How Do You Qualify a SaaS Deal?

Most sales methodologies, you qualify every single stage. But less often do we have a really clear understanding of how qualified it is. I was talking to a very interesting person recently that qualified their deals into four buckets. The ones where they knew that if they put their best foot forward, they were going to win. And because they were very rigorous in that early process, not on just did they qualify but how qualified was it? They then kept doing that as the deal went through as much better understanding. So normally in a SaaS business or a software business, you'll be dealing with medic or band.