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28
August
2025
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People don’t tend to use “MEDDIC” and “measurement” in the same sentence, but they should. If you’ve embedded MEDDPICC as a common language across your entire organization, the natural next step is to use it as a framework for performance measurement.
There’s no such thing as too early to start measuring with MEDDIC, either. Even as your organization’s understanding of MEDDIC is growing, you can start to measure your proficiency at finding Champions, or how many active Champions you have.
You can measure certain MEDDPICC-specific leading indicators across the entire customer lifecycle. Take the Champion, for example. You can determine how effectively your marketing teams are at capturing the attention of typical Champion personas. Once a deal has been won, you can examine how good the post-sales team are at delivering the value that has been promised to that Champion.
Even when you expand your use of MEDDPICC, measurement remains simple because of the common language elements. When you incorporate MEDDICC Value and the Metrics triangle, you can measure which M1s always make it to an M2, or which ones tend to attract the customer’s attention more.
When you implement measurement with MEDDIC amongst the whole GTM team across the full customer lifecycle, you gain clarity on what works so you can move forward together. Understanding where your strengths lie opens the door for repeatable, predictable success. In the same way, knowing where your gaps keep cropping up allows you to correct.
As Peter Drucker said, you can’t improve what you don’t measure. At any level, from Individual Contributor to full organization, you can start to implement MEDDIC for measurement – and start improving.
