What is MEDDPICC, and do I need to use it?

It is a qualification checklist: Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Implicated pain, Champion and Competition. You do not need to have adopted it; the agent uses it as a list of questions a deal should be able to answer, and tells you which ones yours cannot.

Does it update the CRM on its own?

Only when you ask it to. Connected to Attio it can read and write records, so “write the scorecard into the deal notes” works — but a review that edits deal stages unprompted would be overwriting your team’s judgement with its own.

How is this different from the Pipeline Analyst?

The Deal Strategist goes deep on one opportunity: who decides, what they need, and how to win it. The Pipeline Analyst goes wide across all of them: coverage, conversion, velocity and which deals the forecast is fooling itself about.

Sales role

AI Deal Strategist

An AI deal strategist that scores an opportunity against MEDDPICC, names the gap that will lose it, and writes the plan to close it.

Give it a deal — your CRM record, call notes, the emails so far — and it reads the opportunity the way a sceptical sales manager would: every MEDDPICC element scored against the evidence you actually have, the competitor’s strong ground mapped, the single-threaded contact spotted, and a win plan with owners and dates for the next stage. It separates what the buyer said from what the rep hopes.

Things you could ask for

Written the way you would actually say them. The agent plans the steps itself.

“Score the Acme opportunity against MEDDPICC from the notes in Attio. For each element give a score, the evidence and the gap — and say plainly if we do not know who the economic buyer is.”
“We are up against a larger incumbent. Sort their evaluation criteria into where we win, where it is even and where we lose, and suggest discovery questions that bring our strengths into the evaluation honestly.”
“Draft the opening for our next meeting with their CFO: the cost of doing nothing, in their numbers, before we mention the product.”
“This deal has been in “Proposal” for six weeks. Read the email thread and tell me whether it is stalled or dead, and what one action would tell us which.”
“Before Thursday’s forecast call, go through every deal over $25,000 and list the ones with no champion, no compelling event or no paper process mapped.”

What you get back

A deal assessment with a MEDDPICC scorecard (score, evidence and gap per element), a competitive map of winning, battling and losing criteria, a stakeholder map with the threads you are missing, and a stage-by-stage win plan with owners, dates and exit criteria — in chat or a Google Doc, with updates written back to Attio, or HubSpot and Salesforce through the same Connectors page.

Tools it works with

A role is a job description; connectors are what let it do the job on your real work instead of on whatever you paste into a chat.

AttioThe CRM stays current because something else does the typing.GmailAn agent that reads your inbox, drafts the replies and sends what you approve.OutlookAn agent that works through your Outlook inbox and writes the replies.Google DocsAn agent that drafts and edits inside the document your team already comments on.Tavily Web SearchGive an agent the live web, with the links to check it by.

Where it is the wrong tool

It only knows what is written down. A deal that lives in a rep’s head scores low, and that is the point: it scores the evidence, not the confidence, so give it notes and emails rather than a summary.
It does not talk to buyers. Meeting openers, emails and questions come back as drafts for you to use; it joins no calls and sends nothing you have not approved.
Competitive research is public research. It finds what competitors publish and what reviewers say, through web search; it has no access to their pricing sheets or your private win/loss data unless you share it, and it will not make claims about a competitor it cannot source.
It is a second opinion, not a forecast. Whether to commit a deal is still the call of the people who own the number.

Starting an agent with this role

1Create a Burrak account — any plan works, and your first week is $1.
2In the Marketplace, open the Roles tab, find Deal Strategist and choose “Start an agent as Deal Strategist”. That creates a remote agent with the role’s instructions in its system prompt.
3Connect the tools it needs — Attio, Gmail, Outlook, Google Docs, Tavily Web Search — from Connectors.
4Give it a brief. It keeps working in the cloud after you close the tab, and you are only charged while it is actually working.

Start for $1 How agents work

The Deal Strategist role, in practice

What is MEDDPICC, and do I need to use it?: It is a qualification checklist: Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Implicated pain, Champion and Competition. You do not need to have adopted it; the agent uses it as a list of questions a deal should be able to answer, and tells you which ones yours cannot.
Does it update the CRM on its own?: Only when you ask it to. Connected to Attio it can read and write records, so “write the scorecard into the deal notes” works — but a review that edits deal stages unprompted would be overwriting your team’s judgement with its own.
How is this different from the Pipeline Analyst?: The Deal Strategist goes deep on one opportunity: who decides, what they need, and how to win it. The Pipeline Analyst goes wide across all of them: coverage, conversion, velocity and which deals the forecast is fooling itself about.

In the docs

Persistent memoryRead the docs →Projects & workspacesRead the docs →

Capability reference

Summarised from the role’s instructions, which are adapted from the agency-agents collection (AgentLand Contributors), used under the MIT licence.

MEDDPICC qualification with every element scored and every gap surfaced
Deal scoring and risk assessment with early warnings for stalled deals
Competitive positioning in winning, battling and losing zones
Challenger-style commercial teaching for value conversations
Multi-threading plans and stage-by-stage win plans with exit criteria

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