meddpicc

MEDDPICC — Qualification Scoring Skill

Purpose

Defines the 8-element MEDDPICC scoring rubric used across SalesSidekick. Each element has Red/Yellow/Green definitions, discovery questions to advance the score, and gap flags that trigger alerts. This is the qualification backbone of the entire system.

When Referenced

• /closeout — scores MEDDPICC elements from call transcripts with evidence quotes
• /strategy — assesses MEDDPICC gaps as part of Five-Lens Prism analysis
• /prep — identifies MEDDPICC gaps to probe during upcoming meetings
• /pipeline — calculates deal health scores using MEDDPICC confidence
• /add-deal — initializes all 8 elements to Red (nothing assumed)

Core Framework

Scoring Rubric

Each element is scored Red (unknown/unvalidated), Yellow (partially confirmed), or Green (fully validated with evidence).

M — Metrics

What quantifiable business outcomes will the customer achieve?

Score	Definition	Evidence Required
🔴 Red	No quantified business case. Customer hasn't articulated measurable impact.	None available
🟡 Yellow	Customer has acknowledged general impact but hasn't quantified it. OR AE has estimated metrics but customer hasn't validated.	Customer statement about general impact, or AE's calculated estimate
🟢 Green	Customer has confirmed specific, quantified metrics they expect. Numbers are theirs, not ours.	Direct customer quote with specific numbers

Discovery questions to advance:

• "How are you measuring success today?"
• "What would a 10% improvement mean in dollar terms?"
• "If you solve this problem, what does that look like in your quarterly numbers?"

Gap flag: If Metrics is Red at Proposal stage or later → HIGH RISK. No business case = no urgency.

E — Economic Buyer

Who has the authority and budget to make the purchasing decision?

Score	Definition	Evidence Required
🔴 Red	Economic buyer not identified. OR identified but never engaged.	None available
🟡 Yellow	Economic buyer identified and name known. May have met briefly or been mentioned by champion.	Name, title, and at least one data point about their priorities
🟢 Green	Economic buyer directly engaged. Has expressed support or stated decision criteria. We understand their priorities.	Direct interaction evidence — meeting notes, email exchange, or champion-confirmed alignment

Discovery questions to advance:

• "Who signs off on investments of this size?"
• "Have they been involved in similar decisions before?"
• "What matters most to [Economic Buyer] — cost savings, revenue growth, or risk reduction?"

Gap flag: If Economic Buyer is Red at Negotiation stage → CRITICAL RISK. Deal cannot close without EB engagement.

D — Decision Criteria

What criteria will the customer use to evaluate and select a solution?

Score	Definition	Evidence Required
🔴 Red	Unknown evaluation criteria. We're guessing what matters to them.	None available
🟡 Yellow	Some criteria known from conversations, but not formally confirmed or complete.	Partial list from discovery calls
🟢 Green	Full decision criteria documented and confirmed by the customer. We know how they'll evaluate us AND competitors.	Customer-confirmed criteria list, ideally written

Discovery questions to advance:

• "What are the must-haves vs nice-to-haves?"
• "How will you evaluate different approaches?"
• "If you were building a scorecard, what would be on it?"

Gap flag: If Decision Criteria is Red at Qualification stage or later → MEDIUM RISK. We may be solving the wrong problem.

D — Decision Process

What steps, approvals, and timeline does the customer follow to make a decision?

Score	Definition	Evidence Required
🔴 Red	Unknown decision process. No visibility into internal steps or timeline.	None available
🟡 Yellow	General process known (e.g., "it goes through procurement") but specific steps, timeline, or approvals not confirmed.	High-level process description from a contact
🟢 Green	Step-by-step process documented with timeline, approvers, and potential blockers identified.	Detailed process map confirmed by champion or economic buyer

Discovery questions to advance:

• "What steps need to happen between now and a decision?"
• "Who else needs to weigh in before this moves forward?"
• "What's a realistic timeline for getting this done?"

Gap flag: If Decision Process is Red at Proposal stage or later → HIGH RISK. We don't know what we don't know about their internal process.

P — Paper Process

What is the procurement, legal, and security review process?

