| name | meddic-qualification |
| description | Score a deal against MEDDIC (or MEDDPICC) — Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion (+Paper, +Competition). Surface gaps and the next call's agenda. Use on "qualify this deal", "MEDDIC review", or "why is this opp stuck?". |
| allowed-tools | ["Read","Write","AskUserQuestion"] |
MEDDIC / MEDDPICC Qualification
Score each letter 0–3. Any letter at 0 is a deal-killer until resolved.
Workflow
- Load the opp. Ask for: account, stage, amount, close date, last call notes, who you've met.
- Score each letter by interviewing the user (not guessing). Require evidence — who said it, when, in what form.
- Write the scorecard to
./deals/<account>-meddic.md.
- Produce the next-action list — one task per letter scoring < 2.
Scoring rubric
M — Metrics (economic impact if they solve)
- 0: No quantified impact
- 1: Rep's estimate only
- 2: Customer-stated estimate
- 3: Customer-quantified w/ model they own
E — Economic Buyer (budget authority)
- 0: Unknown
- 1: Named, never met
- 2: Met once
- 3: Met + aligned on business case
D — Decision Criteria (must-haves to buy)
- 0: Unknown
- 1: Rep's guess
- 2: Customer-stated verbally
- 3: In writing from customer (eval doc/RFP)
D — Decision Process (steps + timeline)
- 0: Unknown
- 1: Rough idea
- 2: Customer-mapped (legal, security, procurement timings)
- 3: Mutual action plan signed
I — Identify Pain (quantified pain of status quo)
- 0: Theoretical
- 1: Felt generally
- 2: Felt by champion
- 3: Felt by EB + consequences if not solved
C — Champion (sells for you internally)
- 0: None
- 1: Coach (shares info)
- 2: Supporter (advocates in meetings)
- 3: Champion (proactively sells, introduces EB, pushes timeline)
(Optional) Paper Process, Competition — add if MEDDPICC.
Output template
# <Account> — MEDDIC — <date>
Total: <n>/18 · Weakest letter: <L> · Close-confidence: <Low/Med/High>
| Letter | Score | Evidence | Gap |
|---|---|---|---|
| M | 2 | "CFO said $800k/yr cost of downtime" — email, Mar 3 | Need model they own |
| … | | | |
## Red flags
- <any 0 scores>
- <mismatch: champion strong but EB unreached>
## Next-call agenda
Primary: close <biggest gap>
Questions to ask:
- …
Asks:
- …
Guardrails
- A deal with no champion cannot close — no exceptions. If score = 0, pause discounting and run champion-building plays instead.
- If Decision Process is unknown and close date is < 30 days out, the close date is wrong.
- Re-score after every meaningful customer interaction.
