Building a MEDDPICC qualifier for APAC enterprise GTM
A tool for GTM teams to fast track their sales process.
Update — 12 Jul 2026: Since publishing this, I rebuilt the qualifier as a Claude Skill instead of a hosted web app.
The deployed version (first on Railway, then Vercel) kept hitting a structural problem: Real-world MEDDPICC research across 8 fields with multi-angle web search takes several minutes (10-12) end-to-end, not the ~2 minutes I quoted from early single-client testing. That ended up causing serverless function timeouts, and I ended up spending more time debugging deployment infrastructure than improving the actual research quality.
So the qualifier now runs as a Claude Skill instead. It includes the same per-field research logic (deal-type detection, full research vs. verify-and-sharpen depending on what you already know), but conversational instead of hosted. Drop it into Claude Code or a Claude Project and it runs the same qualification live in the chat.
→ github.com/apurva-prasanna/gtm-skills/meddpicc-qualifier
The old live link is down and I learnt a bit more about how to ship AI tools for a team in the process.
Original Post:
There’s an episode of The Bear that is one of my all-time favs. It’s called “Forks” and follows Richie as he apprentices at one of the finest restaurants in Chicago. As he makes his way through mundane tasks like polishing forks, he is convinced that this is a punishment and the whole experience is beneath him.
But the next day he graduates to supporting the front-of-house operation and everything shifts. He gets a glimpse into how the restaurant looks after their diners by doing extensive research on them, their social updates, special occasions they might be celebrating and other preferences. The restaurant uses this research to craft a bespoke and unforgettable experience that goes far beyond the meal they eat.
The episode ends with a beautiful and satisfying payoff with Richie making a family’s travel dream come true with hand-delivered Pequod’s deep dish. Truly a masterclass in storytelling.
Forgive me for the LinkedIn-style cringe but “What this taught me about Enterprise GTM” is that: better research leads to better (more creative and personalised) outcomes, but in APAC, good research is extremely hard to find. It either doesn’t exist or would take too long to surface. The opportunity cost for a rep spending two hours to come back with a website and a LinkedIn profile just isn’t worth it.
This is what I’m trying to solve with the MEDDPICC Qualifier. The goal is a consistent template for meeting prep so that GTM teams can have more advanced conversations with clients earlier, and know exactly which direction to take their discovery.
All you have to do is put in a client name and the market you’re targeting and add whatever context you already have, or leave it blank. The tool researches the client using the Claude API, outputs a structured MEDDPICC doc with sourced insights, and flags exactly what still needs to be validated in the room. I’ve tested it on clients in the Philippines, Thailand, Australia, and Singapore. Each run costs about US$1.50 and takes around two minutes. (Currently using my API key so please be kind on my credits when testing 😅)
Try the MEDDPICC Qualifier here
I’ve designed this for my context — ad tech and digital marketing enterprise sales — but here’s the GitHub code so you can adapt it to your needs: GitHub
Building and deploying this taught me a lot. Despite everyone agreeing that structured client knowledge leads to better outcomes, most reps don’t prioritise prep. It’s not that they don’t see the value or that they think their in-person relationship-building skills are all that’s needed. It’s just that time spent doesn’t reliably yield what they need. And after a few tries of coming back with nothing useful, why bother?
What I’m hoping the tool changes is how reps spend their time in the meeting once the basics are already covered. The discovery discussion gets a lot more interesting when you’re past the hygiene stuff and can get into the weeds connecting what you already know with what your client actually tells you.
One honest caveat: I built this from a strategist’s seat, not a seller’s. I don’t know yet whether a rep in Bangkok or Manila would use it the way I imagined, or whether the output maps to how they actually think about qualification. I’d love to get that feedback so let me know once you’ve tried it.
On the technical side, Claude Code and Railway carried most of the weight of developing and deploying, but thinking about API costs, safety, and hosting infrastructure is still a lot for someone who isn’t primarily technical. The gap between “I built something that works” and “I shipped something others can use” is bigger than it looks but also more achievable now than it’s ever been.
Ultimately, the MEDDPICC doc isn’t the destination. It’s what you use so the first meeting can start somewhere more interesting, with the basics already handled.
That’s what stuck with me about “Forks.” The exceptional experience at the end only happens because of everything that happened before the guests arrived. The rigorous system that prioritised research and preparation is what delivered that magical moment. Trying harder than everyone else - sure, but also being smarter with what you have.
If you’re selling or running GTM in APAC, I’d love to know: what does preparation actually look like for you before a first meeting? What does it miss?