MEDDIC
A B2B sales-qualification methodology (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) developed at PTC in the 1990s.
Quick answer
What is MEDDIC?
MEDDIC is a B2B sales qualification methodology built on six checks: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain and Champion. It was developed at PTC in the 1990s and is used to test whether a large deal is genuinely qualified before it is forecast.
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MEDDIC is the gold standard for B2B qualification in deals over $50K. The six elements force a salesperson to deeply understand: (M) what metrics the deal will move, (E) who the economic buyer is (the person who can say yes to spend), (D) what decision criteria will be used, (D) what the decision process looks like, (I) what pain you're solving, and (C) who your internal champion is.
A deal missing MEDDIC elements is at risk. Many CRMs (including Salesforce) have MEDDIC-shaped opportunity fields, and conversation intelligence tools can auto-fill MEDDIC by parsing call transcripts.
MEDDPICC extends MEDDIC with two more letters: P (Paper Process, legal, procurement) and C (Competition). MEDDPICC is often preferred for enterprise SaaS deals where procurement and competitive evaluations are critical.
Related terms
Browse all terms- MEDDPICCAn extended version of MEDDIC adding Paper Process (legal/procurement) and Competition, used in enterprise SaaS and complex deals.
- BANTA sales-qualification framework (Budget, Authority, Need, Timing) developed by IBM in the 1960s and still used to assess whether a B2B lead is worth pursuing.
Frequently asked
MEDDIC, common questions
What does MEDDIC stand for?
Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain and Champion. Each letter is a question the seller must answer with evidence from the buyer rather than assumption: what the deal moves, who signs, how the choice is made, what steps remain, what problem is being solved, and who is advocating internally.What is the difference between MEDDIC and MEDDPICC?
MEDDPICC adds two letters to the same framework: Paper Process, covering legal, security review and procurement, and Competition, covering who else is being evaluated and on what basis. Enterprise SaaS teams often prefer it because those two stages are where large deals most often slip a quarter.How is MEDDIC different from BANT?
BANT checks Budget, Authority, Need and Timing, and it is quick, which suits early inbound triage. MEDDIC goes deeper into how a decision gets made in practice and who will carry it internally. Many teams use BANT to qualify a lead and MEDDIC to qualify an opportunity once it is in the pipeline.Can MEDDIC be tracked in Salesforce?
Yes. The usual approach is a custom field or a small set of fields per letter on the Opportunity, so a report can show which elements are missing across the pipeline. The recurring problem is not the schema but that reps do not fill it in, which leaves forecast reviews running on opinion.How does AI help with MEDDIC qualification?
The gaps are usually a data capture problem. GPTfy reads call transcripts, emails and meeting notes already attached to the Opportunity and drafts the MEDDIC fields from what was said on the call, for the rep to confirm. That turns qualification from a form filled in after the fact into a by-product of the conversation.
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