meddic-qualification

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

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.