Does it integrate with our ERP? How does inventory sync? Can it handle multiple locations? How do I segregate MED vs REC buyers? What about compliance reporting, COA documents? All good questions, but after working through many of these evaluations, the questions aren't actually what I look for anymore.

What tells you a buyer is serious is what they start doing: the operations lead who, halfway through a BA session, starts painting Lot-specific pre-production pricing strategies — before anything is signed. The decision-maker who watches a recorded demo asynchronously, then reaches out personally asking to see it live. The fulfillment team that starts mapping their delivery model by product category.

The questions get into the heart of the demo. The behaviour tells you where the deal is.

In cannabis supply chain integrated commerce specifically, the moment a buyer gets a platform that actually speaks their language — lot numbers, COA data, channel separation, licence management — something shifts. They stop evaluating and start building in their minds. That's the signal.

The first question your team asks matters. What you do by the end of the BA matters more.

What was the first question your team asked when you evaluated a cannabis commerce platform?