MEDDICC discipline and pipeline health by rep — where to coach next.
Deal Health falling → notify manager: Notify manager — Deal Health is sliding — may need help
Closes in 27 days at only 38% confidence — won't make the quarter
Close date passed 34 days ago — still open
Close date passed 6 days ago — still open
Closes in 9 days at only 51% confidence — won't make the quarter
Close date passed 19 days ago — still open
Close date passed 47 days ago — still open
| Rep | Deals | Avg MEDDICC | Weakest element | Coach on |
|---|---|---|---|---|
| Dana Whitfield | 4 | 29 | Decision Process (weak on 4/4) | Decision Process discovery |
| Aaron Shapiro | 5 | 88 | Decision Process (weak on 1/5) | Decision Process discovery |
| Priya Nair | 3 | 84 | Champion (weak on 1/3) | Champion discovery |
| # |
|---|
| Rep | Deals | Commit | Best Case | Pipeline | Submission | Quota | Gap |
|---|---|---|---|---|---|---|---|
| Aaron Shapiro | 5 | $1,660,000.00 | $1,660,000.00 | $1,660,000.00 | $1,660,000.00 |
| Deal | Whole money path held by | At risk |
|---|---|---|
Ford Motor Company Enterprise AI operations platform | Robert Vance | $480,000.00 |
| Deal | Amount | MEDDICC | $ exposed |
|---|---|---|---|
Triton Data Systems Multi-cloud observability | $905,000.00 | 13 | $787,350.00 |
| # | Rep | Won | Won deals | Open pipeline | Open deals |
|---|---|---|---|---|---|
| 1 | Dana Whitfield | $0.00 | 0 | $1,920,000.00 | 4 |
| 2 | Aaron Shapiro | $0.00 | 0 | $1,660,000.00 | 5 |
| 3 | Priya Nair | $0.00 | 0 | $695,000.00 | 3 |
| Rep | Won | Quota | Attainment |
|---|---|---|---|
| Dana Whitfield | $0.00 | No target set | |
| Aaron Shapiro | $0.00 | No target set | |
| Priya Nair | $0.00 | No target set |
Ranked by what is at risk and who has not been reviewed lately, not by who scored lowest. Calls expire so the list stays worth opening.
| Rep | Score | Why it is here | |
|---|---|---|---|
| Dana | 41 | Scored 41 - 3 risk moments - 240,000 on the table - Dana has not been reviewed recently - 1 day old. | |
| Sam | 58 | Scored 58 - 1 risk moment - 18,000 on the table - Sam has not been reviewed recently - 3 days old. | |
| Priya | 66 | Scored 66 - 62,000 on the table - Priya has not been reviewed recently - from today. | |
| Dana | 71 | Scored 71 - 9,000 on the table - Dana has not been reviewed recently - 9 days old. |
1 call passed 14 days without being reviewed: Sam. Not caught up - missed.
1 rep has no calls in the queue and none reviewed - they are invisible to coaching, not necessarily doing well.
Past its close date by 26 days, still in Proposal.
Past its close date by 19 days, still in Proposal.
Past its close date by 12 days, still in Negotiation.
Past its close date by 6 days, still in Proposal.
Closes in 9 days but still in Qualification — too early to land on time.
Closes in 1 days and only at Proposal — keep it moving.
| Rep |
|---|
| Deals |
|---|
| Open pipeline |
|---|
| Avg confidence |
|---|
| Avg MEDDICC |
|---|
| At risk |
|---|
| 1 | Aaron Shapiro | 5 | $1,660,000.00 | 87 | 85 | 0 |
| 2 | Priya Nair | 3 | $695,000.00 | 84 | 80 | 1 |
| 3 | Dana Whitfield | 4 | $1,920,000.00 | 34 | 15 | 4 |
| $915,000.00 |
| +$745,000.00 |
| Priya Nair | 3 | $375,000.00 | $695,000.00 | $695,000.00 | $538,200.00 | $380,000.00 | +$158,200.00 |
| Dana Whitfield | 4 | $0.00 | $0.00 | $1,920,000.00 | $0.00 | $1,055,000.00 | −$1,055,000.00 |
| Team | 12 | $2,035,000.00 | $2,355,000.00 | $4,275,000.00 | $2,198,200.00 | $2,350,000.00 | −$151,800.00 |
| $720,000.00 |
| 15 |
$612,000.00 |
Glacier Streaming Streaming reliability + drift detection | $320,000.00 | 40 | $192,000.00 |
Meridian Financial Predictive AIOps rollout | $390,000.00 | 66 | $132,600.00 |
Solstice Mobility Fleet telemetry observability | $150,000.00 | 15 | $127,500.00 |
Ford Motor Company Enterprise AI operations platform | $480,000.00 | 74 | $124,800.00 |
12 open deals, and 2 are at risk. 5 are missing a key buying role, 4 are barely qualified and 2 are only partly qualified.
Team call trends — who needs coaching, and on what.
Not enough contact yet to judge whether activity is qualifying deals.
| Deal | ME | EB | DC | DP | IP | CH | CO |
|---|---|---|---|---|---|---|---|
| Triton Data Systems· 26 | W | W | W | · | W | W | W |
| Voltaic Grid Cloud· 30 | W | W | W | W | W | W | W |
| Sentinel Security Cloud· 30 | W | W | W | W | W | W | W |
| Solstice Mobility· 30 | W | W | W | W | W | W | W |
| Glacier Streaming· 51 | P | P | P | P | P | W | W |
| Meridian Financial· 73 | P | S | P | W | S | S | P |
| Ford Motor Company· 79 | S | S | P | P | S | S | W |
| Northgate Gaming· 89 | S | S | P | P | S | S | S |
| FreightLine Logistics· 100 | S | S | S | S | S | S | S |
| Cascade Commerce Cloud· 100 | S | S | S | S | S | S | S |
| Aurora Payments Cloud· 100 | S | S | S | S | S | S | S |
| Redwood Robotics· 100 | S | S | S | S | S | S | S |
Reading the value stories…
Reading the value stories…
| Deal | EB | CH | CO | TB |
|---|---|---|---|---|
| Voltaic Grid Cloud· 75% | ✓ | ✓ | · | ✓ |
| Sentinel Security Cloud· 75% | ✓ | ✓ | · | ✓ |
| Glacier Streaming· 75% | ✓ | ✓ | · | ✓ |
| Triton Data Systems· 75% | ✓ | ✓ | · | ✓ |
| Solstice Mobility· 75% | ✓ | ✓ | · | ✓ |
| Ford Motor Company· 100% | ✓ | ✓ | ✓ | ✓ |
| FreightLine Logistics· 100% | ✓ | ✓ | ✓ | ✓ |
| Meridian Financial· 100% | ✓ | ✓ | ✓ | ✓ |
| Cascade Commerce Cloud· 100% | ✓ | ✓ | ✓ | ✓ |
| Northgate Gaming· 100% | ✓ | ✓ | ✓ | ✓ |
| Aurora Payments Cloud· 100% | ✓ | ✓ | ✓ | ✓ |
| Redwood Robotics· 100% | ✓ | ✓ | ✓ | ✓ |
| Rep | ME | EB | DC | DP | IP | CH | CO |
|---|---|---|---|---|---|---|---|
| Dana Whitfield· 29 | 30 | 30 | 30 | 23 | 30 | 30 | 30 |
| Priya Nair· 84 | 87 | 87 | 87 | 87 | 87 | 77 | 77 |
| Aaron Shapiro· 88 | 92 | 100 | 76 | 70 | 100 | 100 | 78 |