Qualification Pipeline

Qualify opportunities with a structured review pipeline before they reach your sales team.

What Is the Qualification Pipeline?

The Qualification Pipeline is a multi-stage review workflow that ensures only high-quality opportunities reach your sales team. When Rembrandt detects a buying signal that meets your conviction threshold, it automatically enrolls the opportunity into the pipeline and assigns a reviewer based on their sales role and territory.

Each stage represents a review checkpoint. A reviewer evaluates the evidence, then either advances the opportunity to the next stage or rejects it with structured feedback. After clearing all stages, the opportunity is marked Approved and moves to your active pipeline.

How It Works

Lifecycle

Signal detected → Score meets threshold → Enrolled in pipeline
  → Stage 1 review → Advance → Stage 2 review → ... → Approved
  → Reject → Rejected (may resurface automatically)
  → Approved → Mark as Done

Statuses

Enrollment

An opportunity is automatically enrolled when:

• The qualification workflow is enabled in settings

• The opportunity's conviction score meets the minimum threshold (configurable, default 4)

• The opportunity is Open

When the pipeline is first enabled, all eligible opportunities are enrolled at once. Already-completed opportunities are marked as Action Taken automatically.

When the pipeline is disabled, all in-flight opportunities (In Review, Resurfaced, Rejected) are removed from the pipeline. Approved and Action Taken outcomes are preserved.

Mark as Done

When you mark an approved opportunity as done:

• The qualification status changes to Action Taken

• The opportunity is marked as Completed

Only approved opportunities can be marked as done.

Inbox

The Qualification Inbox is where reviewers manage their assigned opportunities. Access it from Qualification → Inbox in the sidebar.

The inbox has three tabs: My Inbox, Pipeline, and Rejected.

My Inbox

Your personal review queue. Shows opportunities assigned to you that are In Review or Resurfaced, ordered by SLA deadline (most urgent first).

What you see:

What you can do:

• Advance — Approve at the current stage and move to the next. If this is the final stage, the opportunity becomes Approved.

• Reject — Decline the opportunity with a reason and comment.

Pipeline

A unified view of all opportunities across the pipeline. Every team member sees this tab.

Scope toggle — Switch between two views:

• My Pipeline (default) — Shows opportunities relevant to you: Opportunities assigned to you as reviewer Opportunities for companies in your territory Opportunities at stages matching your sales role (or stages without a specific role)

• All — Shows all opportunities across the organization. Useful for managers who need full visibility.

Filters — Narrow down the view:

• Stage — Filter by a specific pipeline stage

• Reviewer — Filter by reviewer, or select "Unassigned" to find opportunities needing assignment

• Status — Filter by qualification status

What you see:

What you can do (based on your permissions for each opportunity):

• Advance / Reject — If you can act on this stage

• Assign — If no reviewer is assigned yet

• Reassign — If a reviewer is already assigned and you have permission to change it

• Undo — Reverse a previous advance on approved opportunities

Rejected

Shows rejected opportunities with the rejection reason and when they were rejected.

What you see:

What you can do:

• Undo rejection — Restores the opportunity to In Review at the stage where it was rejected

Performance Metrics

A summary strip at the top of the inbox shows your personal stats:

Activity Timeline

Every qualification action is recorded and visible on the opportunity's Qualification tab. You can see who did what and when:

• Opportunity enrolled in the pipeline

• Reviewer advanced the opportunity

• Reviewer rejected (with the reason and comment)

• Opportunity resurfaced

• Marked as done

• Reviewer changed

• Advance undone

• Rejection undone

Reviewer Assignment

When an opportunity enters the pipeline, Rembrandt automatically assigns a reviewer:

1. Sales role — If the stage has a sales role configured (BDR, AE, or Sales Director), only team members with that role are eligible. If the stage has no sales role, all members are eligible.

2. Territory — Prefers team members who have the company in their territory.

3. Fallback — If no territory match, picks any eligible member with the matching role.

4. Load balancing — Among candidates, picks the one with the fewest active reviews.

If no eligible reviewer is found, the opportunity is enrolled as Unassigned and appears in the Pipeline tab. Use the "Unassigned" filter to find these and assign them manually.

Assigning and reassigning

When you assign or reassign a reviewer, you can select from all active team members in your organization. The current reviewer (if any) is excluded from the list.

