MEDDPICC

Metrics: what measurable result does the buyer expect? Economic buyer: who can approve the spend? Decision criteria and Decision process: how will they choose, and what steps lead to a decision? Paper process: what legal, security and procurement steps come between the decision and a signature? Implicate the pain (often written Identify pain, as in MEDDIC): what problem makes this a priority now, and what does it cost? Champion: who inside the account sells for you when you're not in the room? Competition: who else, including doing nothing or building in-house, are you up against?

MEDDPICC extends MEDDIC, which was created at PTC in 1996. MEDDICC adds Competition; MEDDPICC adds Paper process as well, because deals that the buyer has already approved still slip in procurement and legal review.

Example: a $120,000 security software deal is at proposal stage. The AE has Metrics (cut incident response time from 6 hours to 1), the Pain, a Champion (the security operations lead) and the Competition (the incumbent vendor). The Economic buyer, the CFO, has never joined a meeting and the Paper process is unknown. MEDDPICC flags the deal as at risk until the AE gets a CFO meeting and a procurement timeline.

Sales teams store each letter as a field on the opportunity and review the gaps in pipeline meetings. A deal at proposal stage with no known economic buyer or champion is a forecast risk, whatever its stage says. MEDDPICC fits long deals with several stakeholders; for a short, low-cost sale with one decision maker, BANT is usually enough.