Qualification Checklist + AE Handoff

Who this page is for

This page is for Ribbn SDRs to standardize what “qualified” means and to run a clean AE handoff that minimizes re-discovery.

Use it for:

• SDR onboarding (what to learn + what to ask)
• Daily call prep (talk tracks, discovery questions, objection responses)
• Handoff notes (the fields AEs need to run a strong first meeting)

Ribbn core value narrative (what we sell)

Ribbn is an end-to-end resale commerce platform for secondhand operations:

• Inventory + lifecycle control: one-of-a-kind items move through a clear status lifecycle (intake → QC → listed → sold → payout).
• Webshop + omnichannel: sell in-store via POS, and sell online via Ribbn webshop or Shopify with Ribbn as the system of record.
• Seller sourcing + payouts: bring in inventory via seller workflows (Sell Requests), manage commission splits, and support payout clarity (manual payout statuses or self payout in supported flows).
• AI-assisted intake/listing (AI QuickList): digitize products fast using guided photos; AI fills attributes and helps listing quality.

The 30-second “workflow” talk track (SDR safe)

Use this when a prospect asks “What is Ribbn?”:

• Ribbn is built for secondhand. It starts with seller intake, moves items through statuses (Draft → QC → Listed), supports in-store checkout, and then handles post-sale payout steps. For omnichannel, Ribbn can sync products to Shopify while Ribbn stays the source of truth for inventory and product data.

Qualification checklist (what “qualified” means)

A meeting is “qualified” when you have enough information to confirm:

1. Ribbn fits their operating model, and
2. the AE can run a single first call without re-asking basics.

Meeting bar (minimum)

Book AE/SE when you confirm 2+ of the following:

• Seller intake volume and/or pain (requests, approvals, communication gaps).
• Lifecycle/status pain (QC discipline, holds, stuck inventory, messy “where is this item?”).
• Omnichannel complexity (in-store POS + online selling, especially Shopify).
• Commission/payout complexity (manual payout load, seller confusion, desire for self payout).

Discovery motions (pick a lane, then qualify deeply)

In your first 3–5 minutes, choose one primary motion (the “workflow angle”) and qualify into it.

Motion A — Seller sourcing + intake (Sell Requests)

Qualify for:

• How sellers submit items (digital vs walk-in)
• Whether there’s a review/approval step
• How sellers get notified (and where things get “stuck”)

High-signal questions

1. “How do sellers submit inventory today—digital request flow or mostly walk-ins?”
2. “When you accept items, who sets resale pricing—and when does the seller get notified?”
3. “Do requests ever get stuck in review or missed?” (maps to Confirm Selection hygiene)

Motion B — Intake speed + listing quality (AI QuickList)

Qualify for:

• Intake volume and time-per-item
• Who does intake (staff skill/consistency)
• Photo + attribute quality issues

High-signal questions

1. “How many items do you intake per week—and what’s your current time per item to get it sale-ready?”
2. “Is intake consistent across staff, or does listing quality vary a lot?”
3. “Do you rely on photos of brand/size/material tags during intake?” (aligns to guided photo flow)

Quick product truth (SDR-safe)

• AI QuickList uses guided photos (front + tags like brand/size/material) and then auto-fills details; staff reviews and edits before saving.

Motion C — Inventory + operational trust (statuses, holds, returns window, payouts)

Qualify for:

• Whether they have a standard lifecycle (or use spreadsheets/DMs)
• Bulk processing needs
• Return/holding period and payout policy (high level)

High-signal questions

1. “Do you have a consistent lifecycle for items—draft → QC → listed → sold—or is it tracked in spreadsheets/messages?”
2. “How often do you need to update many items at once (bulk moves like QC → listed)?”
3. “What’s your return/holding period before a seller payout is eligible?” (Ribbn commonly references ~14 days; capture their policy)

Workflow anchor (what’s real)

• Ribbn has system-driven post-sale statuses such as SOLD, then payout-related steps like SOLD_SELLER_TO_BE_PAID (manual approval after return period, usually ~14 days) or SOLD_SELLER_SELF_PAY (seller-initiated payout via app in supported flows).

Motion D — Omnichannel: POS + Shopify (system of record clarity)

Qualify for:

• Their storefront model (Ribbn webshop vs Shopify)
• Who owns product data and inventory accuracy
• How they prevent accidental online sales when an item is pulled from the floor

High-signal questions

1. “Is Shopify your storefront today? If yes, what system is the source of truth for one-of-a-kind inventory and product data?”
2. “When an item is moved back into QC/hold, how do you ensure it’s not still purchasable online?”
3. “Do you sell in-store via POS, and do you ever scan items (QR/barcode/RFID)?”

