MEDDPICC Scorecard
A fill-in scorecard that grades every open deal against all 8 MEDDPICC pillars on a 0–3 scale, so managers catch gaps before a deal stalls in forecast.
What's inside
- Scoring rubric (0–3) for all 8 pillars: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition
- Fill-in fields under each pillar to capture deal-specific evidence, not just a score
- Weighted total (24 max) with forecast-category bands: Commit / Best Case / Pipeline / At Risk
- Red-flag list — the 8 warning signs that override a high score
- Manager coaching prompts for each pillar to use in 1:1 deal reviews
- Re-score cadence guidance (weekly for Commit deals, biweekly otherwise)
Use this per open opportunity. Score each pillar 0–3, fill in the evidence field, then total.
Scoring key: 0 = unknown/unaddressed · 1 = assumed, not verified · 2 = verified via one source · 3 = verified via champion + economic buyer
1. Metrics — score ___ /3
Evidence (the quantified business impact they've agreed to): _______________
2. Economic Buyer — score ___ /3
Evidence (name, title, have you met them directly, do they control budget): _______________
3. Decision Criteria — score ___ /3
Evidence (their written or stated evaluation criteria, and have we shaped it): _______________
4. Decision Process — score ___ /3
Evidence (steps, stakeholders, and dates from intake to signature): _______________
5. Paper Process — score ___ /3
Evidence (legal/procurement/security review steps and average turnaround): _______________
6. Identify Pain — score ___ /3
Evidence (the specific, costed pain and who owns it): _______________
7. Champion — score ___ /3
Evidence (name, do they have internal influence, have they sold internally for us before): _______________
8. Competition — score ___ /3
Evidence (named competitors/status quo, and our differentiated angle): _______________
TOTAL: ___ / 24
Forecast bands
- 20–24 — Commit: all pillars ≥2, Champion and Economic Buyer both ≥2
- 14–19 — Best Case: most pillars ≥2, one or two gaps with a plan to close them
- 8–13 — Pipeline: real opportunity, multiple pillars at 0–1
- 0–7 — At Risk: disqualify or restart discovery
Red flags (override the score even if the total looks healthy)
- Champion has never introduced you to the Economic Buyer.
- Decision Process was described by the rep, not the buyer.
- No Paper Process visibility this late in the cycle.
- Metrics are the rep's numbers, not the buyer's.
- Competition is unknown — 'no competitor' is rarely true.
- Same single contact answers all 8 pillars.
- Champion has no visible internal influence (no meetings booked for you).
- Decision Criteria was written after your demo, not before.
Manager coaching prompts (use in deal review)
- Which pillar has the weakest evidence, and what's the next action to strengthen it this week?
- Whose voice is this evidence — yours or the buyer's?
- What would move Economic Buyer from a 1 to a 2 by Friday?
How to use it
Managers run this scorecard on every deal above a set size threshold weekly during pipeline review; anything scoring below 14 gets a named next action before it's allowed to stay in forecast.