Introduction

The Deal Health tab in the opportunity cockpit shows how well qualified a deal is across three frameworks: MEDDPIC, BANT and SPICED. It also shows whether those frameworks tell a consistent story. This guide walks through each view on the tab and explains how to move the scores. For the rest of the cockpit, see the Opportunity Cockpit guide.

Where the scores come from

You don’t fill in or score framework components by hand. Summit53 extracts each component’s score, confidence and evidence from the notes on the deal, including the meeting notes you attach from a Meeting Capture. Adding a note starts a fresh extraction automatically, shortly after you save it; calls, emails and meetings logged without a note don’t.

So to improve a score, log the evidence. Use the cockpit’s Activity tab to record what the buyer told you. Name the economic buyer, quantify the pain, state the critical event and describe the decision and paper process. Then come back to Deal Health to see the change.

Opening Deal Health

Open a deal from Deals → Opportunities.
Click the Deal Health tab. You can also get there from the Cockpit tab by clicking Details on the Qualification card, Open Deal Health on Gaps to close, or the Deal Structure row of the Deal Health card.

Under the heading Deal health view, a row of pills switches between views: ACTION BRIEF (labelled Coherence, and the default), then MEDDPIC, BANT and SPICED, each showing its overall score.

The qualify-out score card

Next to the pills, the Qualify-out score card shows a number from 0 to 100 with an activity-level badge. The higher the number, the more the deal looks like wasted effort, based on staleness, a drop in activity, framework gaps and AI signals. The badge is green below 30, amber from 30 to 59 and red at 60 or above, and at 60 or above the Deal Health tab is highlighted. It’s a reading, not a button. To act on at-risk deals, use Risk Signals (see Deal Drag & qualify-out). How the score is calculated is explained in Risk scoring explained.

The ACTION BRIEF view

The action brief reads the three frameworks together. It looks at pairs of related components across frameworks, such as BANT Authority and MEDDPIC Economic Buyer, and turns any gaps into plays. While it loads you’ll see Loading relationship brief...

Verdict and coherence

The top of the brief shows the account, deal number and stage, followed by a coherence chip such as Coherence 62 / Uneven:

Strong — 85 or above.
Uneven — 40 to 84.
Blocked — below 40.

A one-line verdict and summary follow, for example Strong economics, but signing authority is still unclear. or The deal needs a stronger internal advocate. When available, Snapshot updated shows when the brief was last refreshed.

The Framework coherence bar repeats the score out of 100. Coherence is separate from overall deal health: it measures whether MEDDPIC, BANT and SPICED reinforce each other, not how healthy the deal is overall.

Do this next

Up to three plays, Ranked by impact on the close. Each play shows:

Its rank and an impact label: Highest impact, High impact or Medium impact.
A title and a short reason why the gap matters.
A question to ask the buyer next.
Chips naming the two components involved and their scores, for example “MEDDPIC / Economic Buyer 30%”.
View guide — opens a guide panel for that relationship. The panel shows the Focus Relationship, the Current Insight and the Recommended Action, plus a suggested order for working through the Strategy tab’s Discovery Planner, Value Pyramid and Three Why’s at the deal’s stage.

If there’s nothing urgent, you’ll see No urgent relationship plays right now. Keep the qualification evidence current.

The four questions this deal turns on

Four pillars group related components from all three frameworks:

Economic authority — “Who signs the check?”
Business case — “Why change, why now?”
Champion — “Who fights for us inside?”
Path to close — “Can we actually transact?”

Each pillar shows a state of On track (60% and above), Developing (35–59%) or Blocked (below 35%), a bar, and the component scores behind it. If none of its components has a score yet, it shows No component score.

What’s already working

Lists aligned relationships and well-documented components (60% or above), for example “BANT Need is documented at 80%.” If there are none yet, you’ll see No confirmed strengths yet; start with the highest-impact play above.

Competitive watch

Flags competitive, pricing or discount pressure picked up in the relationship analysis, under Competitive pressure noted. With none, you’ll see No competitive warning captured. Competitors you track yourself appear on the cockpit’s Commercials tab.

Framework detail

Click Framework detail / the numbers underneath to expand a panel per framework: MEDDPIC (Deal execution), BANT (Qualification) and SPICED (Discovery). Each panel lists the framework’s component scores as bars, or No component scores yet.

