ABCFGHIJKLMNOPQRSTUVWXYZ
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
IHave 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
IHave you indentified relevant KPIs to measure/quantify the pain points?No
11
IHave you actually quantified the key pain points?No
12
ISubscribe to Full MEDDIC to reveal this activityNo
13
ISubscribe to Full MEDDIC to reveal this activityNo
14
ISubscribe to Full MEDDIC to reveal this activityNo
15
ISubscribe to Full MEDDIC to reveal this activityNo
16
ISubscribe to Full MEDDIC to reveal this activityNo
17
ISubscribe to Full MEDDIC to reveal this activityNo
18
Pain Identification0%
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 questionNo
25
DC
Subscribe to Full MEDDIC to reveal this questionNo
26
DC
Subscribe to Full MEDDIC to reveal this questionNo
27
DC
Subscribe to Full MEDDIC to reveal this questionNo
28
DC
Subscribe to Full MEDDIC to reveal this questionNo
29
DC
Subscribe to Full MEDDIC to reveal this questionNo
30
Decision Criteria0%
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 questionNo
37
EB
Subscribe to Full MEDDIC to reveal this questionNo
38
EB
Subscribe to Full MEDDIC to reveal this questionNo
39
EB
Subscribe to Full MEDDIC to reveal this questionNo
40
EB
Subscribe to Full MEDDIC to reveal this questionNo
41
EB
Subscribe to Full MEDDIC to reveal this questionNo
42
EB
Subscribe to Full MEDDIC to reveal this questionNo
43
Economic Buyer 0%
44
45
MHave they been presented a technical proof that they consider as convincing?No
46
MHas the proof been leveraged based on their quantified pain points?No
47
MHave you measured (or simulated) the targeted KPIs during the proof?No
48
MSubscribe to Full MEDDIC to reveal this questionNo
49
MSubscribe to Full MEDDIC to reveal this questionNo
50
MSubscribe to Full MEDDIC to reveal this questionNo
51
Subscribe to Full MEDDIC to reveal this questionNo
52
Subscribe to Full MEDDIC to reveal this questionNo
53
MSubscribe to Full MEDDIC to reveal this questionNo
54
MSubscribe to Full MEDDIC to reveal this questionNo
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 activityNo
61
DP
Subscribe to Full MEDDIC to reveal this activityNo
62
DP
Subscribe to Full MEDDIC to reveal this activityNo
63
Subscribe to Full MEDDIC to reveal this activityNo
64
Subscribe to Full MEDDIC to reveal this activityNo
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 questionNo
71
PP
Subscribe to Full MEDDIC to reveal this questionNo
72
PP
Subscribe to Full MEDDIC to reveal this questionNo
73
PP
Subscribe to Full MEDDIC to reveal this questionNo
74
PP
Subscribe to Full MEDDIC to reveal this questionNo
75
Paper Process0%
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 questionNo
81
Champ
Subscribe to Full MEDDIC to reveal this questionNo
82
Champ
Subscribe to Full MEDDIC to reveal this questionNo
83
Champ
Subscribe to Full MEDDIC to reveal this questionNo
84
Champ
Subscribe to Full MEDDIC to reveal this questionNo
85
Champ
Subscribe to Full MEDDIC to reveal this questionNo
86
Champ
Subscribe to Full MEDDIC to reveal this questionNo
87
Champ
Subscribe to Full MEDDIC to reveal this questionNo
88
Champ
Subscribe to Full MEDDIC to reveal this questionNo
89
Champ
Subscribe to Full MEDDIC to reveal this questionNo
90
Champ
Subscribe to Full MEDDIC to reveal this questionNo
91
Champ
Subscribe to Full MEDDIC to reveal this questionNo
92
Champ
Subscribe to Full MEDDIC to reveal this questionNo
93
Champ
Subscribe to Full MEDDIC to reveal this questionNo
94
Champ
Subscribe to Full MEDDIC to reveal this questionNo
95
Champ
Subscribe to Full MEDDIC to reveal this questionNo
96
Champ
Subscribe to Full MEDDIC to reveal this questionNo
97
Subscribe to Full MEDDIC to reveal this questionNo
98
Champion0%
99
100
Compet.
Do you know exactly who you are competing with whether another vendor, no-decision or internal?
No