MEDDIC Template: A Copy-Paste Deal Qualification Worksheet (+ Example)

You know MEDDIC. You can recite the six letters in a job interview. But when a deal slips at the end of the quarter, "I know MEDDIC" and "I applied MEDDIC to this deal on Tuesday" turn out to be very different things.

That gap is what this MEDDIC template closes. Below is a copy-paste worksheet you can run on a live opportunity in about ten minutes: what to capture for each letter, the question to ask the buyer, and a 1-3 score so a deal review becomes a number instead of a vibe. There's a filled example, a rule for the minimum score to forecast, and a note on when six letters isn't enough.

Quick recap, because the worksheet only works if the letters mean something. MEDDIC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion. It's a qualification checklist, not a sales process — it tells you whether the deal is real and which part is weakest. For the full theory and history, we wrote that up separately in MEDDPICC, explained. This post is the part you actually fill in.

How the scoring works

Every letter gets a score from 1 to 3, using a traffic light. It's blunt on purpose:

• 1 — red: you have no real information, or you're guessing. "I think the CFO signs off" is a 1.
• 2 — yellow: you have partial or second-hand info you haven't verified. Your champion told you who the buyer is, but you haven't met them. That's a 2.
• 3 — green: confirmed, ideally in the buyer's own words. You heard the economic buyer say "this is my budget" on a call. That's a 3.

Six letters, three points each, so the ceiling is 18. The single most useful discipline here: a 3 has to come from something the buyer said or did, not from your read of the room. Optimism is the enemy of accurate qualification, and the traffic light exists to catch it.

Tip 1 — Score from the buyer's words, not your gut.

Before you write a 3, ask yourself: could I quote the sentence that earns it? If you can't point to what the buyer actually said, it's a 2 at best. This one habit is why some reps' forecasts are boring and reliable while others are a rollercoaster.

The copy-paste MEDDIC worksheet

Paste this into a doc, a spreadsheet, or a CRM note — one block per opportunity. For each letter you capture the facts, ask the question, and drop a 1-3.

M — Metrics

Capture: the quantified business outcome the buyer is trying to move, with a number and a baseline. Not "improve efficiency" — "cut ramp time from 9 weeks to 6."

Ask: "If this works, what number changes, and what is it today?"

Score: ___ / 3

E — Economic Buyer

Capture: the name of the person who can release budget and say yes without asking anyone. Whether you've actually spoken with them.

Ask: "Besides yourself, who else has to approve the spend — and can we get 15 minutes with them?"

Score: ___ / 3

D — Decision Criteria

Capture: the specific things the deal will be judged on — technical, commercial, and the unspoken political ones. Ranked if you can get it.

Ask: "When you compare options, what are the top three things that decide it?"

Score: ___ / 3

D — Decision Process

Capture: the actual steps from here to a signature — who's involved, in what order, by when. Including the steps that aren't about you.

Ask: "Walk me through what happens between a yes from you and a signed contract."

Score: ___ / 3

I — Identify Pain

Capture: the problem, why it matters now, and what it costs to leave it alone. Pain with a dollar figure and a deadline beats pain without one.

Ask: "What happens if you do nothing for another six months?"

Score: ___ / 3

C — Champion

Capture: the internal person who wants you to win and has the influence to move it — and proof they'll sell for you when you're not in the room.

Ask: "Would you be willing to introduce me to [economic buyer] and make the case?" (A real champion says yes.)

Score: ___ / 3

Total: ___ / 18. Write the two lowest letters at the top as your next actions. That's the whole point — the score tells you where to spend your next conversation.

A filled example

Here's the same worksheet run on a sample deal: a 180-seat rollout of an onboarding platform to a mid-market SaaS company, roughly $95K ACV, in month two of a projected four-month cycle. Champion is the VP of People Ops.

M — Metrics — 3

New-hire ramp is 9 weeks; target is 6. VP quantified it: 3 saved weeks × ~40 hires/year × loaded cost ≈ $310K/year. She said the number on the call, unprompted. Green.

E — Economic Buyer — 2

Budget sits with the COO. Champion named him and says he's supportive, but we haven't met him. Second-hand, unverified. Yellow — and this is the deal's biggest risk.

D — Decision Criteria — 3

Top three, in the VP's words: integrates with their HRIS (Workday), live in under 30 days, and per-seat pricing under a set ceiling. Confirmed and ranked. Green.

D — Decision Process — 2

We know it's VP recommendation → COO approval → a security review → order form. But we don't have dates, and nobody's flagged how long security takes. Partial. Yellow.

I — Identify Pain — 3

They're hiring 40 people into a new product line this year and their current onboarding is a shared spreadsheet. Cost of doing nothing: slow ramp during the exact quarter they need output. Urgent and owned. Green.

C — Champion — 3

VP has offered to set up the COO intro and has already forwarded our one-pager internally without being asked. She sells when we're not there. Green.

