MEDDIC(MEDDIC)
Quick definition
A rigorous qualification framework for enterprise sales: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion.
Detailed explanation
MEDDIC is a qualification methodology used by top enterprise sales organizations (PTC, Salesforce, SAP). It's more rigorous than BANT and focuses on elements that make or break enterprise deals. Metrics: quantifiable business impact you deliver. Economic Buyer: the person with budget authority who ultimately signs. Decision Criteria: what are their evaluation criteria and how do you score? Decision Process: what steps, who's involved, what's the timeline? Identify Pain: deep understanding of technical and business pain points. Champion: who within their organization is your internal advocate? MEDDIC forces rigorous qualification - you can't say "I think we have a chance" but must have concrete evidence for each element. This increases forecast accuracy and win rates.
Synonyms
Examples
Weak: "CFO is interested, timeline Q3." MEDDIC check: Metrics? "Not quantified yet." Champion? "No internal advocate." Decision process? "Unclear." → This isn't a qualified opportunity, this is hope. Real MEDDIC: "CFO (economic buyer) wants 30% cost reduction (metrics). We have VP Finance as champion who will drive internal buy-in. Decision criteria: ROI, security, integrations - we score highest. Decision process: 3 vendor demos, technical review, board approval - we're in final 2. Timeline: board meeting March 15." → This is qualified.
Deal in pipeline for 6 months, no progress. MEDDIC review reveals: no champion, economic buyer not identified, metrics vague. Team realizes this is going nowhere, disqualifies deal, focuses effort on better opportunities → wins 2 other deals in that time.
When to use this?
Use MEDDIC for enterprise/complex deals (typically >€50K, >3 months sales cycle, multiple stakeholders). Make it mandatory to move deals into certain pipeline stages. Review weekly in forecast meetings - MEDDIC forces honest conversations about deal health.
Match-day approach
Match-day implements MEDDIC as a rigorous qualification standard. We build MEDDIC scorecards in your CRM where reps must document each element with evidence. We train your team in systematically gathering MEDDIC information during discovery and demos - these aren't "nice to know" questions but critical intel. Pipeline reviews become MEDDIC reviews where you don't talk about "I think" but about facts. This dramatically improves forecast accuracy and win rates because you only pursue what you can actually win.
Learn more
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