/meddic-scorecard

name: meddic-scorecard
description: Create and maintain MEDDIC/MEDDPICC deal scorecards for pipeline hygiene, forecast accuracy, and deal coaching
license: MIT
metadata:
  author: ClawFu
  version: 1.0.0
  mcp-server: "@clawfu/mcp-skills"

MEDDIC Scorecard

> Build systematic deal scorecards using MEDDIC/MEDDPICC methodology to improve pipeline hygiene, forecast accuracy, and coaching effectiveness.

When to Use This Skill

• Weekly pipeline reviews
• Deal coaching sessions
• Forecast call preparation
• Win/loss analysis
• Sales enablement training

Methodology Foundation

Based on **PTC's MEDDIC** (Dick Dunkel) extended to **MEDDPICC**, creating standardized scorecards for:

• Deal qualification scoring
• Gap identification
• Coaching prioritization
• Forecast confidence

What Claude Does vs What You Decide

| Claude Does | You Decide | |-------------|------------| | Creates scorecard templates | Deal stage thresholds | | Suggests scoring criteria | Coaching priorities | | Identifies deal gaps | Forecast commits | | Generates coaching questions | Resource allocation | | Tracks deal progression | Win strategy |

Instructions

Step 1: Define Scoring Criteria

**MEDDPICC Components:**

| Component | Definition | Scoring Weight | |-----------|------------|----------------| | **M**etrics | Quantified business outcomes | 15% | | **E**conomic Buyer | Budget authority identified | 15% | | **D**ecision Criteria | How they'll evaluate | 10% | | **D**ecision Process | Steps to purchase | 10% | | **P**aper Process | Legal/procurement | 10% | | **I**dentify Pain | Business problem articulated | 15% | | **C**hampion | Internal advocate confirmed | 15% | | **C**ompetition | Competitive landscape known | 10% |

Step 2: Create Scoring Rubric

**Per-Component Scoring (0-3):**

| Score | Definition | Evidence Required | |-------|------------|-------------------| | 0 | Unknown | No information gathered | | 1 | Identified | Basic information, not verified | | 2 | Validated | Confirmed with prospect | | 3 | Leveraged | Actively using in deal strategy |

Step 3: Build Stage Gates

**Stage-Score Alignment:**

| Stage | Minimum Score | Required 3s | |-------|---------------|-------------| | Discovery | 8/24 | Pain | | Qualification | 12/24 | Pain, Champion | | Demo/Evaluation | 16/24 | Pain, Champion, Criteria | | Proposal | 18/24 | + Economic Buyer | | Negotiation | 21/24 | + Paper Process | | Commit | 22/24 | All components validated |

Step 4: Track and Coach

**Weekly Review Focus:**

• Deals below stage threshold
• Score changes (positive/negative)
• Gaps in critical components
• Champion health check
• Competition updates

Step 5: Analyze Patterns

**Pipeline Health Metrics:**

• Average score by stage
• Conversion rates by score threshold
• Most common gaps
• Champion strength correlation

Examples

Example 1: Complete Deal Scorecard

**Input:**

Create a MEDDPICC scorecard for:
- Deal: Enterprise software sale, $400K
- Stage: Proposal
- Champion: VP of Operations
- EB: CFO (not met)
- Timeline: Q1 close

**Output:**

## MEDDPICC Deal Scorecard

### Deal Overview

| Field | Value |
|-------|-------|
| Account | [Customer Name] |
| Opportunity | Enterprise Platform |
| Value | $400,000 ARR |
| Stage | Proposal |
| Close Date | Q1 (March 30) |
| AE | [Name] |
| Last Updated | [Date] |

---

### Score Summary

**Total Score: 16/24** | Stage Requirement: 18/24

| Component | Score | Stage Req | Status |
|-----------|-------|-----------|--------|
| Metrics | 2/3 | 2 | ✅ |
| Economic Buyer | 1/3 | **3** | ❌ GAP |
| Decision Criteria | 3/3 | 2 | ✅ |
| Decision Process | 2/3 | 2 | ✅ |
| Paper Process | 1/3 | 2 | ⚠️ GAP |
| Identify Pain | 3/3 | 3 | ✅ |
| Champion | 3/3 | 3 | ✅ |
| Competition | 1/3 | 2 | ⚠️ GAP |

**Status: NOT READY FOR PROPOSAL** - 3 gaps to address

---

### Component Details

#### Metrics (2/3) ✅ On Track

**Current State:**
- ROI target: 3x in Year 1 ✓
- Primary KPI: Reduce processing time 40% ✓
- CFO business case: Not yet presented ✗

**Evidence:**
> "If we hit 40% reduction, that's $1.2M in operational savings"
> — VP Operations, Discovery Call

**To reach 3/3:**
- [ ] Present business case to CFO
- [ ] Get CFO to validate assumptions

---

#### Economic Buyer (1/3) ❌ CRITICAL GAP

**Current State:**
- EB Identified: CFO Jennifer Walsh ✓
- Access: Email only, no meeting ✗
- Engagement: Unknown priorities ✗

**Gap Analysis:**
We have not met the Economic Buyer. This is a **deal blocker**
for Proposal stage. Champion (VP Ops) reports to CFO but has
not secured meeting.

**Action Required:**
- [ ] Ask Champion for CFO meeting this week
- [ ] Prepare executive briefing deck
- [ ] Identify CFO's priorities for Q1

**Coaching Questions:**
1. "What's preventing us from meeting the CFO?"
2. "What does your champion say about CFO's priorities?"
3. "Can we propose a joint call with champion + CFO?"

---

#### Decision Criteria (3/3) ✅ Strong

**Current State:**
- Formal criteria documented ✓
- Weighted by priority ✓
- Aligned with our strengths ✓

**Evidence:**
| Criterion | Weight | Our Fit |
|-----------|--------|---------|
| Integration depth | 30% | Strong |
| Time to value | 25% | Strong |
| Total cost | 20% | Medium |
| Support | 15% | Strong |
| References | 10% | Strong |

---

#### Decision Process (2/3) ⚠️ Needs Validation

**Current State:**
- Steps identified ✓
- Timeline mapped ✓
- Approvers known ✓
- Specific dates: Partial ✗

**Process Map:**

Step 1: Technical evaluation ✅ Complete Step 2: Business review ✅ Complete Step 3: Proposal review ⏳ This week Step 4: CFO approval ⏳ [Date TBD] Step 5: Legal/Procurement ⏳ [Timeline unknown] Step 6: Signature ⏳ Target: March 30

**To reach 3/3:**
- [ ] Confirm CFO meeting date
- [ ] Map procurement timeline
- [ ] Identify potential delays

---

#### Paper Process (1/3) ⚠️ GAP

**Current State:**
- Legal review required: Likely ✓
- Timeline: Unknown ✗
- Procurement contact: Not ide