MEDDIC Score Calculator

MEDDIC is a B2B sales qualification framework developed at PTC in the 1990s. The acronym stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion. It provides a structured way to assess deal qualification - ensuring reps understand not just what the prospect wants, but who makes the decision, how they make it, and what success looks like. Deals with strong MEDDIC qualification have significantly higher win rates than those without.

Each of the 18 questions is rated on a 1-5 scale from Not Identified to Leveraged. Section scores are the average of the three questions in that section, converted to a 0-100 scale. The overall score is the average of all six section scores. The health assessment thresholds are: Strong (75-100), Moderate (50-74), Weak (25-49), and Critical (0-24).

MEDDIC scoring should happen at every stage gate, not just once. A deal can be well-qualified in Identify Pain but under-qualified in Decision Process. Score each deal at the start of each quarter and any time there is a significant change - a new stakeholder, a procurement request, a competition mention. Regular scoring prevents deals from advancing based on optimism rather than evidence.

MEDDICC adds a seventh element: Competition. It requires that reps understand who else is being evaluated, how the buyer perceives each option, and whether there is a clear competitive strategy. MEDDICC is increasingly the standard for enterprise sales. This calculator uses the core MEDDIC framework, but the Champion and Decision Criteria sections implicitly capture some competitive awareness.

Airspeed listens to every sales call, extracts MEDDIC-relevant signals from the transcript, and automatically updates deal scores in your CRM. It identifies when metrics have been discussed but not agreed, when the economic buyer has been mentioned but not met, and when champion strength is declining. Sales managers get a live MEDDIC view of every deal in the pipeline without requiring reps to manually update scores.