The qualification framework that fits your deals.
BANT, CHAMP, SPICED, MEDDIC, MEDDPICC — every team copies one off a blog post and wonders why reps ignore it. The right framework is a function of your deal shape. Answer five questions; get the fit math and a scorecard you can use Monday.
Describe how you actually sell.
No right answers. Pick the option closest to your typical deal — the median, not the outlier whale.
Built for complex, multi-stakeholder enterprise deals.
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Fit = how closely each framework's ideal deal profile matches yours, across deal size, cycle length, stakeholder count, motion, and complexity. Transparent on purpose — same philosophy as the Readiness Index.
Your MEDDIC qualification scorecard
Drop these into your CRM as required fields with stage exit criteria. A criterion that isn't a tracked field is a criterion your pipeline can't be forecasted on — and one your AI tools can't read.
The catch: —
A framework on paper isn't a framework in your stack.
Whether your qualification criteria are actually enforced — as required fields, with stage exit criteria and clean handoffs — is exactly what Process Standardization measures. It's one of six dimensions in the Readiness Index. See where your foundation stands in four minutes.