MEDDIC Score calculator - Light version

	A	B	C	F	W
1					Yes
2		MEDDIC / MEDDPICC Scorecard Light			No
3		The FULL VERSION is available to the Full MEDDIC Course subscribers. You can download this calculator under "File" menu and and just flip the answers below from "No" to "Yes" as you progress within the account. This sheet calculates your score in real-time.
4		Deal Name:
5		Deal size ($/€/£... amount):
6		Date the opportunity is supposed to close:
7		Registered Copyright © MEDDIC Academy - All Rights Reserved - Available to Premium subscribers only - Reshares are not authorized
8	I	Have you identified your prospect's key pain points?	No
9	I	Have you helped the propsect focus on those pain points where your solution stands out?	No
10	I	Have you indentified relevant KPIs to measure/quantify the pain points?	No
11	I	Have you actually quantified the key pain points?	No
12	I	Subscribe to Full MEDDIC to reveal this activity	No
13	I	Subscribe to Full MEDDIC to reveal this activity	No
14	I	Subscribe to Full MEDDIC to reveal this activity	No
15	I	Subscribe to Full MEDDIC to reveal this activity	No
16	I	Subscribe to Full MEDDIC to reveal this activity	No
17	I	Subscribe to Full MEDDIC to reveal this activity	No
18		Pain Identification		0%
19
20	DC	Have you established the different options for the prospect to remedy the above pain points, with them?	No
21	DC	Do you have a formal written Decision Criteria document?	No
22	DC	Do you have the goal numbers for the KPIs identified as pain points?	No
23	DC	Is your "Value Zone" emerging from the DC?	No
24	DC	Subscribe to Full MEDDIC to reveal this question	No
25	DC	Subscribe to Full MEDDIC to reveal this question	No
26	DC	Subscribe to Full MEDDIC to reveal this question	No
27	DC	Subscribe to Full MEDDIC to reveal this question	No
28	DC	Subscribe to Full MEDDIC to reveal this question	No
29	DC	Subscribe to Full MEDDIC to reveal this question	No
30		Decision Criteria		0%
31
32		Have you identified the EB?	No
33	EB	Have you exchanged at least a couple emails with the EB?	No
34	EB	Have you met the EB before the "proof"?	No
35	EB	Have you confirmed the quantified pain points with the EB?	No
36	EB	Subscribe to Full MEDDIC to reveal this question	No
37	EB	Subscribe to Full MEDDIC to reveal this question	No
38	EB	Subscribe to Full MEDDIC to reveal this question	No
39	EB	Subscribe to Full MEDDIC to reveal this question	No
40	EB	Subscribe to Full MEDDIC to reveal this question	No
41	EB	Subscribe to Full MEDDIC to reveal this question	No
42	EB	Subscribe to Full MEDDIC to reveal this question	No
43		Economic Buyer		0%
44
45	M	Have they been presented a technical proof that they consider as convincing?	No
46	M	Has the proof been leveraged based on their quantified pain points?	No
47	M	Have you measured (or simulated) the targeted KPIs during the proof?	No
48	M	Subscribe to Full MEDDIC to reveal this question	No
49	M	Subscribe to Full MEDDIC to reveal this question	No
50	M	Subscribe to Full MEDDIC to reveal this question	No
51		Subscribe to Full MEDDIC to reveal this question	No
52		Subscribe to Full MEDDIC to reveal this question	No
53	M	Subscribe to Full MEDDIC to reveal this question	No
54	M	Subscribe to Full MEDDIC to reveal this question	No
55		Metrics		0%
56
57	DP	Is there a compelling event?	No
58	DP	Has your champion explained to the EB why they should sign with you now?	No
59	DP	Do you have a written confirmation of their exact technical validation process?	No
60	DP	Subscribe to Full MEDDIC to reveal this activity	No
61	DP	Subscribe to Full MEDDIC to reveal this activity	No
62	DP	Subscribe to Full MEDDIC to reveal this activity	No
63		Subscribe to Full MEDDIC to reveal this activity	No
64		Subscribe to Full MEDDIC to reveal this activity	No
65		Decision Process		0%
66
67	PP	Have you met with the procurement manager and sent them the formal proposal?	No
68	PP	Have you met with the legal team and shared your terms of services?	No
69	PP	Have both procurement and legal approved your terms of services?	No
70	PP	Subscribe to Full MEDDIC to reveal this question	No
71	PP	Subscribe to Full MEDDIC to reveal this question	No
72	PP	Subscribe to Full MEDDIC to reveal this question	No
73	PP	Subscribe to Full MEDDIC to reveal this question	No
74	PP	Subscribe to Full MEDDIC to reveal this question	No
75		Paper Process		0%
76
77	Champ	Do you consider you have a solid champion?	No
78	Champ	Have you successfully tested your champion?	No
79	Champ	Do you have regular or frequent 1-to-1s with your champion?	No
80	Champ	Subscribe to Full MEDDIC to reveal this question	No
81	Champ	Subscribe to Full MEDDIC to reveal this question	No
82	Champ	Subscribe to Full MEDDIC to reveal this question	No
83	Champ	Subscribe to Full MEDDIC to reveal this question	No
84	Champ	Subscribe to Full MEDDIC to reveal this question	No
85	Champ	Subscribe to Full MEDDIC to reveal this question	No
86	Champ	Subscribe to Full MEDDIC to reveal this question	No
87	Champ	Subscribe to Full MEDDIC to reveal this question	No
88	Champ	Subscribe to Full MEDDIC to reveal this question	No
89	Champ	Subscribe to Full MEDDIC to reveal this question	No
90	Champ	Subscribe to Full MEDDIC to reveal this question	No
91	Champ	Subscribe to Full MEDDIC to reveal this question	No
92	Champ	Subscribe to Full MEDDIC to reveal this question	No
93	Champ	Subscribe to Full MEDDIC to reveal this question	No
94	Champ	Subscribe to Full MEDDIC to reveal this question	No
95	Champ	Subscribe to Full MEDDIC to reveal this question	No
96	Champ	Subscribe to Full MEDDIC to reveal this question	No
97		Subscribe to Full MEDDIC to reveal this question	No
98		Champion		0%
99
100	Compet.	Do you know exactly who you are competing with whether another vendor, no-decision or internal?	No