The most widely adopted variation of MEDDIC in enterprise technology today is MEDDPICC.
MEDDPICC incorporates a P into the acronym. The P stands for Paper Process.
The Paper Process are the steps or actions that lie in place ahead of contracts being agreed and signed.
Generally, most of the Paper Process begins once the solution provider has been given a clear indication that they have been selected. Usually, this means that the specifications and commercial elements of the deal have been agreed upon; however, they may still be in play in some instances.
The Paper Process doesn’t tend to differ too much regardless of the state of the deal specification or commercials unless they push the deal into a new boundary of approval requirements.
The specification of the Paper Process will vary from customer to customer. However, the endpoint of the process is always the same – for the seller, it is a signed contract, and for the buyer, it is approval to release funds for the investment and approval to sign the Sellers contract.
There is a lot of cross-over between the Paper Process and the Decision Process, and in some variations of MEDDPICC, the Paper Process is rolled inside the Paper Process. For this Chapter, we will treat the Paper Process as its own individual part.
If you don’t have a P in your MEDDIC it doesn’t mean that you are not following the Paper Process as many sales organizations will roll the Paper Process into the Decision Process.
However, the majority of companies that are embracing MEDDIC call out the P as it’s own part of the acronym.
More about the Paper Process in MEDDPICC:
You need your Champion
No Seller can tackle the Paper Process alone; they need the support of their Champion to map out each step and go into bat for the seller if any unexpected issues arise or your deal needs prioritizing with other stakeholders.
As uncomfortable as it may become to press your Champion for confirmation and updates for each stage, it is required. Your Champion is likely to ease your pressures by telling you they have it all in hand, but easing up on thoroughly working through each stage is the opposite of what you should do.
For each stakeholder in the Paper Process, you want to ensure your Champion has confirmed that they are briefed and available to fulfill their commitments to the timeframes which have been committed.
Killer Questions To your Champion:
“Have you worked through these stages with a solution of similar complexity/cost before?”
“What things should we look out for?”
“What have you seen go wrong?”
“What things should we be doing to be on the front foot?”MEDDPICC – Killer Question 👌
The 3 Key Elements of any Paper Process
There are always three key elements of any Paper Process in MEDDPICC. They are as follows:
- The Process
- The People
- The Timing
As you would expect, there is much more information available on the Paper Process within MEDDICC - The Book.
Does the P always stand for Paper Process?
No, it doesn’t, but it really should.
I have seen the P being used for Partners. Now, don’t get me wrong, I am a big fan of keeping an eye on Partners, but they are no replacement for the Paper Process.
My advice for Partners would be to focus on them when relevant which depends on your solution. They should become a part of your early Research and Discovery. Often you can identify technical partners your customer may use by using tools like BuiltWith, or by looking for press releases online.
Once you have uncovered partners you should embrace them within every relevant part of MEDDICC.
When it comes to selecting what is right for you, modern sales organization’s rarely select MEDDIC, the choice is usually between MEDDPICC and MEDDICC.