Methodology: MEDDIC and MEDDPICC
Qualification that holds up in a sales review
The aim is better opportunities and better handovers, not more meetings. The depth of qualification follows the size and complexity of the deal.
The model follows the deal
SMBs and early-stage
Discovery
Short cycles, few people. Is there a real problem worth testing?
- Pain
- Urgency
- Workflow
- Outcome
- Access
- Will pay
Mid-market and growth
MEDDIC
A repeatable sales process that needs consistent opportunity data.
- M
- E
- D
- D
- I
- C
Enterprise
MEDDPICC
Many stakeholders. Procurement and competition decide the outcome.
- M
- E
- D
- D
- P
- I
- C
- C
MEDDPICC in one line each
- Metrics
- The measurable outcome the buyer expects.
- Economic Buyer
- The person who can approve the spend.
- Decision Criteria
- How the buyer will compare options.
- Decision Process
- The steps and people between interest and signature.
- Paper Process
- Legal, procurement and security review before signing.
- Identify Pain
- The problem, its cost and the risk of leaving it.
- Champion
- Someone inside who wants the change and can push for it.
- Competition
- Every alternative, including doing nothing.
MEDDIC uses the six teal elements. MEDDPICC adds the two copper ones for enterprise deals.
What a qualified handover looks like
Every qualified opportunity reaches your sales team with a short note: what is known, what is not, and the next step.
Opportunity handover note
Qualified to: MEDDPICC
- Account
- Mid-sized UK financial services firm
- Trigger
- New CISO. Review of security operations tooling announced.
- Pain
- Analysts overloaded with low-value alerts. Two senior leavers this year.
- Economic buyer
- CISO, confirmed as tooling budget owner
- Decision process
- Review ends before the new financial year. Vendor risk assessment required.
- Competition
- Existing SIEM add-on. Internal automation project.
- Still unknown
- Decision criteria. Timing of the paper process.
- Next step
- Discovery call with the Head of Security Operations and the CISO's chief of staff
Start with a pipeline review
A practical 30-minute discussion about your ICP, current outreach and how you define a worthwhile opportunity. You will leave with a clearer view of where to focus, whether or not we work together.
GDPR-aware prospecting. Clear identification in outreach. Prompt opt-outs. Responsible handling of company and contact data.