• When no reviewer is assigned, the button says Assign and the dialog title is "Assign Reviewer"

• When a reviewer is already assigned, the button says Reassign and shows the current reviewer's name

Permissions

Who can do what

Qualification permissions are based on sales role, territory, and direct assignment — not on organization role.

Always allowed:

• The assigned reviewer can advance, reject, reassign, and undo their own opportunities

• A territory owner (the team member assigned to the company) can reassign opportunities for their companies

Override permissions depend on the "Enforce role-based permissions" setting in your qualification settings:

Sales role hierarchy (when enforced)

What "override" means

Overriding lets you act on opportunities you're not directly assigned to:

• Advance or reject another reviewer's opportunity

• Reassign to a different reviewer

• Undo a previous advance or rejection

Who can reassign

You can reassign an opportunity if any of these apply:

1. You are the assigned reviewer

2. The company is in your territory

3. You can override at this stage (per the rules above)

Organization roles

Organization roles (Owner, Admin, Editor, Viewer) do not affect qualification permissions. They only control settings access and general platform features.

Rejecting Opportunities

When rejecting, you must select a reason and provide a comment explaining your decision.

Rejection reasons

Snooze (Timing not right)

When you select Timing not right, you choose a date (defaults to 30 days from now). The opportunity will automatically resurface on that date and re-enter the pipeline for review.

Automatic Resurfacing

Rejected opportunities can automatically return to the pipeline. When resurfaced, the opportunity is assigned to the first pipeline stage with a new reviewer and SLA.

Timing-based

Opportunities rejected with Timing not right resurface when the snooze date arrives.

Evidence-based

When Rembrandt detects new or stronger buying signals for a rejected opportunity, it may resurface depending on the original rejection reason:

Resurfaced opportunities show a banner explaining what triggered the resurface.

Undo Actions

Undo advance

Available on recently advanced or approved opportunities. Reverses the last approval and returns the opportunity to the previous stage.

If undone from Approved, the opportunity also reverts from In Progress to Open.

Who can undo: The person who originally advanced it, or (when enforce permissions is on) someone with a higher sales role.

Undo rejection

Available on rejected opportunities. Restores the opportunity to In Review at the stage where it was rejected, with a new SLA deadline.

Who can undo: The person who originally rejected it, or (when enforce permissions is on) someone with a higher sales role.

SLA Tracking

Each stage has a configurable SLA measured in business days (weekends are skipped). When a reviewer is assigned, the SLA deadline is calculated from that moment.

• On time — Review completed before the deadline

• Overdue — Deadline has passed. Shown in red in the inbox.

SLA is recalculated when:

• An opportunity advances to the next stage

• A reviewer is reassigned

• An undo action restores a previous stage

• An opportunity resurfaces

Notifications

Notifications are deduplicated — you won't receive the same warning more than once per 24 hours. You can opt out of qualification emails in your member settings.

Dashboard

The Dashboard provides organization-wide qualification metrics. Available at Qualification → Dashboard.

Who can access: Organization Owners, Admins, and team members with the Sales Director role.

Key metrics

• Qualification rate — This week vs previous week

• Total open — Opportunities currently in review

• Overdue — Opportunities past their SLA deadline

• SLA compliance — Organization-wide average for the last 30 days

• Resurface rate — How often rejected opportunities return

Charts and breakdowns

• Weekly trend — Qualification volume over time

• Queue by role — Review counts and overdue items per team member, grouped by BDR, AE, Director, and Unassigned

• Rejection reasons — Distribution of rejection categories over the last 30 days

Settings

Settings → Organization → Qualification (Owner and Admin only)

Enable/disable pipeline

Toggle the qualification workflow on or off.

When enabling: All eligible opportunities are automatically enrolled. Already-completed opportunities are marked as Action Taken.

When disabling: In-flight opportunities are cleared from the pipeline. Approved and Action Taken outcomes are preserved.

Pipeline stages

Configure up to 5 review stages. At least one stage is required to enable the pipeline. Each stage has:

Stages can be reordered by dragging. You cannot delete a stage if any opportunity is currently In Review or Resurfaced at that stage.

Quick-start presets:

Permissions

Thresholds

Sales role warning

If any stage has a sales role configured but some team members don't have a sales role assigned, a warning is shown with a link to Settings → Members to fix it.

Need Help?

• Check the Troubleshooting Guide

• Review Getting Started

• Contact support at support@rembrandtagents.com