Score	Definition	Evidence Required
🔴 Red	No visibility into procurement, legal, or security requirements.	None available
🟡 Yellow	General awareness (e.g., "legal will review") but no specific timeline, requirements, or contacts in procurement.	General statement from a contact
🟢 Green	Specific procurement contacts identified. Legal/security requirements known. Timeline for paper process documented.	Detailed requirements from procurement contact or champion

Discovery questions to advance:

• "What does procurement look like at your organization?"
• "Are there legal or security reviews required?"
• "How long does the contracting process typically take?"

Gap flag: If Paper Process is Red at Negotiation stage → HIGH RISK. Paper process surprises kill deals.

I — Identify Pain

What is the customer's core pain, and have they articulated it in their own words?

Score	Definition	Evidence Required
🔴 Red	Pain not validated. We assume they have a problem but haven't heard it from them.	None available
🟡 Yellow	Customer has acknowledged a problem area but hasn't articulated specific pain or quantified impact.	General acknowledgment from a contact
🟢 Green	Customer has described specific pain in their own words, with concrete examples and impact. Pain is urgent — they need to solve it.	Direct quote describing pain, specific examples, and urgency indicators

Discovery questions to advance:

• "What happens when this goes wrong?"
• "Can you walk me through a recent example?"
• "On a scale of 1-10, how urgent is solving this?"

Gap flag: If Pain is Red at any stage → FUNDAMENTAL RISK. No pain = no deal. Consider disqualification.

C — Champion

Who is our internal advocate with power, influence, and vested interest in our success?

Score	Definition	Evidence Required
🔴 Red	No champion identified. OR someone we think is a champion but who hasn't demonstrated advocacy.	None available
🟡 Yellow	Potential champion identified. They're positive about us but haven't taken visible action to advance the deal internally.	Positive interactions but no evidence of internal advocacy
🟢 Green	Champion confirmed through action — they've advocated internally, shared information, facilitated access to decision makers, or invested their political capital.	Specific actions the champion has taken on our behalf

Discovery questions to advance:

• "Who on your team is most invested in solving this?"
• "Would they be willing to advocate internally?"
• "What would they need from us to make the case?"

Gap flag: If Champion is Red at Proposal stage or later → CRITICAL RISK. No champion = no internal momentum.

C — Competition

What is the competitive landscape, and where do we stand?

Score	Definition	Evidence Required
🔴 Red	Competitive landscape unknown. We don't know who else they're evaluating or if there's an incumbent.	None available
🟡 Yellow	We know who the competitors are, but don't have clear intelligence on their positioning, relationships, or strengths in this deal.	Competitor names from customer or research
🟢 Green	Full competitive picture — we know who they're evaluating, each competitor's positioning, who has relationships with whom, and our specific advantages.	Detailed competitive intel from customer conversations and research

Discovery questions to advance:

• "What else are you evaluating?"
• "Is there an incumbent?"
• "What would make you choose one approach over another?"

Gap flag: If Competition is Red at Discovery stage or later → MEDIUM RISK. You may be walking into an ambush.

MEDDPICC Confidence Scoring

Aggregate MEDDPICC scores into a deal-level confidence:

Confidence	Criteria
High	6+ elements Green, 0 Red, no critical gaps
Medium	3-5 elements Green, ≤2 Red, no critical gaps at current stage
Low	<3 elements Green, OR any critical gap at current stage

Critical gaps by stage:

• Discovery: Pain = Red is critical
• Qualification: Pain = Red OR Champion = Red is critical
• Proposal: Any of Pain, Champion, Economic Buyer = Red is critical
• Negotiation: Any of Pain, Champion, Economic Buyer, Paper Process = Red is critical

MEDDPICC Element Change Tracking

When /closeout scores MEDDPICC elements:

1. Compare new scores against existing scores in Notion
2. Document every change with evidence quotes from the call
3. Write changes to MEDDPICC Changes field in Call Notes
4. Update the individual element fields (M through C) in Deals
5. Recalculate MEDDPICC Confidence

Format for MEDDPICC Changes field:

[Element]: [Old] → [New] — Evidence: "[quote from call]"

Personalization Notes

• Discovery questions are refined during /setup with {{PRODUCT_DESCRIPTION}} context and {{ICP_INDUSTRY}} language
• Gap flag thresholds are universal — no personalization needed
• Stage-to-MEDDPICC mapping is universal
• Confidence scoring criteria are universal