Meddpicc

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?

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?

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?

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?

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?

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?

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?

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?

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:

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