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.
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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.
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