MEDDICC scoring tool · Vertex Momentum Advisory

M Metrics

— / 3

What's the quantified business impact your buyer expects from solving this problem?

0 · Unknown

No metrics discussed yet, or only generic value claims ("save time", "improve efficiency")

1 · Vague

Buyer mentioned a target area, but no specific number or baseline yet

2 · Quantified

Specific metric and target identified (e.g. "reduce CAC from €28k to €22k")

3 · In their numbers

Quantified, validated, and tied to specific buyer outcomes they own publicly

E Economic Buyer

— / 3

The person whose "no" can kill this deal regardless of what others say. Have you identified them?

0 · Unknown

No idea who actually has budget authority

1 · Assumed

Someone identified, but you're guessing based on title (not confirmed)

2 · Confirmed

EB named, confirmed by champion, but you haven't met or engaged them

3 · Engaged

EB met, aware of the deal, has signaled support or specific concerns

D Decision Criteria

— / 3

What specific factors will the buyer use to evaluate options?

0 · Unknown

No idea what they'll evaluate against

1 · Generic

"Best fit", "value for money", "ease of use" — non-specific factors

2 · Specific

3-5 specific criteria identified, prioritized, in your CRM

3 · In writing

Documented in their words (email, doc, RFP). Champion validated.

D Decision Process

— / 3

How does approval actually happen at this company? Who signs off, in what order, with what gating?

0 · Unknown

No visibility into how decisions get made internally

1 · Sketched

General sense — "exec review then procurement" — no specifics

2 · Mapped

Specific stages and approvers identified, timeline understood

3 · Confirmed

Mutual close plan documented and agreed by champion + EB

I Identified Pain

— / 3

Specific pain validated by the buyer in their own words — not your hypothesis or pitch.

0 · Unknown

You're guessing. Buyer hasn't articulated specific pain yet.

1 · Acknowledged

Buyer agrees there's a problem area, but in generic terms

2 · Specific

Specific pain articulated — what's broken, what's costing them

3 · In their words

Pain quoted in their words, in writing, with quantified impact

C Champion

— / 3

An internal advocate who actively wants you to win and has political capital to spend on this.

0 · None

No internal advocate yet. You're talking to gatekeepers or evaluators only.

1 · Coach

Someone helping you with information, but not advocating internally

2 · Champion

Active advocate, makes calls on your behalf, willing to influence others

3 · Stress-tested

Champion has skin in the game; would push back if CFO tried to kill the deal

C Competition

— / 3

Who else is in the deal — including status quo, internal build, do-nothing.

0 · Unknown

No idea who you're competing against

1 · Suspected

Suspect 1-2 competitors based on industry, no confirmation

2 · Confirmed

Competitive set confirmed (vendor names + status quo / internal build options)

3 · Positioned

Competition mapped + you have a clear differentiation story per option

MEDDICC scoring tool.