In most B2B SaaS companies, pipeline forecasts tell you what’s possible. MEDDPICC tells you what’s real.
At Kalungi, we’ve operationalized MEDDPICC directly inside HubSpot—so account executives don’t just check boxes; they quantify judgment. Each letter becomes a measurable variable that shapes deal value, forecast confidence, and sales coaching in real time.
The result isn’t just a cleaner CRM. It’s a forecasting engine that reflects reality, not optimism.
Each deal in HubSpot includes a MEDDPICC scoring section, where AEs assign a value (for example, 0–4) for each of the eight elements:
Metrics
Economic Buyer
Decision Criteria
Decision Process
Paper Process
Identify Pain
Champion
Competition
HubSpot automatically calculates the weighted average across these eight values. The result is the MEDDPICC Handicap—a percentage between 0% and 100% that expresses how “qualified” or “coachable” the deal truly is.
We multiply this percentage by the deal’s total amount to produce a MEDDPICC-adjusted deal value—our signal-corrected number. Finally, that figure is multiplied again by a set of six measurable variables that track deal health in real time. Together, those two multipliers yield the most realistic forecast possible.
Deal Value × MEDDPICC Handicap × Deal Health Multipliers = Forecasted $ Value
This keeps every forecast grounded in both rep judgment and data reality.
Sales frameworks usually live in notebooks or workshops. By embedding them at the deal level, reps use them continuously rather than conceptually. Each field becomes a micro-coaching moment:
A missing Economic Buyer is no longer an abstract red flag—it’s a visible gap that halves your forecasted value.
A weak Champion score lowers confidence even if pipeline volume looks good.
A strong Metrics score raises the tide, signaling tangible ROI evidence to leadership.
Over time, the team learns to think like investors—allocating attention where the risk-adjusted return is highest.
Each letter represents a lever. Raising any one of them increases both deal quality and forecast accuracy.
Ask: What is the measurable business outcome the customer expects?
Best practices:
Validate numbers directly with the buyer. “You mentioned reducing support tickets—by how much?”
Capture before/after metrics in your notes.
Align metrics to the customer’s OKRs, not your product features.
Ask: Who owns the budget and the pain?
Best practices:
Confirm the EB’s name in HubSpot before any proposal is sent.
Schedule at least one direct meeting with them before stage 4.
Capture a quote from the EB about success criteria—then use it in your proposal summary.
Ask: What will make them say yes—or no?
Best practices:
Document explicit criteria in the deal description.
Ask what other vendors they’ve used as benchmarks.
Rate yourself against those criteria honestly.
Ask: What sequence of approvals must occur?
Best practices:
Draw the decision path on the whiteboard with your buyer.
Mark each checkpoint as a HubSpot task.
Validate who signs first, and who signs last.
Ask: What happens after verbal approval?
Best practices:
Clarify contract redlines early.
Track legal turnaround times.
Store standard MSA or DPA templates inside HubSpot for speed.
Ask: What specific friction does this solve—and what happens if it’s not solved?
Best practices:
Ask “Why now?” until you hear emotion.
Record the customer’s exact phrasing of pain in HubSpot notes.
Score low if pain is generic (“We want to improve efficiency”) and high if it’s visceral (“We’re losing $50K/month to manual billing errors”).
Ask: Who will sell this internally when you’re not in the room?
Best practices:
Identify someone with both influence and personal gain.
Arm them with short decks or ROI visuals they can forward internally.
Log “Champion Actions” in HubSpot—forwarded decks, internal meetings, or exec intros.
Ask: Who else are they evaluating, and how are we different?
Best practices:
Confirm the shortlist explicitly.
Score yourself relative to each—don’t assume.
Document competitive traps and responses in HubSpot.
When AEs update these eight scores, HubSpot recalculates the MEDDPICC Handicap. Deals with missing elements drop in weight automatically—reducing the noise of overconfident projections.
That handicap percentage becomes your truth serum. A $100K deal with a 45% handicap and a 30% close rate forecasts to $13,500. Suddenly, the pipeline looks smaller but more honest—and the next quarter looks more predictable.
Leadership can now see, at a glance:
Which deals are inflating pipeline value.
Which reps overestimate strength.
Which accounts deserve enablement or coaching investment.
Instead of “commit vs. best case,” you get a quantified signal-to-noise ratio.
We added a final Execution Layer in HubSpot—a multiplier that accounts for six measurable variables that track deal health in real time:
| Variable | High Confidence | Moderate | Low Confidence |
|---|---|---|---|
| Deal Value | <$25K | $25–50K | >$100K |
| Stage Velocity (days in stage) | <7 days | 8–30 days | >30 days |
| Deal Age vs. Median Cycle | <1.2× median | 1.2–2× median | >2× median |
| Sales Activities (30 days) | ≥4 | 2–3 | ≤1 |
| Last Activity Recency | <7 days | 8–14 days | >21 days |
| Next Meeting Scheduled | within 7 days | 8–14 days | none |
Each factor contributes a small positive or negative “nudge” (around 1.0) rather than a heavy penalty. This keeps the model realistic—enhancing accuracy without crushing confidence.
Final forecast = MEDDPICC Handicap × Execution Multiplier
In addition, we recommend you also track the Deal Funnel stage-based close rate, derived from six months (or more) of historical conversion data, and compare both forecast numbers.
Pipeline entropy is inevitable. Human optimism, missing fields, and inconsistent qualification all degrade forecast quality. MEDDPICC inside HubSpot restores order by quantifying what used to be subjective. It transforms gut feel into measurable probability—without stripping away human context.
In the end, your CRM becomes more than a database. It becomes a reflection of your team’s collective judgment—and a training ground where every deal conversation compounds clarity instead of chaos.
We’ve turned the full MEDDPICC + Forecast Confidence model into a ready-to-use HubSpot template and Excel calculator.
It includes:
Editable MEDDPICC scoring framework (0–5 scale per letter)
Automatic handicap % calculation
Stage close-rate reference table
Execution-weight logic for deal value, stage velocity, and activity recency
Example data from real SaaS pipelines
Instructions to implement it directly in HubSpot as custom properties and workflows
You can download the complete MEDDPICC Handicap & Forecast Confidence Template below and use it to bring your own deal data to life.
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