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WHAT IS MEDDIC / MEDDICC / MEDDPICC?

The most successful organizations use MEDDIC to accurately forecast and ensure top performance. Keep reading to find out why.

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WHAT IS MEDDIC?

MEDDIC is the original name of the sales methodology that is now more commonly referred to as MEDDICC and MEDDPICC.

It is widely adopted by the world’s best performing organizations and GTM teams because of its simplicity and depth. 

You can introduce MEDDIC to help you qualify your deal at the earliest opportunity and it will stay relevant throughout the deal’s evolution, allowing you to focus on what matters at each stage. Not only that, MEDDIC can be utilized by the entire Go-To-Market team across the full customer lifecycle, allowing the whole organization to be aligned on their approach.

MEDDIC is particularly well-suited for complex sales processes. These tend to require engagement with multiple stakeholders and often will need a tailored solution. This is where MEDDIC thrives.

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Why Organizations need MEDDPICC

From enhancing forecast confidence to unlocking new growth to accelerating time to attainment, adopting MEDDPICC as a common language is your fastest path to becoming a winning organization. Explore the use cases below to see how MEDDICC Membership can help.

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Unable to forecast accurately resulting in a lack of confidence. 

  • Unable to plan ahead
  • Lack of stakeholder trust
  • Forecast accuracy

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Rep productivity is inconsistent, with a significant performance gap across the team.

  • 20% of Reps produce 80% of results
  • Unable the Plan With Confidence
  • Low average productivity per rep

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Unsuccessful breaking into larger accounts.

  • Enterprise AE's miss their number
  • Company growth goals are missed
  • Enterprise quota attainment

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NRR is much lower than it needs to be.

  • Profitability under pressure
  • Lack of stakeholder trust
  • Annual / Quarterly NRR

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Time to Attainment is too long, in some cases over 12 months.

  • Average rep performance below 100%
  • Missing overall targets
  • Average rep time to attainment

Average Contract Value

ACV is low due to limited stakeholder access across deals. 

  • Targets are being missed
  • CAC is high
  • Quota attainment and profitability
Click here to learn more about our Use Cases
Before

With no visibility on why you win or lose opportunities, you can't predict success.

  • Without a concrete methodology, you can’t measure where things are going right (or wrong!)
  • Guesswork about the underlying reasons for a deal’s outcome wastes time and resources
  • Success is hard to replicate, and mistakes are hard to avoid
  • Not being sure on the necessary next steps lead to dreaded “Just checking in!” messages 
After

With a common language, you're aligned on how success is measured.

  • More accurate and efficient communication leads to better forecasting
  • Clarity on success criteria helps sellers better qualify deals, saving time and resources
  • Visible and cohesive processes mean the next step is always clear
  • Leaders can make effective and strategic decisions due to reliable data

Who created MEDDIC?

MEDDIC was originally created inside of PTC in 1996 by Dick Dunkel. MEDDIC has transformed a lot in the nearly thirty years since its inception - especially with the addition of a second C for Competition, and a P for Paper Process, making MEDDPICC (our preferred variation here at MEDDICC). As the landscape of our industry shifts, so does MEDDIC, making it still the best methodology for complex deals.  

 

This article goes into where it all started.

Read it here
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Read it here
Adopting MEDDIC within your team can be challenging

Which version of MEDDIC should you implement?

When you meet someone who supposedly ‘knows’ MEDDIC, there’s always a difference in their understanding and how they actually use it.

On one end you’ve got ‘MEDDIC’ — the original sales qualification framework. 

On the other, you’ve got ‘MEDDPICC’ — a modern methodology that helps you handle the complex Paper process (P) and increased Competition (C) in modern selling.

This makes adopting MEDDIC (or any of its variations) within your team extremely challenging.

At MEDDICC, we’re on a mission to help you embed a common MEDDIC language across your organization.

When you join MEDDICC Membership, we don’t just give you access to the training (taken by 20,000+ students) to give everyone a solid foundation - we give you the tools and resources to help you embed MEDDPICC principles into your day-to-day operations.

With MEDDICC in your back pocket, you’ll be able to maximize your best opportunities so you can hit your number with confidence.

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MEDDIC OR MEDDPICC?

MEDDIC is the original variation, but, since its inception in the nineties the world and more importantly the technology landscape has evolved radically.

Which variation of MEDDIC is right for you? This video will help you decide!

Watch video
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Ready to join us?

We only work with companies, where we can see a clear ROI on your membership.

So you can either skim the surface and try
to adopt MEDDPICC on your own…

Or work with us to hit your numbers with confidence.

For more information, click here

MEDDICC Registry

Hundreds of top performing sales organizations rely on variations of MEDDIC to help them run efficient and effective revenue organizations. To find out which ones or to add an organization you know to the registry, visit The MEDDIC Registry.
View the MEDDICC registry
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View the MEDDICC registry

WHAT DO THE LETTERS OF MEDDPICC STAND FOR

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Metrics

M is for Metrics: Metrics are the quantifiable measures of value that your solution can provide. Here at MEDDICC™, we break these down into M1s, M2s and M3s.

Metrics
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Economic Buyer

E is for Economic Buyer: The Economic Buyer is the person with the overall authority in the buying decision.

Economic Buyer
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Decision Criteria

D is for Decision Criteria: The Decision Criteria are a set of principles, guidelines and requirements that an organization uses to make a decision about your solution.

Decision Criteria
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Decision Process

D is for Decision Process: The Decision Process is the series of steps that the buyer will follow to make a decision as to whether they will buy your solution.

Decision Process
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Paper Process

P is for Paper Process: The Paper Process is the series of steps that follow the Decision Process in how you will go from Decision to signature.

Paper Process
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Implicate the Pain

I is for Implicate the Pain: Implicating the Pain means you have both Identified, Indicated, and Implicated the Pain your solution solves with your customer.

Implicate the Pain
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Champion

C is for Champion: The Champion is a person who has power, influence, and credibility within the customer’s organization.

Champion
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Competition

C is for Competition: The Competition is any person, vendor, or initiative competing for the same funds or resources you are.

Competition

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