Scores every open opportunity against MEDDPICC or BANT — your choice of framework — using call transcripts, email threads, and CRM field hygiene as evidence. Flags at-risk deals before pipeline review, and never updates a record without passing the gate.
The Deal Inspection Agent scores every open opportunity against MEDDPICC or BANT using call transcripts, email threads and CRM field hygiene as evidence, and never updates a record without passing the governance gate. It is one of fifteen workflows in the Enterprise GTM Agent Stack, an Opsmarshal series on revenue operations.
How the flow runs — live
Scores auto-pass; stage-change suggestions always stop at the gate for a named human.
Deal qualification lives in a rep's head and a stale CRM picklist. Managers inspect 40 deals in a 60-minute call, relying on whoever tells the best story. Slipped deals were "surprises" that had been visible in the transcript for six weeks.
Every deal carries a framework score computed from primary evidence — what the buyer actually said, what fields actually changed, who is actually multithreaded. Pipeline review starts from the flags, not the anecdotes. Reps argue with evidence, which is the point.
| Decision | Choice | Rationale |
|---|---|---|
| Framework is configurable | MEDDPICC (default) or BANT | Enterprise teams run MEDDPICC; velocity and mid-market teams still run BANT. The rubric is a config object, not hardcoded logic — the same evidence extractor feeds both. |
| Evidence granularity | Transcript spans, not summaries | A score of "Champion: weak" links to the exact 40-second span where the champion hedged. Summaries hallucinate; spans are checkable. |
| Write-back scope | Score fields only; stage changes are suggestions | The agent never moves a deal stage. It proposes; a human disposes. This is the single design choice that gets enterprise security to yes. |
| Model requirement | Any reasoning model, ≥100k context | Vendor-neutral. Transcript batches fit in context; no fine-tuning required. Swap providers without touching the rubric. |
Pick a framework, pick a sample deal, run the inspection. Watch the gate rail: the score write auto-passes; the stage-change suggestion routes to approval. Every event lands in the audit log.
Governance audit log
The scorer is only trusted while its precision is monitored. This console spec defines who watches what, on what cadence, and where the manual overrides live.
A buyer says the right words on a call; the deal still dies. Verbal signals inflate scores. Mitigation: behavioral evidence (stakeholders added, security review started, redlines returned) is weighted above verbal evidence in the rubric config.
Reps learn what the extractor listens for and coach the language on calls. Mitigation: precision sampling audits scores against outcomes quarterly; criteria weights are recalibrated against actual win/loss, not call content.
BANT scoring on a 9-month enterprise cycle produces confident nonsense — budget rarely exists at Stage 1. Mitigation: framework is set per pipeline segment, not per org; the config warns when deal size and framework disagree.
Managers ignore a number they can't interrogate. Mitigation: no score ships without the Risk Narrator paragraph and clickable evidence spans. If the narrator's confidence is low, the deal is flagged for manual review instead of scored.
Opsmarshal builds workflows like this one inside client stacks — see revenue operations and GTM stack architecture, or book a call to walk through your own.
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