MEDDIC Score Calculator

Rate your deal across all six MEDDIC dimensions. Get an overall qualification score, a radar chart, deal health assessment, and recommendations for every weak area.

Metrics

0/18 answered

Rate each statement from 1 (Not Identified) to 5 (Leveraged).

• We have quantified the economic impact of the problem this deal solves.

  1 2 3 4 5

• The buyer has agreed on the specific success metrics that will be used to evaluate ROI.

1 2 3 4 5

• We have tied our solution directly to the buyer's financial or operational KPIs.

1 2 3 4 5

Economic Buyer

0/18 answered

Rate each statement from 1 (Not Identified) to 5 (Leveraged).

• We have identified the person with final budget authority for this decision.

1 2 3 4 5

• We have had a direct conversation with the Economic Buyer about this purchase.

1 2 3 4 5

• The Economic Buyer is actively engaged and supportive of this deal moving forward.

1 2 3 4 5

Decision Criteria

0/18 answered

Rate each statement from 1 (Not Identified) to 5 (Leveraged).

• We know the specific criteria the buyer will use to evaluate solutions.

1 2 3 4 5

• We have confirmed our solution meets or exceeds the buyer's primary evaluation criteria.

1 2 3 4 5

• We have proactively shaped the decision criteria to play to our strengths.

1 2 3 4 5

Decision Process

0/18 answered

Rate each statement from 1 (Not Identified) to 5 (Leveraged).

• We have mapped the complete internal approval and procurement process for this deal.

1 2 3 4 5

• We know every stakeholder involved in the sign-off process and their level of support.

1 2 3 4 5

• We have a mutually agreed close plan with the buyer, including milestones and dates.

1 2 3 4 5

Identify Pain

0/18 answered

Rate each statement from 1 (Not Identified) to 5 (Leveraged).

• We have identified the specific business pain this deal addresses.

1 2 3 4 5

• The pain is tied to a documented cost - in money, time, or risk - that the buyer acknowledges.

1 2 3 4 5

• The pain is urgent enough that the buyer has set a timeline to address it.

1 2 3 4 5

Champion

0/18 answered

Rate each statement from 1 (Not Identified) to 5 (Leveraged).

• We have a champion who is actively selling this internally on our behalf.

1 2 3 4 5

• Our champion has direct access to the Economic Buyer and other key decision-makers.

1 2 3 4 5

• Our champion has a clear personal stake in the success of this project.

1 2 3 4 5

Questions about MEDDIC qualification

What is the MEDDIC sales methodology?

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.

How is the MEDDIC score calculated?

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).

How often should I score my deals using MEDDIC?

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.

What is the difference between MEDDIC and MEDDICC?

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.

How does Airspeed automate MEDDIC scoring?

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.