STEP 2
MEDDPICC Scorecard (Template 2)
Scored after discovery, week two. Two ambers — and a Champion field that started red, which is the one that would have killed the deal.
| Field | What we actually know | Score |
|---|---|---|
| Metrics | $51.5k billable leakage, $68k break‑fix spend, $14k insurance loading, ~$76k/yr annualised outage exposure. All their numbers, confirmed on the call. | Green |
| Economic Buyer | Meredith Vaughan. Met twice, directly. Confirmed she can sign to $250k without the other partners. | Green |
| Decision Criteria | Insurance compliance by 31 March; fixed monthly cost; Ironbend performance resolved; "someone who answers the phone." We shaped the fourth one — it wasn't there before call two. | Green |
| Decision Process | Proposal → partner meeting (3 partners, first Tuesday) → Tanya reviews commercials → Meredith signs. No procurement function. | Green |
| Paper Process | Their lawyer reviews any contract over 24 months. Adds ~2 weeks. Identified early, so the draft went to the lawyer before the partner meeting rather than after. | Amber |
| Implicate the Pain | Proposal ties every line item to a numbered discovery finding. Nothing in the solution exists that isn't traceable to something they told us. | Green |
| Champion | Started red. Dave was a blocker — he assumed this was an outsourcing exercise with his name on it. Turned by reframing the scope as co‑managed: we take the tickets, he gets the project portfolio he was actually hired for. He then sold it internally harder than we could have. | Green |
| Competition | Bruce (incumbent, cheap, 15 years of trust — the real threat), a larger competing MSP quoting ~18% lower per seat, and doing nothing. Doing nothing was eliminated by the insurer, not by us. | Amber |
Read the redA technically perfect proposal loses this deal if Dave stays a blocker — he is the person Meredith turns to and asks "is this right?" when we've left the room. The single highest‑value hour in the whole cycle was the coffee with Dave where nobody sold anything. If you take one thing from this worked example, take that.