Qualification Criteria

Definition of Qualification Criteria for a Glencoco Campaign and how they're liked to Payouts

Prerequisite: You'll need to either be a Caller or a Business for this section to make sense.

If you're a Business, you'll need to create a business workspace at https://customer.glencoco.com using a non-personal email domain.

If you're a Caller, you'll need to create a user account at https://www.glencoco.com/openings/application. Once you're approved, you can subsequently login via https://user.glencoco.com.

Definition(s)

• Glencoco Campaignsare listed on the marketplace for Caller (aka Fractional Rep)s to work on with Payoutsspecified, along with Qualification Criteriafor the Payouts.

• Qualification Criteriaare determined by the Customer listing the campaign and reviewed by the Glencoco Team and codified into a campaign order form that must be signed before a campaign is launched/listed.

• Qualification Criteriacan be incredibly flexible and customized to suit the needs of a business looking for specific types of outbound-generated meetings.

The Relationship Between Qualification Criteria and Payouts

For Payoutsto occur for generated Meetings on Glencoco Campaigns, the Account Executivemust either manually verify that a meeting met the Qualification Criteriafor the campaign, or our AI Pre-Qualificationdetector must detect that a booked meeting met the Qualification Criteria.

Base Criteria & Bonus Criteria

Glencoco Campaignscampaigns can be configured with Base Criteria (required), and Bonus Criteria (optional), each with a corresponding payout (Base Payout, if all Base Criteria are met, and Bonus Payout, if all Bonus Criteria are met)

Base Criteria

• Company Size Criteria: (TBD by Customer)

• Prospect Title Criteria: (TBD by Customer)

• Company Industry Criteria: (TBD by Customer)

• Problem/Pain Criteria: (TBD by Customer)

Bonus Criteria

• Bonus Criteria: (TBD by Customer)

Acceptable Qualification Criteria

Because of the flexible and theoretically unlimited universe of qualification criteria that can be proposed by a Customer to justify Payoutsand the economic power that confers, often at the expense of a Caller (aka Fractional Rep) interested in working on Glencoco Campaigns, the Glencoco Team works with Customers to ensure that qualification criteria are reasonable - otherwise, the campaign does not list.

Framework by Which to Evaluate Qualification Criteria

1. How subjective are any of the qualification criteria (and therefore, subject to a broad range of interpretation)?

2. How ambiguously worded is the language of any of teh qualification criteria (and therefore, subject to a broad range of interpretation)?

3. How much of the qualification criteria can be realistically determined/uncovered by a Caller (aka Fractional Rep)over the course of a 10 minute cold call or email to Leads?

4. How specific/niche are any of the qualification criteria, and does the corresponding Payout forMeetingson the campaign properly compensate for the specificity/niche?

5. How much of the qualification criteria are subject to the ability and whim of the Account Executive (Meeting Taker) taking the meeting?

   1. As an extreme example, if there's an Account Executive hired immediately out of middle school who is incompetent/terrible at their job running a Discovery/Demo Call, the qualification criteria states that The prospect acknowledges pain/challenges in their existing process , and it turns out that the Account Executivetaking the meeting never asks questions to uncover any pain/challenges (because they were hired out of middle school and lack the proper training/experience to run a proper Discovery/Demo Call), how would that impact Payoutsfor a Caller (aka Fractional Rep)?

❌ Examples of Base Criteria We Don't Approve

---

"The meeting must be be with the CEO of a Fortune 500 company" (Invalid under Framework #4)

---

"The deal closes" (Invalid under Framework #5)

---

"The prospect expresses interest in evaluating IT solutions" (Invalid under Framework #1 and Framework #2)

---

"The prospect's company has gross margins of 30% for the past 3 Quarters" (Invalid under Framework #3)

✅ Examples of Workshopped Base Criteria We Would Approve

---

"The Prospect is a Budget Decision-Maker at a company above 2,000 employees"

---

"The deal closes" could be a Bonus Criteria that triggers a Bonus Payout, but not a Base Criteria

---

"The prospect agrees to take a meeting after stating their company is evaluating Pen Testing solutions"

---

"The prospect's company is doing at least $3M in annualized revenue."

Modifying Qualification Criteria and Payouts

Qualification Criteria and Payouts may be modified by Customers subject to Glencoco Team review and approval. Because we use a ledger system that keeps a log of the then-active qualification criteria and payout amount at any point in time, Meetings generated are matched to the then-active qualification criteria and payout amount at the time the meeting was first booked, allowing for Glencoco Campaignsto honor the qualification criteria and payout in place at the time a Caller (aka Fractional Rep)generated the meeting, while subsequent Meetingsgenerated after an update will be paid out according to the updated qualification criteria and payout amount.

Are you a Customer with questions about Qualification Criteria for a Campaign? Contact [email protected] to workshop qualification criteria and benchmark pricing.

Are you a Caller (aka Fractional Rep) with questions about Qualification Criteria for a Campaign? Contact [email protected] if not Approved for the campaign, or post in the Campaign Sales Floor.