The training warns that the people who helped you initially win the account won't always help you grow it — meaning these two types of champions may be different people. Name the type of champions.
What are land champions and expansion champions?
In a centrally driven enterprise rollout, PS maps services across four phases: Deployment, CoE, Activation, and this final phase — where paved-path onboarding, automation, and scalability become the focus.
What is Adoption?
In the POC/POV ideal criteria, this required planning document helps align both parties on timelines and set expectations for what happens after the evaluation concludes.
What is a Mutual Action Plan (MAP)?