Jacob Top Møller

Free tool

MEDDICC scorecard

Score one opportunity before or after a qualification call, or before a deal review. For each element, mark how you know the answer, and ask the customer the question beside it.

Paper Process is the P in MEDDPICC. If you use MEDDIC, leave Paper Process and Competition at Not tracked.

Nothing you mark here is sent or saved. Print the page to keep it.

How you know

Not asked
No answer yet.
Assumed
No named source stands behind the answer.
Relayed
Your contact passed on someone else's account. Plan how to check it.
Confirmed
Each answer is confirmed by someone who can confirm it, through their own words, a document or an action.

Score each element

Identify Pain

Ask: What happens if this stays as it is? By when would it need to change, and who feels the consequence?

Evidence: Their words: the problem and its consequence in cost, revenue or risk

Who can confirm: The person who has the problem, and the person in charge of fixing it

Check: What you infer from their tools or their industry stays an assumption.

Metrics

Ask: Can you show today's baseline? What result would justify the change?

Evidence: A document: today's baseline in their report; their words: the target and business outcome they agree to

Who can confirm: The owner of the measure, with the economic buyer confirming the business outcome

Check: Send back any line that stops at the product number.

Economic Buyer

Ask: Who can approve this purchase? Ask them: what can you authorise, whose agreement do you need and what outcome would justify it?

Evidence: Their words: their approval authority for this purchase and the business outcome they require

Who can confirm: The person identified as the economic buyer

Check: The last comparable purchase gives you a starting point, not confirmation of current authority.

Decision Criteria

Ask: How will you compare the options? Can we review the written criteria, their priorities and who has agreed to them?

Evidence: A document: the criteria and their priorities, with the relevant stakeholders confirming their agreement

Who can confirm: The people setting and assessing the requirements, and the economic buyer for the business criteria

Check: Write down five parts: pass or fail, weights, minimum scores, demonstration and price.

Decision Process

Ask: How will you evaluate the options and approve a purchase? Who owns each step, and when should it happen?

Evidence: Their words or a document: validation and approval steps, owners, dates and what completes each step

Who can confirm: The people responsible for the validation and approval steps

Check: More meetings do not show that the deal is moving.

Paper Process

Ask: Who owns each review before signature, how long does each take and who signs?

Evidence: Their words or a document: each review, its owner, expected duration and the authorised signer

Who can confirm: Procurement, legal and security for their own steps; the signer for signature

Check: Until the review owner confirms a date, mark it unconfirmed.

Champion

Ask: Will you introduce us to the person who can approve this purchase? What will you do inside the company to help the decision?

Evidence: An action: the introduction made, or an agreed step taken inside the company to advance the decision

Who can confirm: The contact, with the people involved confirming what happened

Check: Until they act, call them a potential champion.

Competition

Ask: What else are you considering, including changing nothing or building it yourselves? How do you see those options?

Evidence: Their words: the alternatives they name, and how they see each one

Who can confirm: The people who will score the options, and the economic buyer

Check: Ask how the customer sees each alternative.

Sources

The questions and checks come from the articles on MEDDICC questions and what counts as an answer, Metrics, decision criteria and the paper process.

In my opportunity qualification training with MEDDICC, a widely used third-party framework, each participant brings a current opportunity and leaves with the next customer meeting prepared.

If you think I could help, write to me or give me a call.