MEDDPICC Scorecard

Score one described deal against the eight MEDDPICC elements and say plainly what is missing, what is assumed rather than validated, and what the rep should go validate next.

The largest field study available (Ebsta x Pavilion 2023 benchmark, 3.2M opportunities across 364 companies) found:

• 61% of methodology-adopting companies chose MEDDPICC.
• Only 15% of opportunities were fully qualified.
• Only 5% of companies scored confidence per criterion.

The acronym is everywhere; the discipline is rare - that gap is "MEDDPICC theatre", and this scorecard is built to prevent it.

The whole scorecard runs on one axis: evidence, not presence. A letter is never scored on whether the rep can name something; it is scored on whether the buyer has done something observable to prove it.

The skill scores one deal at a time, gathers no new information itself, and grades only what the user reports, then tells them what to go validate next.

Two confidence distinctions run throughout and belong in the output: