A Framework is a living, evidence-backed assessment of a Deal or Account. It organizes what your team knows, what remains uncertain, and what should be checked next.
Frameworks are configured by your workspace
MEDDICC, Deal Score, Account Health, and the other examples on this page are ways customers can configure Frameworks. They are not automatically enabled or fixed system assessments in every workspace.
You can set up a Framework in three ways:
- Start from a template: choose a suitable template, such as MEDDPICC, and adapt its components and guidance to your process.
- Build it in the UI: go to Settings → Analysis → Frameworks and configure the target, applicability, components, answer types, evidence guidance, and optional scoring.
- Configure it through MCP: a compatible AI client can discover templates and create or update Frameworks using Bigmind’s Analysis config tools, subject to the signed-in user’s permissions.
After configuration, activate the Framework and decide where it should be used. A Deal Framework can be selected as a pipeline’s Sales framework or added as a column. An Account Framework can be added as an Account column and appears on applicable Account records. Creating a Framework does not automatically evaluate every Deal or Account.
What you can track with a Framework
| Example | Target | What it can contain | Typical result |
|---|---|---|---|
| MEDDICC | Deal | Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition. Each component can capture the current finding, progress, reasoning, and the meetings, messages, or notes that support it. | Evidence-backed component progress; an overall score is optional. |
| Deal Score | Deal | Buyer engagement, next-step quality, multithreading, commercial alignment, mutual plan, and close-date confidence. | A weighted percentage, label such as Healthy or At risk, and coverage. |
| Account Health | Account | Product adoption and value realization, renewal and financial health, satisfaction and risk, relationship strength, Customer Success execution, and business outlook. | A health percentage or structured outcome with evidence from the whole Account relationship. |
| Onboarding readiness | Account | Implementation milestones, stakeholder readiness, data migration, enablement, and launch blockers. | Progress, readiness outcomes, or a weighted score. |
These are examples, not fixed templates. Use components and evidence requirements that match your own sales or Customer Success process.
Deal and Account targets
Every Framework has one target:
- Deal Frameworks assess a single Deal over time. They can use Deal information and relevant context from its associated Account.
- Account Frameworks assess the complete Account relationship over time, including relevant customer activity and CRM context.
A Framework is not a Rep score. Rep impact can be analyzed later from attributed activity and assessment history without making the Rep the assessment target.
Applicability
Conditions determine where a Framework applies:
- Account Frameworks can use imported Account fields.
- Deal Frameworks can use imported Deal fields and associated Account fields.
- A Framework without conditions applies to every target of the selected type.
If the conditions do not match, Bigmind displays Conditions not met. If an Account Framework is shown from a Deal without an associated Account, Bigmind explains that no Account is associated.
Components and evidence
A Framework contains components. Every component retains a progress state—Not started, In progress, or Completed—and can also hold a structured answer, reasoning, outcome, and supporting sources.
Components can be completed manually or evaluated by an agent. Supported answer formats include Yes/No, ranges, single select, multi-select, open-ended answers, and percentages.
Sources let users inspect the meeting, activity, email, or note behind a finding. If new evidence is insufficient, Bigmind can preserve an existing finding rather than replacing it with an unsupported conclusion. See Context Graph concepts for the evidence and association model.
Optional scoring
A Framework does not need a separate “scored” mode. Any Framework can optionally calculate a final score from selected components.
- Weights determine how much each scored component contributes.
- A missing required component makes the overall score unavailable.
- Missing optional components are excluded from the score denominator and are reflected in coverage.
- Score bands turn percentages into labels such as Green, Needs attention, or At risk.
Non-scored Frameworks can still express progress or structured outcomes such as Pass, Needs review, and Fail.
Frameworks, Scorecards, and Playbooks
- Framework: the current assessment of one Deal or Account across many interactions.
- Scorecard: the evaluation of one meeting.
- Playbook: guidance for how to run a motion.
A Playbook may reference a Framework, but that reference does not assign or evaluate it. A meeting Scorecard may provide useful evidence, but the Scorecard remains meeting-specific.
Sales framework and other surfaces
The Sales framework is the default Deal Framework for a pipeline. It is commonly MEDDICC, but it can be any active Deal Framework that represents the methodology every Deal in that pipeline should follow. It is separate from optional Deal Score or Account Health columns.
- Pipeline settings: select a Deal-only Sales framework as the default Deal methodology.
- Additional pipeline columns: add Deal or Account Frameworks for quick review.
- Deal details: open applicable Deal Frameworks such as MEDDICC or Deal Score.
- Account details: open applicable Account Frameworks under Account Health.
For example, a new-business pipeline can use MEDDICC as its Sales framework, then add Deal Score and the associated Account’s Account Health as columns. A rep can scan all three results, select a cell, and open the detailed findings and sources for that Deal or Account.
How Frameworks stay current
Relevant meetings, emails, activities, CRM changes, linked notes, signals, and warning checkpoints can cause the associated Deal or Account to be reviewed. Related changes are combined so every small event does not require a separate AI run.
Users can also choose Refresh now from a pipeline view to perform a broader review using the latest CRM state and available evidence. Results remain traceable through sources, update times, and the system chat for a user-initiated refresh.
See Deal and Account artifacts to understand the stored assessment result.
Create and manage Frameworks
- Go to Settings → Analysis → Frameworks.
- Create a Framework or start from a template.
- Select whether it targets Deals or Accounts.
- Configure applicability conditions using imported CRM fields, if needed.
- Add components and configure manual or agent evaluation.
- Optionally configure weights, required components, and score labels.
- Activate the Framework when it is ready.
For agent-assisted configuration, connect Bigmind MCP, enable the analysis configuration tools, inspect available templates, and ask the client to create or update the Framework. Review the resulting configuration in the same Framework settings UI.
Best practices
- Choose the right target: Deal qualification and Account relationship health should not be mixed in one assessment.
- Make components observable: state what evidence should support an answer.
- Score only normalizable answers: use open-ended components for context, not artificial precision.
- Use required components sparingly: they intentionally prevent an overall score when critical evidence is missing.
- Use conditions for genuine applicability: do not duplicate a Framework only because CRM stage names differ.