Framework
MEDDIC
Also known as: MEDDICC, MEDDPICC
Enterprise sales qualification framework: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion.
MEDDIC is the B2B enterprise sales standard. Six pillars: Metrics (what measurable results will we deliver?), Economic buyer (who has the budget?), Decision criteria (how do they choose?), Decision process (how do they move through?), Identify pain (what pain do we solve?), Champion (who defends us internally?).
Extensions MEDDICC (+Competition) and MEDDPICC (+Paper process) add aspects for very complex deals. Standard qualification tool for enterprise AEs.