M
Criterion 01
Metrics
What measurable business or technical outcome justifies change?
Sales operating tool · Experiment 05
Saves locallyMEDDPICC scorecard
Score the evidence, not your confidence. The total gives you a quick risk signal; the notes show what to verify next.
0%evidence
Current signalDiscovery needed
E
Criterion 02
Economic buyer
Who can authorize the spend, and what outcome matters to them?
D
Criterion 03
Decision criteria
Which technical, business, and commercial requirements will determine the choice?
D
Criterion 04
Decision process
Who evaluates, recommends, approves, and communicates the decision—and when?
P
Criterion 05
Paper process
Which security, legal, procurement, and contracting steps remain?
I
Criterion 06
Identify pain
What problem is material enough to require action, and why now?
C
Criterion 07
Champion
Who has influence, a personal win, and evidence of acting on your behalf?
C
Criterion 08
Competition
Which vendor, internal build, delay, or status quo could win instead?
Deal inspection
What the score says
Start scoring the eight criteria to expose the largest evidence gaps.
0 / 24points
8weak areas