MEDDICC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, Competition
MEDDICC is MEDDIC plus a seventh letter for Competition, used to qualify enterprise B2B deals while explicitly tracking every alternative the buyer is evaluating.
What is MEDDICC?
MEDDICC sits between MEDDIC and MEDDPICC. It adds Competition to acknowledge that no enterprise deal is single-source — there is always another vendor, an in-house build, or the option to do nothing. Tracking Competition explicitly stops reps from being surprised in week 8 of an 8-week cycle.
Frequently Asked Questions
- What does MEDDICC stand for?
- Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition.
- What is the difference between MEDDIC and MEDDICC?
- MEDDICC adds one letter — Competition — to MEDDIC. Everything else is identical.
- Is 'do nothing' competition?
- Yes. Status quo wins more enterprise deals than any other vendor. If you can't articulate why doing nothing is worse than your solution, you're not qualified.