MEDDPICC Demo Scorecard

Use this to review a demo recording (or observe live) and score it against qualification substance, not delivery polish. A beautifully delivered demo that never touches Economic Buyer or Decision Process is theater — this scorecard is built to catch that.

How to Score

For each pillar, assign 0, 2, or 4 based on the anchor descriptions below, then sum for a total out of 32.

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1. Metrics

• 0 — No business metric mentioned; demo is entirely feature-based.
• 2 — A generic metric is name-dropped ("this saves time") without a number tied to this account.
• 4 — Rep ties the demo directly to a number this prospect gave in discovery (e.g., "you said this costs 6 hours/week — here's that step at 90 seconds").

2. Economic Buyer

• 0 — No mention of who controls budget; rep doesn't know or hasn't asked.
• 2 — Rep names the likely economic buyer but they are not in the room and no plan exists to reach them.
• 4 — Economic buyer is either in the room, or the rep has a named, dated plan to get in front of them.

3. Decision Criteria

• 0 — Rep demos their own standard agenda with no reference to the prospect's evaluation criteria.
• 2 — Rep references criteria in general terms ("you mentioned ease of use") without confirming it's complete or ranked.
• 4 — Rep confirms the full, ranked criteria list out loud during the demo and maps each demo section to a specific criterion.

4. Decision Process

• 0 — No mention of how the decision will actually get made (steps, timeline, approvals).
• 2 — Rep asks about process but accepts a vague answer ("we'll circle back internally") without pinning specifics.
• 4 — Rep confirms concrete steps, named approvers, and a realistic timeline before the demo ends.

5. Paper Process

• 0 — Procurement/legal/security review never comes up.
• 2 — Rep mentions it in passing but doesn't confirm owner or lead time.
• 4 — Rep proactively raises procurement/security/legal steps and confirms who owns each and how long they typically take at this account.

6. Identify Pain

• 0 — Pain is generic or assumed, not confirmed by the prospect in their own words during this call.
• 2 — Pain is confirmed but not connected to a consequence (what happens if it's not solved).
• 4 — Rep restates pain in the prospect's own language and ties it explicitly to a business consequence and a trigger.

7. Champion

• 0 — No individual in the account is advocating internally; rep hasn't identified one.
• 2 — A likely champion is identified but untested (no evidence they'll sell internally when the rep isn't there).
• 4 — Champion is confirmed by action — they've done something on their own initiative (looped in a stakeholder, shared material internally, pushed for a date).

8. Competition

• 0 — Competitive landscape not discussed; rep doesn't know what else is being evaluated.
• 2 — Rep knows who else is in the deal but hasn't differentiated against them in the demo.
• 4 — Rep knows the alternative(s) being evaluated (including "do nothing" and "build internally") and the demo actively differentiates without badmouthing.

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Weighting by Deal Stage

Apply the ×1.5 multiplier to the relevant pillars' raw scores before totaling, if you want a stage-adjusted score. Otherwise the flat sum out of 32 is fine for a general health check.

Overall Bands (unweighted, out of 32)

Red Flags (any one overrides a high total)

• Champion pillar scored 4 but champion has never taken independent action (this is usually a false positive — a friendly contact, not a champion).
• Economic Buyer pillar scored 0 and deal is forecast to close this quarter.
• Paper Process never discussed and deal size requires procurement/security review.
• Rep cannot answer "what happens if they do nothing" — Identify Pain is not actually confirmed no matter what else scored well.

Manager Coaching Questions by Pillar

• Metrics: "What number did they give you, and where did you use it in the demo?"
• Economic Buyer: "Who signs this, and what's your plan to get in front of them?"
• Decision Criteria: "Read me their ranked list. If you can't, you don't have it yet."
• Decision Process: "Walk me through their actual approval steps — not 'legal and finance,' the named people."
• Paper Process: "How long does security review typically take at an account this size, and who owns it?"
• Identify Pain: "What happens to them in 12 months if they do nothing?"
• Champion: "What has this person done on their own, without you asking?"
• Competition: "What's the real alternative — including doing nothing — and how did the demo address it?"

Worked Example

Rep's demo scored: Metrics 4, Economic Buyer 0, Decision Criteria 2, Decision Process 0, Paper Process 0, Identify Pain 4, Champion 2, Competition 2. Total: 14 — At-Risk. Coaching focus: Economic Buyer and Decision Process are both 0 on a deal the rep has forecast for this quarter — treat the next call as reconfirmation, not advancement, and don't let this stay in forecast until at least one of those two moves.

Blank Scorecard