Click Evidence on a framework to open its details window. It shows Framework Metrics (completion and quality score) and a Filter Components menu with the options All Components, With Evidence, Missing Evidence, High Quality (≥0.7) and Low Quality (≤0.4). There’s also a sort option. Each component is marked Evidence Added or No Evidence. Close the window with the × button when you’re done.

The MEDDPIC, BANT and SPICED views

Click a framework pill to see that framework in detail.

Framework header

A score ring and the title, for example MEDDPIC qualification.
Documented — the share of the framework’s components that have evidence.
Framework health trend — appears once the framework has been extracted at least twice. It shows the latest score, the change since the previous extraction (or No change), how many cycles have been tracked, and a sparkline.

Component rows

Each component row shows:

The component name and a status badge: Strong (70% and above), Moderate (40–69%) or At Risk (below 40%).
A trend chip showing the change since the first extraction, and a small sparkline when there’s history.
The score and the confidence of the extraction, for example “65% · conf 80%”.
View history / Hide history — shows Recent score history: up to five past scores, each with its confidence and date.
A red warning if the component has dropped by 20% or more across tracked extractions.
The evidence extracted from your activity, or No evidence captured yet.
Ask next: — a suggested question for your next conversation with the buyer.

All open gaps across frameworks

Below the components, this card lists every component that’s below target across all three frameworks, with the count (N components below target), an impact badge and the current score. With no gaps, you’ll see No tracked gaps right now.

The frameworks and their components

MEDDPIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate Pain, Champion and Competition.
BANT: Budget, Authority, Need and Timeline.
SPICED: Situation, Pain, Impact, Critical Event and Decision.

The Three Whys (Why Change, Why Now and Why Us) live on the cockpit’s Strategy tab rather than on Deal Health.

Working a deal with Deal Health

Open Deal Health and read the verdict and coherence chip.
Take the top play under Do this next and note its suggested question. Click View guide if you want the recommended action in full.
Check which of the four questions is Blocked or Developing.
Switch to the framework pill for that gap, find the weak component and read its Ask next: question.
Have the conversation. Then log what you learnt as a note on the Activity tab, being specific about names, numbers and dates.
Return to Deal Health later to confirm that the component’s score and evidence have moved.

Best practices by deal stage

Qualification

Concentrate on BANT. Confirm budget, authority, need and timeline, and log each as a note.
Watch the Economic authority question: name the economic buyer and add them on the People tab.
On the Strategy tab, start with the Discovery Planner to plan your next call.

Discovery

Shift to SPICED. Document the situation, quantify the pain and impact, and identify the critical event.
Aim to move the Business case question to On track.
Use the Value Pyramid on the Strategy tab to frame value for the executive.

Proposal

Work through MEDDPIC: decision criteria, decision process and a confirmed champion.
Clear any Highest impact plays before you send the proposal.
Generate the Three Why’s on the Strategy tab to anchor the executive narrative.

Negotiation

Make sure the Paper Process is documented and the economic buyer is confirmed on the People tab.
Aim for none of the four questions to be Blocked and for coherence to reach Strong.
Keep an eye on the qualify-out score and on Competitive watch.

Loading, empty and error states

Loading: Loading relationship brief... on the action brief; grey placeholders on the framework views.
Empty: on a deal with little activity, components show No evidence captured yet. and the framework detail shows No component scores yet.
Errors: Failed to load framework data. Please try again. or Failed to load framework relationships. Please try again. Refresh the page to retry.

Troubleshooting

My scores didn’t change after a call. Make sure you logged what you learnt as a note on the Activity tab. A new note starts a fresh extraction shortly after you save it, so check again after a minute or two.
A component has a low confidence. The evidence is thin or indirect. Log more specific detail, such as names, amounts and dates.
The framework health trend isn’t showing. It appears once the framework has been extracted at least twice.
Can I edit a score myself? No. Scores reflect the evidence on the deal; change them by logging better evidence.
The qualify-out score is high. Re-engage the buyer and log the activity, or review the deal in Risk Signals (see Deal Drag & qualify-out).
A view stays as a grey placeholder. Refresh the page.

Deal Health & Qualification Frameworks (MEDDPIC, BANT, SPICED)