Perspective · Berlin
How we score MEDDPICC in action
Sohrab Mostaghim · 26 August 2026 · 4 min read
Key claims
- A MEDDPICC quiz measures recall. A scored deal measures whether those letters survived buyer pressure.
- The GIS AE qualifier is a full Deal IQ run on an existing world: Territory through Live, about 60 to 90 minutes.
- The public plate is a MEDDPICC qualifier, a craft mark from that run. It is not a competence diploma and not a path-end certificate.
The score is the room, not the letters.
Most MEDDPICC certificates measure the wrong thing
If you search for a MEDDPICC certificate you will find courses that end when the learner can expand the acronym. That is not nothing. Vocabulary has to live somewhere. It is also not qualification.
Qualification is what you do in a deal when the buyer is incomplete, the champion is friendly but weak, and the paper path is longer than the forecast. A quiz cannot see that. A CRM field cannot see that. A 90-second executive Brief cannot see that either. Those surfaces have other jobs.
I built Deal IQ so an AE can run a deal in a room that keeps score while they work. The letters are failure modes, not badges. The useful output is not a diploma. It is a plate you can verify: this person completed a scored simulation, and here is the public record.
The score is the room, not the letters
Each MEDDPICC letter is a distinct way enterprise deals die. We already wrote that argument. This page is about measurement.
We do not award a qualifier because someone named the eight letters. We score what they did when those letters were at risk in a live account: whether Metrics showed up as a number the buyer would actually use, whether the Economic Buyer was a person they reached rather than a hope, whether Decision Process was mapped or assumed, whether Paper Process existed after the verbal yes, whether Pain was in the customer's language, whether the Champion could sell without them, whether Competition included status quo.
The board updates as they play. The debrief is the evidence pack. The qualifier plate is the shareable mark from that full run. Title stays MEDDPICC qualifier. We will not call it certified.
What we actually observe
The GIS AE world is our own sell-practice fiction, not a customer claim. The learner plans Territory, researches, maps the initiative, builds pipeline judgment, then qualifies and takes the deal live. That is the 60 to 90 minute sitting. It is not a skim of a World Brief. It is not a Live-only jump that skips fellowship.
Below is what the score is looking at. None of this is a promise that the person will close your next enterprise deal. It is a record of judgment under pressure in this room.
| Letter | What we watch in the run | What a high field in CRM is not |
|---|---|---|
| M Metrics | Whether value is stated in units the buyer would use to decide | A hope number typed into a field |
| E Economic Buyer | Whether they pursue the person who can say yes, not only the friend | A name they have never spoken to |
| D Decision Criteria | Whether they compete on the scorecard the customer actually holds | Criteria the rep wishes were true |
| D Decision Process | Whether steps, meetings, and approvals are mapped before the slip | A close date with no path |
| P Paper Process | Whether legal, security, and signature path exist after the verbal yes | A forecast that dies in procurement |
| I Identify Pain | Whether doing nothing has a cost in the customer's words | Interest treated as urgency |
| C Champion | Whether someone inside can sell when the AE is not in the room | A coach with no power |
| C Competition | Whether status quo and other paths are treated as real alternatives | Prep for one vendor while another path wins |
The bar, and what stays private
The mint bar is the same as a path craft mark: a completed full Deal IQ simulation, not a diagnostic snapshot. If you are on a manager-assigned path, Progress already publishes that plate when you sign in. If you are not on a roster, the same GIS AE run can still publish after Google sign-in. Guest play is allowed. Publishing is not.
Step seals stay private. A path-end certificate is a different object and is not minted from one open run. We do not auto-post to LinkedIn. The verify page is public on purpose: if you share the plate, anyone can open it without logging in.
How to take it, and how to share it
The canonical door is gameisserious.com/en/join/MEDQ. German chrome can use /de/join/MEDQ. Same world. It is the existing GIS AE room, not a new customer skin, not HIREAE, not GISLIVE.
Play as a guest if you want. When the debrief is up, sign in. The live verify link is the thing you send. If you want it on LinkedIn, use Add to LinkedIn from that plate. If a manager asks what we measured, send them this page and the verify URL. That is the whole loop: practice in the room, evidence on a page that does not require our login to read.
Play the GIS AE MEDDPICC qualifier. Guest is fine. Sign in after to publish the plate.
Frequently asked questions
Is this a MEDDPICC certification?
No. We do not sell competence diplomas. The public plate is a MEDDPICC qualifier: evidence that you completed a scored Deal IQ run on the GIS AE world. A manager can open the verify page. Reciting the letters is not the bar.
Why do I need to sign in if I can play as a guest?
Guest play is the practice. A live /verify link and Add to LinkedIn need an account, so the plate is tied to a person instead of a browser. Sign in after the run. We do not auto-post to LinkedIn.
How long is the run, and which world is it?
About 60 to 90 minutes for Territory through Live. The door is /join/MEDQ. It opens the existing GIS AE world (GISUS), not a new customer world and not the Live-only GISLIVE shortcut.
What does not mint a qualifier?
A diagnostic snapshot does not. A recruiting work sample (HIREAE) does not. Reciting the framework in a quiz does not. The mint bar is a completed full Deal IQ simulation, then sign-in to publish.