// Sales
MEDDIC
Also known as MEDDPICC · MEDDICC
A B2B qualification framework: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion.
In depth
MEDDIC is the enterprise sales qualification framework popularised at PTC in the 1990s and now the default at most >$50k ACV SaaS companies. It forces reps to name the quantified Metric the buyer cares about, identify the Economic buyer with signing authority, understand the Decision criteria and Decision process, Identify the pain that funds the deal, and secure an internal Champion who sells for you when you're not in the room. Variants (MEDDPICC, MEDDICC) add Paper process and Competition.
Related terms
ACV
Annual Contract Value, normalised annual revenue from a customer contract, excluding one-time fees.
Champion
An internal advocate inside the buying org who sells the deal when you are not in the room.
Economic Buyer
The single person with discretionary authority to release the funds for the purchase.