MEDDPICC Deal Inspection Calculator
Score every open opportunity across all eight MEDDPICC letters in one sitting, then rank the whole pipeline by real qualification instead of rep confidence.
What's inside
- 0–10 scoring rubric with anchor descriptions for all 8 MEDDPICC letters, including Paper Process and Competition
- The total qualification score and percentage formula (sum ÷ 80)
- A hard red-flag rule: any single letter scoring 2 or below auto-flags the deal regardless of total
- A pipeline ranking table template to run across every open opportunity
- Forecast-category thresholds tied to the percentage score
- Guidance on running this as a full pipeline review, not a single-deal exercise
Score every open opportunity across all eight MEDDPICC letters using the 0–10 rubric below, then rank your whole pipeline by the total. This surfaces which deals are actually qualified — independent of how confident the rep sounds about them.
Scoring rubric (0 / 3 / 5 / 7 / 10 anchors, per letter)
Metrics 0 = No numbers discussed · 3 = Informal metric mentioned · 5 = Buyer-confirmed metric and current value · 7 = Metric + target value tied to your solution · 10 = Buyer has it in writing and will defend it internally
Economic Buyer 0 = Unknown who it is · 3 = Known by name/title only · 5 = Spoken to them directly at least once · 7 = EB has personally confirmed priority/budget · 10 = EB actively engaged, pushing back, opening doors
Decision Criteria 0 = Unknown · 3 = Informal, unconfirmed sense · 5 = Buyer-confirmed, unranked · 7 = Formally documented and ranked · 10 = You co-authored it with the buyer
Decision Process 0 = No idea how a decision is made · 3 = Steps named, no owners/dates · 5 = Steps, approvers, and rough dates confirmed · 7 = Mutual close plan with named owners · 10 = Signed off by buyer and EB, on schedule
Paper Process 0 = No idea what legal/security/procurement steps exist · 3 = Buyer mentions "there's a process," no detail · 5 = Steps identified, no owners/dates · 7 = Steps, owners, and dates mapped and shared with the buyer · 10 = Underway in parallel with commercial close, on track
Identify Pain 0 = No confirmed pain · 3 = Pain implied, not stated · 5 = Buyer has confirmed pain and its impact · 7 = Pain tied to a named budget priority · 10 = Buyer states the cost of inaction unprompted
Champion 0 = None identified · 3 = Friendly contact, unproven · 5 = Has advocated once (info/intro) · 7 = Has taken real internal risk for you · 10 = Has a personal stake in the deal's success beyond your product
Competition 0 = Unknown what/who else is being considered, including "do nothing" · 3 = Aware of one alternative in passing · 5 = Confirmed alternatives and how they compare · 7 = Know the buyer's evaluation criteria vs. each alternative · 10 = Champion is actively selling against alternatives on your behalf
The formula
`` Total Score = M + E + D + D + P + I + C + C (max 80) Qualification % = Total Score ÷ 80 × 100 ``
Red-flag rule: regardless of total score, any single letter scoring 2 or below auto-flags the deal — it cannot be forecast as Commit until that specific letter improves. A high total can hide one fatal gap; this rule stops that.
Pipeline ranking table
| Opp Name | M | E | D(crit) | D(proc) | P | I | C(hamp) | C(omp) | Total /80 | % | Red Flag? | Forecast Category |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| ___________ | ||||||||||||
| ___________ | ||||||||||||
| ___________ |
Forecast-category thresholds
| Qualification % | Category |
|---|---|
| 80–100%, no red flag | Commit |
| 60–79%, no red flag | Best Case |
| Any red flag present | Pipeline (regardless of %) |
| Below 60% | Pipeline / Early |
Running this as a pipeline exercise
Do this across the entire open pipeline in one sitting, not deal-by-deal in isolation — the value is in the ranking, seeing which deals a rep believes in that the numbers don't support, and which underrated deals actually score higher than expected.
How to use it
Score every open opportunity across all 8 letters using the 0–10 rubric in one sitting, rank the resulting table by percentage, and immediately downgrade any deal with a red-flagged letter out of Commit regardless of its total score.