Total: 16 / 18. Strong deal — but the two yellows tell the story. Both risks live at the finish line: an economic buyer we've never spoken to and a decision process with no dates and an unscoped security review. The next two actions write themselves: get the COO meeting, and get the buyer to walk us through timing step by step. You wouldn't have found either just by looking at the 16.

Using it in deal reviews and the forecast

A worksheet nobody looks at is just homework. MEDDIC earns its keep in the weekly deal review, when the number forces a better conversation than "how's the Acme deal feeling?"

Two rules make it work. First, run the scores letter by letter out loud and make the rep quote the evidence for every 3. The moment someone says "it's a 3 because I think the VP's on board," it's a 2, and you've found real work to do. Second, set a floor for the commit forecast. Many teams use roughly 70% of the maximum — on an 18-point scale that's 13 out of 18 — with a hard extra condition that neither Economic Buyer nor Champion is a red. Those two letters carry most of the late-stage collapse, so a high total built on a phantom buyer is exactly the deal that slips.

That single rule — 13 of 18, no red on E or C — does more for forecast accuracy than any new CRM field: it turns "I think it'll close" into "here's the evidence it will." Deals below the line aren't dead; they're best-case or pipeline, not commit.

Tip 2 — Re-score every review, and let scores fall.

A MEDDIC score is a snapshot, not a grade you earn once. If your champion went dark this week or the buyer added a procurement step, the number should drop. A score that never moves is a tell that nobody actually talked to the customer — re-scoring on a cadence is what keeps the worksheet honest.

Scoring from evidence, not memory

The honest problem with any qualification worksheet is that you fill it in on Thursday about a call you had on Monday, and by then "the VP said ramp is nine weeks" has softened into "I'm pretty sure she mentioned something about ramp." That drift is where 3s get handed out that should've been 2s.

This is the one place a tool genuinely helps, and it's tool-agnostic — anything that records and transcribes your calls will do. Laxis records, transcribes, and summarizes your Zoom, Meet, and Teams calls and auto-extracts the moments that map onto the worksheet: the metric the buyer quantified, who they named as the approver, the pain they described, the next steps they committed to. Score Metrics a 3 and you can paste the actual sentence; if Economic Buyer is a 2, the transcript shows you never heard from them directly. You're scoring from a record instead of a memory — which is the whole game.

When six letters isn't enough

MEDDIC handles a lot of B2B selling well: six-figure deals, three-to-six-month cycles, a handful of stakeholders. But if your losses keep happening at the very end — a security review nobody scoped, procurement appearing in week ten, a competitor you didn't know was in the room — that's the signal to add two letters and run MEDDPICC instead. Same worksheet, plus Paper Process (legal, security, procurement) and Competition. The rough line teams use: under about $500K ACV, MEDDIC is enough; above it, the extra checks catch the late slippage. We break that choice down in the MEDDPICC explainer.

The bottom line

The reps who trust MEDDIC least are usually the ones who've only ever used it as a report card at the end of a lost deal. Filled in early and re-scored every week, it flips: the two red letters become your call plan, not your post-mortem. A worksheet you argue with on Monday is worth ten you agree with on the day you lose.

Frequently asked questions

What is a MEDDIC template?

A MEDDIC template is a fill-in worksheet that turns the six MEDDIC checks into a scored deal review. For each letter — Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion — you capture the specific facts, ask a qualifying question, and give a 1-3 score: 1 red (no information), 2 yellow (partial or unverified), 3 green (confirmed in the buyer's own words). The total, out of 18, tells you how real the deal is and which letter to work next.

What is the minimum MEDDIC score to forecast a deal?

A common rule is that no deal enters the commit forecast below roughly 70% of the maximum. On a 1-3 scale across six letters the max is 18, so 13 out of 18 is the practical floor, with no single letter sitting at a 1. Many teams also refuse to commit if the Economic Buyer or Champion is still red, no matter how high the total, because those two carry most of the late-stage risk.

How often should you re-score a MEDDIC worksheet?

Re-score at every deal review, which for most teams means weekly on active opportunities. Scores decay: a champion who goes quiet or a decision process that changes should drop the number. The worksheet is only useful if it moves — a score that never changes usually means nobody talked to the buyer that week.

What is the difference between MEDDIC and MEDDPICC?

MEDDIC has six letters. MEDDPICC adds two: Paper Process (procurement, legal and security steps) and Competition. MEDDIC fits medium-complexity B2B deals with six-figure ACV, three-to-six-month cycles and two-to-five stakeholders. MEDDPICC suits enterprise and regulated deals with procurement gates, security reviews and competitive bake-offs. Use this MEDDIC worksheet unless late-stage paperwork or competitors keep surprising you.

Do I need a tool to run a MEDDIC template?

No. A MEDDIC worksheet works in a spreadsheet, a doc, or a CRM field. The hard part isn't the format, it's scoring honestly from what the buyer actually said rather than what you hope is true. Call-recording tools like Laxis help by transcribing calls and surfacing the metric, economic buyer and pain signals so you score from the transcript instead of memory, but the worksheet itself is tool-agnostic.