Glossary
MEDDIC
MEDDIC is a sales qualification methodology for complex B2B deals. The letters stand for Metrics, Economic buyer, Decision criteria, Decision process, Identify pain and Champion. A deal missing any element carries more risk of slipping or being lost.
What Is MEDDIC?
In short MEDDIC was created at PTC (Parametric Technology Corporation) in 1996.
It treats qualification as a continuous check, not a one-time gate: reps keep testing each element as the deal moves from discovery to contract, and the order doesn't matter.
The six elements push reps past surface interest. Metrics and Identify pain tie the deal to a business result. Economic buyer and Champion make sure the right people are involved. Decision criteria and Decision process tell you how and when the buyer will decide, so the forecast follows the buyer's steps instead of the seller's hopes.
MEDDIC Example
Example: an AE reviews a $45,000 analytics deal. Metrics (save 20 analyst hours a week), Pain (manual reporting) and a Champion (the head of operations) are confirmed. The Decision process is unclear and nobody has met the economic buyer, the VP of Finance. The next step is a call to map the approval process and get the VP into the demo.
MEDDIC in Practice
Teams choose between MEDDIC and its extensions by deal shape. MEDDICC adds Competition; MEDDPICC also adds Paper process, for deals where procurement and legal review take weeks. Shorter, transactional sales often use BANT instead, and many teams use BANT to qualify a lead and MEDDIC to manage the opportunity that follows.
FAQ
What does MEDDIC stand for?
Metrics, Economic buyer, Decision criteria, Decision process, Identify pain and Champion.
Who created MEDDIC?
MEDDIC was created inside PTC (Parametric Technology Corporation) in 1996, according to MEDDICC, a training company for the method. Salesforce dates it to the 1990s.
What is the difference between MEDDIC and BANT?
BANT checks four things early to decide whether a lead deserves a meeting. MEDDIC covers the whole deal, including the buying committee and how the decision gets made, and you keep updating it until close. Salesforce suggests using BANT first and MEDDIC on the leads that qualify.
Do you have to follow MEDDIC in order?
No. The letters are elements, not steps. Salesforce's guide says the order is inconsequential: fill in each one as you learn it and treat the empty ones as risks.
Is MEDDIC the same as MEDDICC?
MEDDICC adds a second C for Competition. MEDDPICC adds Paper process as well. The six core elements are the same in all three.
Do This in Ken
Do This in Ken
When a Campaigns prospect replies, Inbox shows the whole thread, so you can spot pain and metrics in the prospect's own words before the first call.
- Module
- Inbox
- Open in Ken
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The new Ken opens to the waiting list in batches.
Related
- GTM Glossary
Every GTM term, grouped by topic.
- MEDDPICC
- BANT
- SPIN selling
- Stakeholder mapping
- Lead qualification
- Ken features
Sources
| Source | Checked |
|---|---|
| Salesforce: An Essential Guide to the MEDDIC Sales Framework | |
| MEDDICC: MEDDPICC Sales Methodology, Acronym and Meaning | |
| Salesforce: BANT vs. MEDDIC |
Changelog
- Page published.