Sales & CRM
What is MEDDIC (Enterprise Qualification)?
MEDDIC is an enterprise qualification framework: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion.
MEDDIC goes beyond BANT for complex deals: beyond budget and authority, it maps the metrics the customer wants to move, the formal decision process, the identified pain, and the internal "champion" who defends the deal.
The champion is the key: without someone defending internally, enterprise deals die in committees. MEDDPICC adds "Paper Process" (contracts, security, compliance).
Use it in practice
CRM with Deal Coach
Frequently asked questions
When to use MEDDIC over BANT?
In enterprise deals with multiple decision-makers and long cycles. In SMB with short cycles, MEDDIC is overkill.
Who is the "champion"?
Someone inside the customer who has influence, feels the pain and publicly defends your solution as the choice.