Tool Gate · How it works
How the MQL / SQL Definition & Handoff Kit gate works
How the MQL / SQL Definition & Handoff Kit scores the weaker of your MQL and SQL definitions on six criteria: a vague-definition gate is why a definition that isn't objective and measurable leaks — the binding definition here scores 54, so the handoff reads LEAKY.
How the gate works
This tool grades one lead definition — the weaker of your MQL and SQL, which caps the funnel — against six weighted criteria. Each control is marked from your own evidence and weighted into a 0–100 score — and then the score is run past a gate that can only make the verdict worse.
The 6 weighted controls
| Signal | Weight |
|---|---|
| Objective & measurable | 26 |
| Threshold-defined | 20 |
| Behavior / intent based | 18 |
| Agreed by sales & marketing | 18 |
| Documented & current | 10 |
| Triggers a clear next step | 8 |
| Total | 100 |
The verdict bands
A definition that scores 1 or 0 of 5 on 'objective & measurable' is forced to BROKEN however high the other criteria score — a definition you can't measure can't be handed off. In the full kit the weaker of your two definitions caps the funnel and the handoff process is scored alongside it.
In the worked sample it scores 54 out of 100 and still reads LEAKY — This is the weaker of the two definitions (the one that caps the funnel), scoring 54. 'Objective & measurable' sits at 3 of 5, so the vague-definition gate stays quiet — but 'agreed by sales & marketing' and 'documented & current' are only 2 of 5, dragging the total into LEAKY. Workable, but leads slip at the seams. The one thing to fix first: Get the definition 'agreed by sales & marketing' — it is a bottom-marked criterion and, at weight 18, the one that moves the score most. A definition only marketing believes in still leaks at the handoff..
Common questions
Can something score well on the How the MQL / SQL Definition & Handoff kit works and still fail?
Yes. The weighted score is run past a worsen-only gate — the Vague-definition — that can only make the verdict worse. In the worked sample it scores 54 out of 100 and still reads LEAKY, because this is the weaker of the two definitions (the one that caps the funnel), scoring 54. 'Objective & measurable' sits at 3 of 5, so the vague-definition gate stays quiet — but 'agreed by sales & marketing' and 'documented & current' are only 2 of 5, dragging the total into LEAKY. Workable, but leads slip at the seams.
What is a worsen-only gate?
A dispositive rule that can only lower a verdict, never raise it. One fatal flaw overrides an otherwise-good score, because a single disqualifying gap shouldn't hide behind a high average. The tool also names the one thing to fix first — here, "Get the definition 'agreed by sales & marketing' — it is a bottom-marked criterion and, at weight 18, the one that moves the score most. A definition only marketing believes in still leaks at the handoff.".
Embed this diagram
Free to share and embed with attribution (CC BY 4.0) — keep the link to redhub.ai.
Interactive — renders the live diagram
<iframe src="https://redhub.ai/visuals/tool/mql-sql-definition-handoff-kit.html" title="How the MQL / SQL Definition & Handoff Kit gate works — RedHub AI" width="760" height="1698" loading="lazy" style="border:0;width:100%;max-width:760px"></iframe>
<p style="font:14px/1.5 system-ui,sans-serif"><a href="https://redhub.ai/visuals/tool/mql-sql-definition-handoff-kit">How the MQL / SQL Definition & Handoff Kit gate works</a> — by <a href="https://redhub.ai">RedHub AI</a>, the AI that tells you when to doubt it.</p>Image + link — a static picture for any blog
<a href="https://redhub.ai/visuals/tool/mql-sql-definition-handoff-kit"><img src="https://redhub.ai/visuals/tool/mql-sql-definition-handoff-kit-share.png" alt="Diagram of the MQL / SQL Definition & Handoff Kit: the weaker lead definition scored on six criteria to 0–100 and a vague-definition gate, reading LEAKY at 54." width="760" loading="lazy" style="max-width:100%;height:auto;border-radius:16px"></a>
<p style="font:14px/1.5 system-ui,sans-serif"><a href="https://redhub.ai">RedHub AI</a> — the AI that tells you when to doubt it.</p>
This is how MQL / SQL Definition & Handoff Kit works. More diagrams in the Visual Field Guide.