MEDDIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
MEDDIC is a six-step B2B sales qualification framework that helps reps qualify enterprise deals by understanding the buyer's metrics, decision-makers, and pain points.
What is MEDDIC?
MEDDIC was created at PTC in the early 1990s and credited with growing the company from $300M to $1B in revenue. It is the foundation that MEDDICC and MEDDPICC build on. Reps use it to qualify out unwinnable deals early and focus on opportunities where they can confidently answer every letter.
Frequently Asked Questions
- What does MEDDIC stand for?
- Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion.
- Is MEDDIC still relevant in 2026?
- Yes — MEDDIC is more relevant than ever for enterprise B2B because buying committees keep getting bigger. Most teams now use MEDDICC or MEDDPICC, which are direct extensions of MEDDIC.
- What is a MEDDIC scorecard?
- A simple worksheet rating each letter 0–3 based on how confidently you can answer it. Most teams require a minimum total score before forecasting a deal as commit.
- How do I find the Economic Buyer?
- Ask your champion directly: 'Beyond you, who has the final sign-off on a purchase this size?' Then ask to be introduced before the decision happens, not after.