MEDDIC / MEDDPICC

A qualification framework for complex sales covering Metrics, Economic buyer, Decision criteria, Decision process, Identified pain, Champion, and in the extended form Paper process and Competition.

[01]What It Means

MEDDIC is a diagnostic of what you know, not a script. Each letter is a question with a verifiable answer: which number improves, who signs, what criteria the evaluation uses, who inside the account argues for you when you are not there, and what legal and procurement steps follow the yes.

[02]Why It Matters

In multi-stakeholder European deals, the Paper process alone can add months. Teams that track it forecast honestly; teams that skip it discover procurement in the final week and slip the quarter.

[03]Where It Goes Wrong

Filling in the letters after the fact to satisfy a CRM field rather than to test the deal.Naming a champion who is merely friendly and has no internal capital to spend.Ignoring the decision process in the public sector, where it is formal, published, and non-negotiable.

[04]Related Terms