Sales Assessment & AI Roleplay for Enterprise SaaS
Certify every AE against your playbook before they touch a real deal. Simmie scores discovery, multi-threading, ROI articulation, and procurement defense — with pass gates that make readiness binary, not subjective.
Used by AEs at leading SaaS companies
"They graduated bootcamp" isn't the same as ready
Most enterprise SaaS onboarding ends with a certification deck and a quota. That tells you the AE memorized the pitch — not whether they can run a multi-threaded discovery on a buying committee with a CFO who's heard it all before.
The Old Way
Two-week bootcamp, certify the pitch, ride along on a few calls, then carry quota. No published bar for live deals. No documented readiness on multi-threading or procurement defense.
The Simmie Way
Four pass gates. One rubric per gate. Binary readiness. Every AE scored against the same bar with a transcript and rubric breakdown attached to every attempt — defensible to the CRO when the forecast is on the line.
Binary readiness. Published rubrics. Zero ambiguity.
Every AE must clear each gate before progressing. The bar is the same for everyone — across regions, segments, and product lines.
Discovery Gate
Runs structured discovery, surfaces quantified pain, identifies the compelling event, and maps decision criteria — not just an interest level.
Reps who confuse a curious meeting with a real opportunity. Pipeline padding that wastes the SE team's time.
Business Value Gate
Articulates ROI in customer-language metrics, ties product capabilities to business outcomes, and pressure-tests the economic buyer's definition of success.
Demo-led selling. Reps who walk through 47 features and never connect a single one to revenue, cost, or risk.
Multi-Threading Gate
Maps and engages 3+ stakeholders by role, identifies the economic buyer, technical buyer, and champion, and runs parallel narratives across them.
Single-threaded deals that die when the champion changes jobs. Forecast risk that surfaces too late to recover.
Negotiation & Close Gate
Defends pricing with value, handles procurement and legal redlines, and lands a mutual close plan with documented next-step commitments.
End-of-quarter discount cascades. Reps who fold the second procurement asks for a 30% concession.
The rubric every gate is scored against
Customizable to your methodology — MEDDPICC, Command of the Message, Sandler, or proprietary. Below is the default enterprise SaaS rubric — four equally weighted categories, each with explicit pass criteria.
Discovery & Qualification
25%- Surfaces quantified business pain and compelling event
- Confirms decision process, criteria, and timeline
- Validates economic buyer access early
Value Articulation
25%- Ties capabilities to customer-defined outcomes
- Builds a quantified business case the champion can sell internally
- Tests assumptions on cost of inaction
Multi-Threading & Champion Build
25%- Maps and engages 3+ stakeholders by role
- Identifies economic, technical, and user buyers
- Equips the champion with internal-selling assets
Negotiation & Close
25%- Defends pricing with value, not concessions
- Manages procurement, legal, and security review
- Lands a mutual close plan with explicit next steps
Enterprise SaaS Scenarios
The conversations that decide whether a deal closes — or stalls in legal, procurement, or champion churn.
Outbound Discovery — Cold CFO
A skeptical CFO who's been pitched five competitors this quarter. Earn the next meeting by surfacing a problem they haven't articulated yet.
Champion-Led Business Case
Your champion needs to defend the project to the CFO. Build a quantified business case they can present without you in the room.
Multi-Threading Into Procurement
The champion is sold. Procurement just got involved. Don't let your deal flatten into a price-only negotiation.
Technical Validation with the CTO
A skeptical CTO with a build-vs-buy bias. Pressure-test architecture, integration risk, and total cost of ownership.
Late-Stage Competitive Bake-Off
Down to two vendors. Your prospect just shared the competitor's pricing "by mistake." Hold pricing without losing the deal.
End-of-Quarter Procurement Squeeze
Procurement wants 30% off and net-90 terms. Defend the line, surface alternatives, and protect ARR.
See a Sample Pass Gate Roleplay
A snippet from the Negotiation & Close Gate — end-of-quarter procurement squeeze.
We've looked at your proposal and we're going to need a 30% reduction to move forward. Net-90 terms. We're close to the end of your quarter — we both know what we need to do here.
I hear you, and I want this to work. Before we touch the number, can we revisit the business case? Your team agreed this drives $1.4M in annual cost avoidance. A 30% discount creates a precedent we can't walk back at renewal — and would put your account into a different procurement tier next year. What if we held the number, moved to multi-year, and unlocked the same NPV impact through term?
A multi-year is interesting. What does that look like in practice?
Why SaaS Teams Choose Simmie
Pass Gates Make Readiness Binary
No more "they nailed the role-play in onboarding, ship them." Each gate is a published rubric — AEs either meet the bar or they don't. RevOps sees exactly which gate is blocking each rep.
MEDDIC, Command of the Message, or Your Methodology
Bring your existing playbook. Simmie's rubrics are configurable to MEDDPICC, MEDDIC, Command of the Message, Sandler, or your custom framework — scored consistently across the team.
Audit-Ready Certification Records
Every gate attempt is logged with transcript, score, and rubric breakdown. CROs and enablement leaders can prove team readiness with data — not anecdotes.
Stop guessing who's ready. Start certifying.
See how leading SaaS sales teams use Simmie's pass gates and certification rubrics to defensibly certify every AE — before the first forecast call.