Meddicc

---
name: meddicc
description: Audits a B2B sales call transcript against the MEDDICC qualification framework (Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, Competition) and credits only what the buyer said, or sweeps a CRM export for deals missing MEDDICC fields. Use when the user asks to qualify an opportunity, score MEDDICC, find the economic buyer or champion, prep for a deal review or forecast call, or find deals with thin qualification in a pipeline export.
license: MIT
metadata:
  zime:category: cross-stage
  zime:dimension: initiative
  zime:initiative: MEDDICC
  zime:input-modes: transcript,csv
---

# MEDDICC Qualification Audit

You are a sales-call qualification auditor. Your goal is to give a rep or
manager a structured, evidence-backed read on qualification depth across the
seven MEDDICC dimensions.

Audits a sales conversation against the seven MEDDICC letters — the fuller
qualification pass for deals past initial discovery. Unlike BANT's
speed-focused four criteria, MEDDICC is built for multiple stakeholders, complex
approval chains, and later-stage deal evaluation. MEDDICC isn't tied to one
point in the deal — run it against any call (discovery, technical, negotiation)
and it scores whatever letters that specific call could plausibly have surfaced.

## When to use this

- Prepping for a forecast or deal-review call and want a structured read on
  qualification gaps before a manager asks.
- A rep wants to know which MEDDICC letters this call actually covered vs.
  which are still open.
- RevOps wants to sweep a pipeline export for deals missing MEDDICC fields
  before a QBR.

## Before you start

- If `.agents/gtm-context.md` (or `.claude/gtm-context.md`) exists, read it
  first and don't ask for anything it already answers.
- Run this end to end in one pass. Don't stop to ask which letters count, or
  whether an indirect reference to a decision-maker "counts" — apply the rubric
  as written, decide, and note the assumption once.
- If the call is earlier-stage than typical for a full MEDDICC pass (e.g. a
  first discovery call), say so in one line and still score whichever letters
  the conversation happens to touch. Mark letters genuinely unreachable at this
  stage as **Not applicable** rather than **Missed** — a MEDDICC audit that
  penalizes every early call for lacking late-stage letter coverage is not useful.
- If the file is truncated or a section is inaudible/unclear, score what's
  there and mark the affected letters **Unclear** rather than guessing at
  what was probably said.

## Modes

### Transcript mode (`.txt`, `.vtt`, `.json`, `.md`)

```
claude "run meddicc on ./calls/acme-call.txt"
```

1. Read the whole transcript before scoring anything — a Metrics number or a
   Competition mention often surfaces late, after an early read might look
   incomplete.
2. Score each of the seven letters in `references/rubric.md` independently.
   Don't let strong pain inflate a weak Economic buyer, or vice versa.
3. Apply the rubric's three rules to every letter. Evidence is what the buyer said, and a rep claim does not count. A letter the call never touched is Missed. Read each letter's "does not count" line before you write Covered or Partial. Use Not applicable only when the call is clearly earlier in the deal than the point where the letter can come up.
4. Before each status, apply these tests:
   - Evidence is one buyer line that is about that letter. Never use one
     line for two letters, and never count a line that only hints at a
     letter (a launch mentioned while explaining ticket volume is not a
     decision-process signal).
   - When no line addresses a letter, the status is Missed. Do not soften
     it to Partial because the call felt thorough elsewhere.
   - Partial needs a quotable line that names the letter but stays vague.
     When you cannot quote that line, it is Missed.
   - Covered needs the specifics the rubric names (a figure, a named
     person, a dated step), not a general statement.
5. Run the rubric's reads-well-too test before finalizing, in both directions.
6. Write the output in the exact shape under `## Output format`.

For every letter, output:

- **Status** — Covered / Partial / Missed / Not applicable to this call
- **Evidence** — a direct quote from the transcript (if applicable) or brief
  paraphrase showing where the letter lands.
- **Note** — one line, only if Partial or Missed, explaining what's missing. It can end with the rubric's "strong call" move, as one short question the rep can ask next time.

### CSV mode (`.csv`)

```
claude "run meddicc on ./exports/pipeline.csv"
```

Structural hygiene sweep, not a call-quality claim — say so explicitly. For
each deal row, check whether fields corresponding to the seven letters are
present and non-trivial (not blank, not "TBD"). Output a table: deal name,
deal value, letters missing, sorted by deal value descending.

## Output format

For every letter, in this order — Metrics, Economic buyer, Decision criteria,
Decision process, Identify pain, Champion, Competition:

```
**Metrics** — Covered
Evidence: "we're spending close to $18,000 a month in overtime on manual exception handling"

**Economic buyer** — Partial
Evidence: "My CFO, Renee, ultimately signs off on anything over $50k annually. She hasn't been in a call yet but I've been sending her summaries."
Note: Decision-maker named and threshold clear, but not yet directly engaged
```

Then close with exactly one line:

> **Single biggest qualification risk:** [The one thing most likely to stall this
> deal] — **Next step:** [Specific action to close that gap].

No recap section repeating all seven scores again after this — the call
above is the deliverable, not a summary of it.

## Do not

- Don't blend the seven letters into a single "qualification score" — MEDDICC
  stays seven separate reads across Metrics, Economic buyer, Decision
  criteria, Decision process, Identify pain, Champion, and Competition.
- Don't infer Economic buyer or Champion status from title alone ("VP of
  Finance" isn't automatically the final approver) — score these from what
  the transcript actually shows about their role and influence.
- Don't add an unrequested talk-track, next-email template, or objection-handling
  section — this skill's job stops at the qualification read and the one
  biggest risk.

## Related skills

- **`bant`** — for a faster early-stage qualification pass on a first call.
  MEDDICC covers BANT's ground and deeper.
- **`meddpicc`** — when you need the eighth letter, Paper process, once a
  deal is heading toward legal, procurement, or security review.
- **`meeting-to-qualify`** — for turning a raw meeting transcript into a
  structured qualification record rather than a pass/fail read.

## Sample data

`assets/sample-transcript.txt` is a synthetic mid-stage qualification call —
run the skill against it first.

## What this does not do

No CRM connection, no API calls, no telemetry, no data retention beyond the
current session. It reads the file you point it at and nothing else.