System-of-record rule (must say consistently)

• Always create/edit products in Ribbn first. Shopify does not sync edits back into Ribbn.
• Publishing behavior: after syncing, products appear in Shopify as Draft and must be set to Active in Shopify to be visible online.
• Status mapping caution: Ribbn status changes do not automatically deactivate Shopify listings—teams must manage Shopify availability to avoid accidental sales.

Pricing & packaging guardrails (SDR-safe)

Use these as qualification anchors, not as negotiation.

Plans + transaction fees (from “Price plans.pdf”)

Common add-ons (qualification signals)

Bundling note you can mention

• The pricing doc notes you can choose Shopify integration vs mobile checkout depending on needs, or get both for an extra $49/month (per the document). Use this as a needs-based talking point, not a pitchy upsell.

First-line objection handling (approved talk tracks)

Objection: “We already use Shopify.”

Response (verbatim-safe): “Totally—Ribbn commonly complements Shopify. The rule of thumb is: set up and edit products in Ribbn first (system of record), then sync/publish to Shopify for the storefront. Shopify doesn’t sync edits back into Ribbn, so Ribbn stays the operational source of truth for resale inventory and seller mapping.”

Objection: “We’re worried about things getting stuck / missed.”

Response: “Ribbn’s lifecycle statuses are designed to keep items moving consistently from sell request review through draft/QC/listed and into post-sale payout steps. Teams can bulk update statuses from All Products to keep operations clean.”

Objection: “Payouts are a pain.”

Response: “Ribbn supports clear post-sale payout statuses—typically after a return window—and in supported flows seller self payout can reduce manual admin. Your payout policy is still your choice, but Ribbn helps you operationalize it.”

AE handoff template (copy/paste into CRM)

Below is a standardized handoff block. Keep it crisp; aim for complete fields over long notes.

AE HANDOFF — RIBBN QUALIFICATION (SDR)

1) Account snapshot
- Website / locations:
- Resale model: Consignment / buy-out / mix
- Primary stakeholders to include next call (ops, ecom, finance):

2) Primary workflow pain (choose 1–2)
- Seller sourcing + intake (Sell Requests)
- Intake speed + listing quality (AI QuickList)
- Inventory/lifecycle discipline (statuses + bulk ops)
- Omnichannel (POS + online storefront)
- Payout clarity (manual vs self payout)

3) Current-state workflow (high level)
- Seller intake today (digital requests vs walk-in):
- Review/approval step? Who sets pricing?:
- Lifecycle today (draft/QC/listed/holds):
- Bulk processing needs (how often / what moves):
- POS today (in-store checkout, scanning, # terminals):
- Online today (Ribbn webshop vs Shopify; who owns product data):

4) Shopify specifics (if applicable)
- Is Shopify the storefront? Y/N
- Source of truth today (Ribbn vs Shopify vs other):
- Risk areas: items pulled for QC/hold still visible online? (describe)

5) Payout policy (high level)
- Return/holding period length:
- Payout method today (manual, store credit, other):
- Interest in seller self payout: Y/N (why)

6) Volumes & constraints
- Items/week intake:
- # active sellers (if known):
- # unique SKUs on hand (if known):
- Timeline / “why now”:
- Non-negotiables (POS hardware, Shopify requirement, etc.):

7) Pricing / packaging notes (guardrails)
- Plan discussed: Starter / Business / Commercial (only if asked)
- Add-ons likely: RFID / extra terminals / Tradera / remove backgrounds
- Any procurement constraints:

8) Next step definition
- What does a “win” look like for the first AE call?
- Stakeholders confirmed + calendar invite sent? Y/N

SDR call prep (10 minutes)

Use this pre-call routine to keep quality consistent.

1. Pick your workflow angle (one primary motion)
2. Ask 5 discovery questions (2 for your motion + 3 cross-cutting)
3. Pre-load 2 objections (Shopify + “stuck/missed” are common)
4. Define the win condition (who needs to attend + what decision/info you need)

Quick reference: Ribbn capability truths (safe to say)

What not to do (scope + trust guardrails)

• Don’t promise deep implementation steps, project plans, or operational setup details (route to AE/SE/CS as needed).
• Don’t give legal/tax compliance advice beyond documented behaviors (keep VAT/tax to “system setting exists,” not guidance).
• Don’t claim competitor comparisons or win/loss statements without sourced proof.