MEDDPICC Deal Inspection & Scorecard

Deal Name: [Opportunity Name]
Account: [Account Name]
ARR / TCV: $[0.00]
Target Close Date: [YYYY-MM-DD]
Stage: [Current CRM Stage]
Account Executive: [Name]
Overall Risk Level: 🟩 Low | 🟨 Medium | 🟥 High

MEDDPICC Sales Stages & Qualification Flow

MEDDPICC Element Breakdowns & Scorecard

1. Metrics (M) — Score: [ / 100%]

Identified Financial Impact: [Target dollar savings, revenue uplift, or hours saved]
Quantified Target: [e.g., 35% reduction in latency, $300k cost avoidance]
Validation Status: [ ] EB Confirmed | [ ] Champion Confirmed | [ ] Unconfirmed

2. Economic Buyer (E) — Score: [ / 100%]

Name & Title: [Full Name, Title]
Discretionary Budget Authority: [Yes / No / Shared]
Direct Contact: [Yes / No — Last engagement date: YYYY-MM-DD]
Personal Win / Business Driver: [What KPI does the EB get measured on?]

3. Decision Criteria (D) — Score: [ / 100%]

Technical Criteria: [Integrations, architecture, scalability, security]
Business Criteria: [ROI horizon, time-to-value, risk profile]
Commercial Criteria: [Contract terms, payment structure, budget cap]
Alignment: [ ] Fully aligned to our strengths | [ ] Neutral | [ ] Biased toward competitor

4. Decision Process (D) — Score: [ / 100%]

Technical Validation Timeline: [Demo -> PoC -> Tech Sign-off]
Business & Commercial Approval: [Budget approval -> Executive Sign-off]
Formal Milestones: [List key committee/board review dates]
Mutual Action Plan (MAP): [ ] Jointly executed | [ ] Sent to customer | [ ] Internal only

5. Paperwork Process (P) — Score: [ / 100%]

Legal / Procurement Lead: [Name, Email/Contact]
Required Agreements: [ ] NDA | [ ] MSA | [ ] SOW / Order Form | [ ] Security Pack / SOC 2
Vendor Onboarding Steps: [Vendor registration portal, billing setup, PO cycle]
Estimated Turnaround Time: [Standard cycle: e.g., 2-3 weeks for redlines]

6. Identify Pain (I) — Score: [ / 100%]

Primary Operational Pain: [Specific bottlenecks, system failures, or business constraints]
Cost of Inaction (COI): [Cost/loss if the customer does nothing: e.g., $40k/mo]
Urgency / Catalyst: [Why must this be solved now vs. next quarter/year?]

7. Champion (C) — Score: [ / 100%]

Name & Title: [Full Name, Title]
Influence & Access: [High / Medium / Low — Can they drive internal consensus?]
Personal Value / Skin in the Game: [What do they personally gain from project success?]
Tested Status: [ ] Provided internal intel | [ ] Facilitated EB meeting | [ ] Untested

8. Competition (C) — Score: [ / 100%]

Primary Competitors: [Vendor A / Vendor B / In-House Build / Do Nothing]
Detractor Profiles: [Key stakeholders resistant to change or preferring competition]
Differentiation Strategy: [Our unique value proposition / wedge]

Deal Radar Scorecard Summary

Element	Weight	Score (0–100%)	Status	Key Gap / Red Flag
M – Metrics	High	`[ ]%`	🟩 / 🟨 / 🟥	`[Missing validated ROI]`
E – Economic Buyer	Critical	`[ ]%`	🟩 / 🟨 / 🟥	`[No direct 1:1 meeting yet]`
D – Decision Criteria	High	`[ ]%`	🟩 / 🟨 / 🟥	`[Security criteria pending]`
D – Decision Process	Medium	`[ ]%`	🟩 / 🟨 / 🟥	`[PoC criteria unconfirmed]`
P – Paper Process	High	`[ ]%`	🟩 / 🟨 / 🟥	`[Legal review queue 3+ weeks]`
I – Identify Pain	Critical	`[ ]%`	🟩 / 🟨 / 🟥	`[COI not formally quantified]`
C – Champion	Critical	`[ ]%`	🟩 / 🟨 / 🟥	`[Champion needs to be tested]`
C – Competition	Medium	`[ ]%`	🟩 / 🟨 / 🟥	`[Internal build threat]`

Deal Gaps & Action Items

Priority	MEDDPICC Area	Risk / Gap Identified	Required Action Item	Owner	Target Date
🔴 P1	Economic Buyer	No direct 1:1 with EB	Champion to arrange EB alignment call	AE	`[YYYY-MM-DD]`
🟡 P2	Paper Process	Legal queue unconfirmed	Initiate standard MSA security pack review	AE / Legal	`[YYYY-MM-DD]`
🟢 P3	Identify Pain	Baseline operational metrics rough	Run discovery workshop to solidify COI	SE / AE	`[YYYY-MM-DD]`

Manager Inspection Summary

Manager Notes: [Insert coaching feedback, red flags, or specific deal-desk requirements following the pipeline review.]