Should-Have Criteria
Also known as: Differentiating criteria, Strengthening criteria, Nice-to-have criteria
Strengthening criteria in the GAITS Funding Readiness Framework. These increase confidence and competitiveness but do not override a Must-Have failure. Teams with strong Should-Have evidence stand out from the field.
Full Definition
Should-Have Criteria are the differentiating requirements in the GAITS Funding Readiness Framework. At each funding level, they represent the evidence and capabilities that make a team more competitive — increasing funder confidence, reducing perceived risk, and helping a team stand out from others who meet only the minimum Must-Have threshold.
Should-Have Criteria are also split into Project and Team columns. They cover items such as broader datasets emerging, customer traction or partnerships, economic validation strengthening, early middle management in place, and enforced prioritisation processes. Unlike Must-Have Criteria, failing to demonstrate Should-Have evidence does not automatically disqualify a team. However, in competitive funding environments, teams that can demonstrate strong Should-Have evidence are consistently more successful than those that cannot.
A useful frame for teams: Must-Have criteria determine whether you are in the room; Should-Have criteria determine whether you leave with a term sheet. Teams with all Must-Haves met and strong Should-Have evidence are the teams that close rounds efficiently and at better valuations.
Two teams are both applying for Seed funding. Both meet all Must-Have criteria. Team A has completed three successful pilots, has a signed letter of intent from a fourth site, and has one commercial hire in place. Team B has completed one successful pilot and has no commercial traction beyond it. In the GAITS framework, customer traction and a defined sales process are Should-Have criteria at Seed stage. Both teams are technically fundable, but Team A's stronger Should-Have evidence makes them significantly more competitive. In a competitive process with one available slot, Team A closes the round.