Score MEDDPICC

Steps:

1. Pull the Customer 360 for [Customer]: contract details (ARR, renewal date, term), account tier, AM/CSM ownership, and open opportunities.
2. Review Stakeholder Intelligence: identify the economic buyer, champion(s), and key decision-makers. Note engagement recency and sentiment for each.
3. Retrieve recent Meeting Notes and touchpoint history from the past 90 days. Flag any conversations that reference evaluation criteria, procurement timelines, competitive alternatives, or quantified business outcomes.
4. Pull open issues, feature requests, and CX Cues to identify documented pain points and unresolved blockers.
5. Check Health Score signals and sentiment trends for evidence of momentum or stall.
6. Score each MEDDPICC element (0–3) based on available evidence. Identify the weakest elements and recommend specific actions to advance them.

Scoring scale:

• 0 — Unknown: No data available. This element has not been explored.
• 1 — Identified: The element has been mentioned but lacks specifics or validation.
• 2 — Validated: Confirmed through direct conversation or documented evidence.
• 3 — Locked: Fully substantiated with multiple data points; low risk of change.

Formatting: Fit everything into a single-page deal qualification brief. Be dense, not verbose.

Header — “[Customer Name] MEDDPICC Scorecard” as H1, followed by two lines (regular text). Bold each label but not the value: Line 1: Overall Score: [X/24] | Deal Stage: [stage] | Weakest Element: [element name] Line 2: ARR: $X | Renewal: [date] ([N] days out) | Tier: [tier] | AM/CSM: [name] | Economic Buyer: [name] | Champion: [name]

Scorecard — Compact table with all eight elements:

Element	Score	Evidence Summary	Gap
Metrics	[0–3]	[One sentence citing specific data point or interaction]	[What’s missing or unvalidated]
Economic Buyer	[0–3]	[One sentence]	[Gap]
Decision Criteria	[0–3]	[One sentence]	[Gap]
Decision Process	[0–3]	[One sentence]	[Gap]
Paper Process	[0–3]	[One sentence]	[Gap]
Identify Pain	[0–3]	[One sentence]	[Gap]
Champion	[0–3]	[One sentence]	[Gap]
Competition	[0–3]	[One sentence]	[Gap]

For elements scoring 2 or 3, the Gap column should read “—”. For elements scoring 0 or 1, the Gap column must state specifically what information is missing.

Key Evidence — Top 3 data points supporting the strongest-scored elements:

• [Date]: [What was confirmed — one sentence]. (Source)

Critical Gaps — Top 3 elements scoring 0 or 1, ranked by deal impact:

• [Element]: [Gap title] — What’s unknown and why it matters for deal progression. Suggest one specific discovery question or action.

Next Steps — Three actions to advance the weakest MEDDPICC elements:

Action	Owner	By when	Expected outcome

Context rules:

• Weight the past 90 days of Meeting Notes and touchpoints most heavily. Older data can support a score but should not be the sole basis for a 2 or 3.
• Cross-reference Stakeholder Intelligence engagement history when scoring Economic Buyer, Champion, and Competition elements.
• If multiple opportunities exist for [Customer], score against the most recent or highest-ARR opportunity and note which one.

Edge cases:

• If no opportunity or deal context exists for [Customer], state that clearly and score based on available account knowledge, noting that scores reflect relationship depth — not an active deal.
• If Stakeholder Intelligence has no identified economic buyer or champion, score those elements as 0 and flag prominently in the Critical Gaps section.
• If no Meeting Notes exist within the past 90 days, note the data gap and base scores only on documented touchpoints and CX Cues.
• If any element has no supporting data at all, score it 0 with Evidence Summary: “No data available.” Never infer or speculate.
• Every evidence citation must reference a specific date, data point, or interaction.