MEDDIC Qualification System

Run the meddic-scorecard-setup drill to create MEDDIC infrastructure in Attio: 20+ custom attributes (score 0-100 for each of 6 elements, status fields, evidence fields), composite score formula (M0.15 + EB0.20 + DC0.15 + DP0.15 + IP0.20 + C0.15), pipeline stages (New Lead, MEDDIC Pre-Scored, Discovery Scheduled, MEDDIC Qualified, MEDDIC Needs Work, MEDDIC Disqualified), and PostHog tracking events.

Select 3-5 active deals in the Connected stage from Attio. For each, manually score all 6 MEDDIC elements (0-100) based on existing information. Set meddic_assessment_source to Pre-call Enrichment to establish baseline.

For deals with upcoming calls, run the meddic-discovery-call drill: pull current MEDDIC scores, identify weakest elements, generate tailored question guide (e.g., if Economic Buyer <50: 'Who ultimately signs off on the budget for tools in this area?'). Ensure Fireflies records the call.

After each call, run call-transcript-meddic-extraction to extract structured scores from the transcript with supporting quotes, red flags, and element-level evidence. Update the deal record with post-call scores and compare against pre-call estimates.

For deals without calls this week, score based on existing notes, emails, and prior conversations. Document what is known for each element and identify gaps.

Assess MEDDIC completeness: a deal has >=80% completeness when all 6 elements have scores above 0, at least 4 have evidence captured, and weakest elements have documented next actions.

Run the threshold-engine drill to evaluate: >=2 deals with >=80% MEDDIC completeness in 1 week. Also assess: did MEDDIC surface any previously invisible deal risks? Did structured questions improve discovery calls?

If PASS, proceed to Baseline. If FAIL, review: were deals too early-stage? Were scoring rubrics unclear? Adjust and re-run.