Skip to content
English
Go to meddicc.com
  • There are no suggestions because the search field is empty.

Setting Up Your CRM Integration

This guide walks you through connecting Deals to your CRM using Merge, our integration platform. Once connected, MEDDPICC notes, deal stages, and deal data sync automatically between Deals and your CRM.

Before You Begin

Check these prerequisites before starting:

  • You have CRM admin permissions (required to create custom fields and authorize the connection).
  • Your MEDDICC plan includes CRM integration. Contact your Customer Value Manager if you're unsure.
  • You have created all required MEDDPICC fields in your CRM before initiating the sync. Creating fields after connecting can cause mapping errors.

⚠️ DO NOT start the Merge sync until all MEDDPICC fields exist in your CRM. Connecting before fields are ready causes sync failures that require a full reset.

Supported CRMS

Deals connects to 20+ CRMs via Merge, including: Salesforce, HubSpot, Accelo, ActiveCampaign, Affinity, Capsule, Close, Copper, Insightly, Keap, Microsoft Dynamics 365 Sales, Nutshell, Pipedrive, Pipeliner, Salesflare, SugarCRM (Beta), Teamleader, Teamwork CRM, Vtiger, Zendesk Sell, and Zoho CRM.

This guide focuses on HubSpot and Salesforce, which are the most commonly used. For all other CRMs, the connection flow is the same: initiate in Deals, authenticate with your CRM, and accept permissions. Contact support@meddicc.com for field type guidance specific to your CRM.

Step 1 - Create MEDDPICC Fields in Your CRM

Each MEDDPICC element requires two fields in your CRM: a Status field and a Notes field.

Field reference:

MEDDPICC Element

Status Field API Name

Notes Field API Name

Metrics

metric_status

metric_notes

Economic Buyer

economic_buyer_status

economic_buyer_notes

Decision Criteria

decision_criteria_status

decision_criteria_notes

Decision Process

decision_process_status

decision_process_notes

Paper Process

paper_process_status

paper_process_notes

Implicate Pain

implicate_pain_status

implicate_pain_notes

Champion

champion_status

champion_notes

Competition

competition_status

competition_notes

Field Types

HubSpot:

  • Status fields: Dropdown Select, with Badge display option
  • Notes fields: Multi-Line Text

Salesforce:

  • Status fields: Picklist
  • Notes fields: Long Text

Status Field Values

For both HubSpot and Salesforce, add these three values to every Status field:

Value (Internal - must be exact)

Display Label

Color

strong

Strong

Green

medium

Medium

Yellow

low

Low

Red

⚠️ Status internal values MUST be lowercase: strong, medium, low. Using 'Strong', 'High', or any other variation will break the sync for that field.

Organizing Your CRM Layout

We recommend creating a dedicated MEDDPICC tab or section in your CRM deal/opportunity record. This keeps synced data organized without disrupting your existing CRM layout.

Step 2 - Connect Your CRM

Initiating the Connection

If your CRM has not yet been connected, you'll see a CRM Not Connected banner on your Deals list page. Select Start CRM Sync to begin, or go to Settings and select Connect CRM Account.

Select your CRM from the list and follow the on-screen steps to authenticate and authorize Merge's access.

💡 The first sync can take some time. Deals will not appear immediately. You'll receive an email once the initial sync is complete. Then, return to Settings to finish the set-up (field mapping, deal stages, and filters).

Connecting HubSpot

HubSpot uses a Private App to authenticate. Follow these steps:

  1. Sign into HubSpot and go to Development → Legacy Apps.
  2. Select Create legacy app, then choose Private App.
  3. Go to the Scopes tab and add all required CRM scopes (listed below).
  4. Select Create app and copy the generated API key.
  5. In Deals, initiate the connection. When prompted by Merge, enter your HubSpot Company ID and API key.
  6. Review and accept the permissions screen.

Required HubSpot scopes:

  • crm.objects.users.read / write
  • crm.objects.contacts.read / write
  • crm.objects.companies.read / write
  • crm.objects.deals.read / write
  • crm.objects.owners.read
  • crm.schemas.deals.read / write
  • sales-email-read

💡 To find your HubSpot Company ID: select your company name (top-right corner) → Account → Profile & Preferences. Your Company ID is listed in the Account section.

 Connecting Salesforce

  1. Initiate the connection from Deals.
  2. Log in with your Salesforce admin credentials when redirected.
  3. Review and accept the permissions. Salesforce handles scope authorization automatically. No manual configuration required.

Step 3 - Map Fields

After connecting, go to Settings → Integrations → CRM → Field Mapping. Map each Deals field to the corresponding field you created in your CRM using the API names from the table above.

⚠️ If fields aren't showing in the mapping dropdown, refresh the page and wait for the sync to complete, then refresh again. If the issue persists, contact support@meddicc.com.

💡 If you already have MEDDPICC fields in your CRM, map to those. Don't create duplicates. Verify that existing status field values are lowercase before mapping.

Step 4 - Configure Deal Stages

All deal stages from your CRM are brought into Deals during the initial sync. From Settings → Deal Stages you can:

  • Reorder stages by dragging to match your pipeline order in Deals.
  • Show or hide stages. Useful for legacy or inactive stages your team no longer uses.
  • Assign colors to each stage for visual tracking.

💡 Configure deal stages before your team starts using Deals. By default all stages appear, including legacy ones. Hiding them early prevents accidental selection.

Step 5 - Set Deal Filters

By default, Deals imports all deals updated within the last 2 years from your CRM. You can control which of those deals are visible to your team using filters in Settings → Deals → Import Settings.

Available filters:

  • Close Date - filter by a specific close date range (defaults to All Time).
  • Owner - filter by one or more deal owners.
  • Stage - select which stages to include. Only stages enabled in the Deal Stages tab are available here.
  • Value - set a minimum and/or maximum deal value.

Exclusions: you can explicitly hide Closed Won or Closed Lost deals.

💡 A live preview panel updates in real time as you adjust filters, showing exactly how many deals will be visible and their combined value. Use this before saving to avoid accidentally hiding active deals.

Full Data Refresh

Use the Refresh button in the Settings page to perform a complete sync of all data from your CRM. Use this when:

  • You've changed field mappings and need the changes applied to all historical deals.
  • You need to pull in deals the regular 15-minute sync missed.
  • You want to verify all historical data is current before allowing team changes.

⚠️ Run a Full Data Refresh before allowing your team to update deal notes after a mapping change. This prevents any existing CRM data from being overwritten by stale mOS values.

Sync Timing

Direction

Frequency

Deals → CRM

~1 minute

CRM → Deals

~15 minutes (pull cycle)

Note: during regular 15-minute cycles, only recently updated deals are fetched. Use the Full Data Refresh to pull all historical data.

Post-Setup Verification

Before rolling out to your team, verify the integration end-to-end:

  1. Confirm all MEDDPICC fields are visible on your CRM deal record in the MEDDPICC tab.
  2. Make a test change in Deals (e.g., update a Metrics status) and verify it appears in your CRM within ~1 minute.
  3. Make a test change in your CRM and verify it appears in Deals within ~15 minutes.
  4. Confirm existing MEDDPICC data is displaying correctly in Deals before allowing team edits. This prevents data loss if mappings need adjusting.

Support

If you encounter any issues during setup, contact support@meddicc.com with details about your CRM, the step you're on, and any error messages.

Related articles