MEDDPICC Analysis

Reach for MEDDPICC Analysis when a deal needs a deep check, not a quick read.

This skill recommends a stage. It does not move the deal, and it does not write to the CRM.

A MEDDPICC deal review is only as good as the evidence under each element. Stage names and close dates are claims, and reps move deals on confidence. This skill scores the record against fixed rubrics, so the health score and the stage call answer to something a manager can check.

Eight Elements, Weighted

The eight elements are Metrics at 15%, Economic Buyer at 20%, Decision Criteria at 10%, Decision Process at 10%, Paper Process at 10%, Identified Pain at 15%, Champion at 15% and Competition at 5%. Each one is scored from 1 to 5 against its own rubric, or marked INSUFFICIENT when the record holds no evidence for it. Economic Buyer carries the most weight, because a deal without a person who can approve the spend does not close, whatever else the record shows.

Champion is read first from the shared champion tests, which return Strong, Developing or None. The rubric row then follows that status and the record as it stands on the run date.

From Weighted Scores To Health

Multiply each scored element's score by its weight written as a decimal, add those results, divide by five times the sum of the scored weights, and multiply by 100. When all eight elements are scored, that means dividing by five. An element with no evidence is INSUFFICIENT. It is left out of the total and the count, and the result reads scored n of 8. With fewer than 6 of 8 elements scored, no health score is given. A deal scored 5 on every element gives 100. The bands are GREEN from 80 to 100, YELLOW from 60 to 79, ORANGE from 40 to 59 and RED from 0 to 39.

The stage minimums come from the client profile's Qualification Stage Gates. Where the profile states a different figure from the default table, the profile's figure is the minimum, and the report names it beside the default. Each stage also sets critical elements that must reach a floor, such as Economic Buyer at 4 or higher for Stage 5 Negotiate.

Stage Calls And Risk Patterns

The skill picks one word. ADVANCE means the health score meets the next stage's minimum and every critical element is at its floor. HOLD means the deal meets its current minimum but not the next one, or misses its current minimum with a dated action in hand. DOWNGRADE follows a HOLD whose dated action passed without closing the gap, and it moves the deal back one stage. DISQUALIFY applies only when the health score is in the RED band and Identified Pain scores 1. A deal whose confirmed pain scores 3 or higher never goes back to Stage 2 Discovery.

Six risk patterns are checked against the record: happy ears, single-threaded, zombie deal, close date fantasy, feature-led deal and competitor blind. Each one is named only with its evidence tag.

Core Workflow

Read the account's folder and the competitor notes first, then offer the CRM read and ask before it runs. Pull the deal basics, the engagement history, the contacts and the notes, marking every blank as Unknown. Score the eight elements and say what question would move each low one. Weight the scores, check the stage minimums, and rank the gaps, with the deal killers first. Write five actions, each with an element, owner, deadline and success criterion, then make the stage call. The analysis comes back inline, and a file is written only when you ask for one.

What It Reads

This skill reads the Core Pain Points, Value Propositions, Competitive Landscape, Buyer Personas, Qualification Criteria and Sales Methodology sections of the client profile, plus its MEDDPICC section for the team's minimums and paper steps. From the Context OS knowledge base it opens the account's folder for its notes, calls and decisions, and the competitors under gtm for the Competition element. If Deal Pulse, Call Coaching or Stakeholder Mapping has run, it reads their fields by name and never uses them as evidence for an element on their own. A CRM or call recorder read is offered, asked for, read only and never written back. Pasted records work the same way.

Where It Fits

MEDDPICC Analysis sits in three chains. In Work The Deal it follows Deal Pulse and Call Coaching and comes before Stakeholder Mapping. In Beat The Incumbent it feeds Competitive Strategy, Competitive Displacement, Account Snapshot or Meeting Prep. In Close And Hand Off it comes before Sales Handoff and Wrap-Up, and its stage minimum check decides whether a deal is ready to move. The Business Case & ROI Kit can read this skill's results, and this skill is free and works on its own.