MEDDPICC Deal Scorecard
A scorecard for grading every open opportunity across all eight MEDDPICC pillars using hard evidence instead of gut feel, with a pass/fail gate that keeps unqualified deals out of forecast.
What's inside
- A 0–3 evidence-based scoring scale applied uniformly across all 8 pillars
- Score-3 vs. score-1 evidence examples for each of the 8 pillars
- A fillable scorecard template with gap / action / owner / due-date columns
- Forecast category thresholds (Commit / Best Case / Pipeline / At Risk)
- A pass/fail gate that caps forecast category regardless of total score
- A manager's protocol for running pipeline-wide scorecard review sessions
Purpose
Score every open opportunity across all eight MEDDPICC pillars, in one sitting, using evidence — not gut feel. Deals that can't produce evidence don't get forecast credit, regardless of how the rep "feels" about them.
The Scoring Scale (apply to every pillar)
| Score | Meaning | Evidence Standard |
|---|---|---|
| 0 | Unknown | No information gathered on this pillar at all |
| 1 | Assumed | Rep believes it's true, but has no buyer confirmation |
| 2 | Confirmed verbally | Buyer has confirmed it, but nothing in writing or action |
| 3 | Verified | Documented, buyer-authored, or evidenced by action (calendar invite, signed doc, buyer's own words in writing) |
The Eight Pillars
M — Metrics
The quantified business impact the buyer has agreed matters.
- Score 3 example: Buyer has written, in their own words, "we need to cut onboarding time from 45 to 30 days" in an email or shared doc.
- Score 1 example: Rep believes faster onboarding is the driver, but hasn't heard it from the buyer directly.
E — Economic Buyer
The person with budget authority and veto power, engaged directly.
- Score 3 example: The EB has personally taken a call with you — not just been introduced by name.
- Score 1 example: Champion says "my VP will approve it," but the VP has never spoken with you.
D — Decision Criteria
The formal or informal criteria the buyer will use to choose a vendor.
- Score 3 example: Buyer has shared a written evaluation scorecard or explicitly confirmed the criteria in email.
- Score 1 example: Rep is guessing criteria based on the RFP template.
D — Decision Process
The steps, stakeholders, and sequence to a signed contract, with dates.
- Score 3 example: Buyer has confirmed each step (technical eval → security review → legal → signature) with dates, and calendar invites exist for each.
- Score 1 example: Rep assumes the process based on "how these things usually go" at similar companies.
P — Paper Process
Procurement, legal, and security review steps, redlines, and PO process.
- Score 3 example: MSA is actively with legal on both sides; procurement contact and PO steps are named with a timeline.
- Score 1 example: Rep hasn't asked who handles contracts on the buyer's side yet.
I — Identify Pain
The compelling reason to act now, tied to a cost of inaction.
- Score 3 example: Pain is quantified and tied to a specific date/consequence the buyer stated ("if we don't fix this before Q1 renewal season, we lose X").
- Score 1 example: Rep believes there's pain because the prospect took the first meeting.
C — Champion
An internal advocate with influence and motivation who acts on your behalf unprompted.
- Score 3 example: Champion has taken independent action — scheduled a meeting with the EB, forwarded your materials internally, pushed timeline forward — without being asked.
- Score 1 example: Contact is friendly and responsive but has never advocated internally that you know of.
C — Competition
The known competitive landscape, including "do nothing," and your differentiated win position.
- Score 3 example: Rep can name the specific alternative under evaluation and has a differentiation angle the buyer has validated as relevant.
- Score 1 example: Rep assumes there's no competition because none has been mentioned.
The Scorecard Template
| Pillar | Score (0–3) | Evidence On File | Gap / Next Action | Owner | Due |
|---|---|---|---|---|---|
| Metrics | |||||
| Economic Buyer | |||||
| Decision Criteria | |||||
| Decision Process | |||||
| Paper Process | |||||
| Identify Pain | |||||
| Champion | |||||
| Competition | |||||
| Total (max 24) |
Forecast Thresholds
| Total Score | Category | Forecast Treatment |
|---|---|---|
| 20–24 | Commit | Include at full value |
| 14–19 | Best Case | Include at 50% weighting; gaps must have a named action + date |
| 8–13 | Pipeline | Not forecastable this cycle; run pillar-specific action plan |
| 0–7 | At Risk / Unqualified | Pull from active forecast; re-qualify or disqualify this week |
The Pass/Fail Gate (overrides total score)
A deal cannot be scored Commit or Best Case — regardless of total — if either:
- Economic Buyer = 0 or 1, or
- Champion = 0 or 1
These two pillars are deal-killers on their own. A deal with a total of 19 but no verified Economic Buyer engagement is capped at Pipeline.
How to Run the Scorecard Session (for managers)
- Score every open opportunity before the meeting — this is prep work, not a live discussion.
- In the session, go pillar by pillar across the whole pipeline — not deal by deal. ("Show me every deal with a Champion score under 2.") This surfaces systemic gaps (e.g., reps consistently weak on Economic Buyer) faster than a deal-by-deal review.
- For every score of 0 or 1, assign a named action and a due date on the spot — not "I'll work on it."
- Re-score weekly for Commit/Best Case deals, bi-weekly for Pipeline.
- Treat a downgraded score as information, not a failure — the scorecard's job is to catch reality before the forecast call does.
How to use it
Score every open deal on the 0–3 scale before your pipeline review, sort by total and by pass/fail gate status, and assign a named action and due date to any pillar scoring below 2.