MEDDIC
A qualification framework covering Metrics, Economic Buyer, Decision Criteria, Decision Process, Identified Pain, and Champion.
Full definition
MEDDIC is a six-element qualification methodology developed at PTC in the 1990s. The elements are Metrics (quantified business impact), Economic Buyer (who can actually approve budget), Decision Criteria (how the buyer will evaluate solutions), Decision Process (steps including procurement and legal), Identified Pain (the articulated reason to act), and Champion (an internal advocate). MEDDIC is most commonly used in enterprise B2B sales with long cycles and multiple stakeholders. Extensions include MEDDICC (adds Competition) and MEDDPICC (adds Paper Process and Competition).
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