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?
A B2B sales-qualification methodology (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) developed at PTC in the 1990s.
Last updated:
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.
See it in your Salesforce org
See MEDDIC running in GPTfy
Book 30 minutes with a GPTfy engineer to see how MEDDIC actually works inside a Salesforce org like yours.
Book a demo