meddic-qualification

# MEDDIC / MEDDPICC Qualification Score each letter 0–3. Any letter at 0 is a deal-killer until resolved. ## Workflow 1. **Load the opp.** Ask for: account, stage, amount, close date, last call notes, who you've met. 2. **Score each letter** by interviewing the user (not guessing). Require evidence — who said it, when, in what form. 3. **Write the scorecard** to `./deals/<account>-meddic.md`. 4. **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.