CHAMP: the modern framework for saas sales qualification
Why champ matters for modern saas teams
SaaS sales aren’t linear anymore. Reps don’t just talk to one decision-maker — they navigate a web of stakeholders with competing goals and priorities.
CHAMP helps you qualify an opportunity based on what truly drives conversion: understanding the customer’s top challenges, mapping influence, confirming the budget reality, and measuring how high your project ranks internally.
By starting with challenges, CHAMP forces reps to think like consultants, not vendors. What problems is the prospect trying to solve? Are they quantified? And is your solution directly addressing one of the top two?
The four pillars of champ
1. Challenges (30 points)
Every strong deal begins with a clear problem. Has the prospect listed their top 3 challenges? Is at least one measurable in cost, time, or business impact?
If your solution solves the #1 or #2 challenge, you’re no longer selling — you’re aligning. This stage is where real qualification happens.
2. Authority (25 points)
Beyond knowing “who signs,” CHAMP pushes you to map the decision network — including influencers, champions, and final approvers.
Engaging at least two stakeholders (an influencer and a decision-maker) gives you depth and resilience. Deals without this mapping are fragile by design.
3. Money (20 points)
The goal isn’t just to check if there’s budget — it’s to understand budget sufficiency.
Whether it’s “largely sufficient,” “barely enough,” or “insufficient,” this information guides your next move: ROI demonstration, negotiation, or reframing the offer.
4. Prioritization (25 points)
Here lies CHAMP’s biggest differentiator. Understanding whether your project is among the company’s top 3 priorities changes everything.
If internal resources are already allocated — time, people, or funds — your deal is on a fast track. Otherwise, it’s a long nurture play.
How to operationalize champ with gravite
Inside Gravite, CHAMP can be turned into an automatic qualification framework. Each question translates into measurable signals across your sales interactions — mentions of budget, references to decision-makers, or explicit challenges.
The AI then scores each opportunity out of 100 points, allowing your team to visualize qualification maturity across all open deals.
This transforms what used to be “gut feeling” into structured intelligence — helping you focus on deals that are both real and winnable.
In summary
CHAMP modernizes sales qualification by focusing on what actually drives SaaS decisions: the customer’s business pain, stakeholder engagement, financial readiness, and strategic urgency.
It’s a method that rewards listening, empathy, and clarity — perfectly suited for data-driven SaaS sales teams.
And when powered by Gravite, CHAMP becomes not just a framework, but a living system that continuously scores, learns, and helps your team prioritize smarter.
Would you like me to append the Gravite automatic analysis template (like the MEDDIC one) at the end of this article? It would make the piece both SEO-friendly and actionable.
