Docs

Deal Qualification Summary

Question it answers: How well qualified is each active deal across MEDDPICC / SPICED? Where are the coverage gaps that stall deals?
Cadence: Weekly
GTM owner: Rev Ops

Data sources

Internal: deal_qualification.dimensions — per-dimension evidence and completeness scores for each MEDDPICC/SPICED field (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, Competition / Situation, Pain, Impact, Critical Event, Decision). coverage_score and coverage_band for overall qualification completeness. axis_scores for the functional / commercial / technical health split. binding_constraint identifying the single dimension most likely to stall or kill the deal.

External: None.

Living Document

A weekly report covering qualification health across the active pipeline. Written for frontline managers and reps to understand where their deals actually stand, not where they think they stand. Sections:

  • Qualification landscape — distribution of deals by coverage_band (well-qualified / developing / thin / uncovered) and what that means for forecast confidence
  • Deals with strong qualification — what's going well and what these deals have in common
  • Deals with critical gaps — per deal: what's missing, what dimension is the binding constraint, and what evidence would fill the gap
  • Common missing dimensions — which MEDDPICC/SPICED fields are consistently undercovered across the pipeline (a coaching signal)
  • Axis breakdown — where deals are weakest: functional (do they need it?), commercial (can they afford it?), or technical (can they implement it?)
  • Coaching recommendations — 3–5 specific next-step suggestions for the week based on where qualification is thinnest

Page

A live deal-by-deal qualification matrix.

Stats row:

  • Avg coverage_score across active pipeline
  • Number of deals with coverage_band = "thin" or "uncovered"
  • Most common binding_constraint this week

Radar chart: Average axis_score across the pipeline — functional / commercial / technical — shows the structural lean of the whole portfolio.

Table — Qualification matrix: One row per active deal — company, coverage_score, coverage_band, binding_constraint, and one column per MEDDPICC/SPICED dimension showing whether it's covered (checkmark), partial, or missing. Color-coded by completeness.

Bar chart: Count of deals by coverage_band.

Bar chart: Count of deals by binding_constraint type (functional / commercial / technical) — tells managers where coaching energy is needed most.