MEDDIC / MEDDICC

The enterprise qualification standard.

MEDDIC in one screen

• M — Metrics — the quantified business impact of the problem.
• E — Economic Buyer — the person who can unilaterally spend the money.
• D — Decision Criteria — how the buyer will decide.
• D — Decision Process — the steps and stakeholders to get to signature.
• I — Identify Pain — the specific problem, in the buyer's own words.
• C — Champion — an internal advocate with power and skin in the game.

Extended versions add: C — Competition (MEDDICC) and P — Paper Process (MEDDPICC). At larger deal sizes, you need both.

Origin

MEDDIC was developed at PTC in the 1990s to sell six- and seven-figure engineering software. It remains the enterprise standard because it forces rigor: you can't fake your way through a MEDDIC review.

How to use each letter

Metrics

Numbers, in the buyer's own words, that prove why the project matters. Not yours — theirs. "Cutting forecast error from 30% to under 10%" is a metric. "Save time" is not.

Economic Buyer

The single person who can approve the spend without going to anyone else. In SaaS this is often a VP or C-level. You need to meet them at least once before close. If you can't, your deal is at risk.

Decision Criteria

The technical and business criteria the buyer will use to compare vendors. Write them down. Get them confirmed. Then engineer your evaluation so your product is the clear winner on the criteria that matter most.

Decision Process

Every step from today to signature: security review, procurement, legal, commercial approval. Get names and dates for each step. This is where deals die when reps skip it.

Identify Pain

Not features. Not "we want to be better." Specific, quantified, business pain. If the buyer can't articulate the pain, they won't buy.

Champion

A champion is someone who (1) benefits personally when your product wins, (2) has power/influence, and (3) will sell for you when you're not in the room. Coaches ≠ champions. A coach shares info; a champion fights for you.

MEDDPICC scorecard

Score each letter 0–3 on every deal in your pipeline. Any letter at 0–1 is a risk to attack this week. Reps who run this weekly forecast 20–30% more accurately than those who don't.