# MEDDPICC Demo Scorecard

> Scores a live or recorded demo against all eight MEDDPICC pillars with concrete 0/2/4 anchors, turning demo review from a delivery critique into a qualification event.

Free scorecard/rubric for sales managers. Topic: [Demos & Product Storytelling](https://www.peerlab.ai/library/topic/demos-product-storytelling/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/meddpicc-demo-scorecard/

## How to use it

During a demo review, score each of the 8 pillars 0/2/4 against the written anchors above using a recording or live observation, then check the red-flag list before trusting the total: use the band and coaching questions to drive the manager 1:1, not just the number.

## What's inside

- 8 pillars scored 0/2/4 with written anchor criteria for each score level
- Weighting guide for which pillars matter most at which deal stage
- Overall scoring bands: Qualification-Confirmed, Developing, At-Risk, Theater
- Red-flag checklist that overrides a high total
- Manager coaching-question prompts tied to each pillar
- A fully worked scoring example
- Blank scorecard ready to copy for every demo reviewed

Use this to review a demo recording (or observe live) and score it against qualification substance, not delivery polish. A beautifully delivered demo that never touches Economic Buyer or Decision Process is theater, this scorecard is built to catch that.

## How to Score
For each pillar, assign **0, 2, or 4** based on the anchor descriptions below, then sum for a total out of 32.

---

### 1. Metrics
- **0**, No business metric mentioned; demo is entirely feature-based.
- **2**, A generic metric is name-dropped ("this saves time") without a number tied to this account.
- **4**, Rep ties the demo directly to a number this prospect gave in discovery (e.g., "you said this costs 6 hours/week, here's that step at 90 seconds").

### 2. Economic Buyer
- **0**, No mention of who controls budget; rep doesn't know or hasn't asked.
- **2**, Rep names the likely economic buyer but they are not in the room and no plan exists to reach them.
- **4**: Economic buyer is either in the room, or the rep has a named, dated plan to get in front of them.

### 3. Decision Criteria
- **0**, Rep demos their own standard agenda with no reference to the prospect's evaluation criteria.
- **2**, Rep references criteria in general terms ("you mentioned ease of use") without confirming it's complete or ranked.
- **4**: Rep confirms the full, ranked criteria list out loud during the demo and maps each demo section to a specific criterion.

### 4. Decision Process
- **0**: No mention of how the decision will actually get made (steps, timeline, approvals).
- **2**, Rep asks about process but accepts a vague answer ("we'll circle back internally") without pinning specifics.
- **4**: Rep confirms concrete steps, named approvers, and a realistic timeline before the demo ends.

### 5. Paper Process
- **0**, Procurement/legal/security review never comes up.
- **2**, Rep mentions it in passing but doesn't confirm owner or lead time.
- **4**, Rep proactively raises procurement/security/legal steps and confirms who owns each and how long they typically take at this account.

### 6. Identify Pain
- **0**: Pain is generic or assumed, not confirmed by the prospect in their own words during this call.
- **2**, Pain is confirmed but not connected to a consequence (what happens if it's not solved).
- **4**, Rep restates pain in the prospect's own language and ties it explicitly to a business consequence and a trigger.

### 7. Champion
- **0**, No individual in the account is advocating internally; rep hasn't identified one.
- **2**, A likely champion is identified but untested (no evidence they'll sell internally when the rep isn't there).
- **4**: Champion is confirmed by action: they've done something on their own initiative (looped in a stakeholder, shared material internally, pushed for a date).

### 8. Competition
- **0**, Competitive landscape not discussed; rep doesn't know what else is being evaluated.
- **2**, Rep knows who else is in the deal but hasn't differentiated against them in the demo.
- **4**, Rep knows the alternative(s) being evaluated (including "do nothing" and "build internally") and the demo actively differentiates without badmouthing.

---

## Weighting by Deal Stage

| Stage | Pillars to weight ×1.5 |
|---|---|
| First demo | Identify Pain, Metrics, Decision Criteria |
| Second/technical demo | Decision Process, Paper Process, Competition |
| Late-stage/final demo | Economic Buyer, Champion |

Apply the ×1.5 multiplier to the relevant pillars' raw scores before totaling, if you want a stage-adjusted score. Otherwise the flat sum out of 32 is fine for a general health check.

## Overall Bands (unweighted, out of 32)

| Total | Band | Meaning |
|---|---|---|
| 24–32 | Qualification-Confirmed | Deal is genuinely qualified; coach on advancing, not re-qualifying |
| 16–23 | Developing | Real substance but real gaps; identify the 2 lowest pillars and assign action before next call |
| 8–15 | At-Risk | More assumption than confirmation; treat next call as a qualification call, not an advancement call |
| 0–7 | Theater | This was a feature tour, not a qualification event; do not forecast this deal on this call's evidence |

## Red Flags (any one overrides a high total)
- Champion pillar scored 4 but champion has never taken independent action (this is usually a false positive: a friendly contact, not a champion).
- Economic Buyer pillar scored 0 and deal is forecast to close this quarter.
- Paper Process never discussed and deal size requires procurement/security review.
- Rep cannot answer "what happens if they do nothing", Identify Pain is not actually confirmed no matter what else scored well.

## Manager Coaching Questions by Pillar
- **Metrics:** "What number did they give you, and where did you use it in the demo?"
- **Economic Buyer:** "Who signs this, and what's your plan to get in front of them?"
- **Decision Criteria:** "Read me their ranked list. If you can't, you don't have it yet."
- **Decision Process:** "Walk me through their actual approval steps: not 'legal and finance,' the named people."
- **Paper Process:** "How long does security review typically take at an account this size, and who owns it?"
- **Identify Pain:** "What happens to them in 12 months if they do nothing?"
- **Champion:** "What has this person done on their own, without you asking?"
- **Competition:** "What's the real alternative, including doing nothing, and how did the demo address it?"

## Worked Example
Rep's demo scored: Metrics 4, Economic Buyer 0, Decision Criteria 2, Decision Process 0, Paper Process 0, Identify Pain 4, Champion 2, Competition 2. **Total: 14, At-Risk.** Coaching focus: Economic Buyer and Decision Process are both 0 on a deal the rep has forecast for this quarter: treat the next call as reconfirmation, not advancement, and don't let this stay in forecast until at least one of those two moves.

## Blank Scorecard

| Pillar | Score (0/2/4) | Evidence / Notes |
|---|---|---|
| Metrics | | |
| Economic Buyer | | |
| Decision Criteria | | |
| Decision Process | | |
| Paper Process | | |
| Identify Pain | | |
| Champion | | |
| Competition | | |
| **Total (/32)** | | |