MEDDIC vs MEDDPICC: Meaning, Differences, Questions
In short
- MEDDIC: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion.
- MEDDPICC adds Paper process (how the contract actually gets signed) and Competition.
- Use MEDDIC for mid-sized deals; use MEDDPICC when legal, procurement or a named competitor regularly delays your deals.
- Both are for checking a deal, not a script for a call. The answers come from good discovery.
MEDDIC is a deal qualification method with six elements; MEDDPICC is the same method with two added: Paper process and Competition. Choose MEDDPICC when contracts, procurement or competitors regularly slow your deals. Otherwise MEDDIC is enough.
MEDDIC came out of the sales team at the software company PTC in the 1990s and is usually credited to Dick Dunkel and Jack Napoli. It spread because it gave managers one shared way to ask "is this deal real?"
Every letter, with a question
| Letter | Meaning | A question that uncovers it |
|---|
| M | Metrics: the measurable result the buyer wants | "If this works, what number changes, and by how much?" |
| E | Economic buyer: the person who controls the money | "Who would sign off on spending for this?" |
| D | Decision criteria: what they will judge options on | "What does a solution have to do for you to pick it?" |
| D | Decision process: the steps from interest to yes | "Walk me through what happens between now and a decision." |
| P | Paper process: legal, security and procurement steps (MEDDPICC only) | "Once you say yes, what has to happen before a contract is signed?" |
| I | Identify pain: the problem and what it costs | "What is this costing you today?" |
| C | Champion: someone inside who wants you to win | "Who else feels this problem as much as you do?" |
| C | Competition: other options, including doing nothing (MEDDPICC only) | "What else are you looking at, and what do you like about it?" |
The differences that matter
Paper process
Deals that are "verbally won" still die in legal review and procurement queues. Paper process forces the question early: who reviews the contract, how long that took last time, and what they will ask for.
Competition
The competitor is not always another vendor. Often it is a spreadsheet, an internal build, or the decision to do nothing. Naming it lets you sell against the real alternative. For what to say, see how to respond when they already use a competitor.
Which one should you use?
- Short sales cycle, one or two buyers: BANT is usually enough.
- Several stakeholders, weeks to months: MEDDIC.
- Formal procurement, security reviews, or a crowded market: MEDDPICC.
Common mistakes
- Treating it as a call script. Asking "who is your economic buyer?" in those words gets a blank look. Ask in the buyer's language.
- Mistaking a friendly contact for a champion. A champion has influence and sells for you when you are not in the room. Someone who simply likes you is a coach.
- Filling in fields with guesses. A blank field is useful information. A guessed one hides the risk.
Keeping it honest during the call
Most gaps are noticed at the pipeline review, a week too late. Crack Sales listens during the call and flags when a decision process was never established or no decision-maker has been identified, and afterwards drafts the qualification points for MEDDPICC, BANT, Challenger or SPIN for the rep to approve. See what the copilot listens for, or book a demo: it is free to use and starts after a 15-minute intro call.
Frequently asked questions
What does MEDDPICC stand for?
Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion and Competition.
What is the difference between MEDDIC and MEDDPICC?
MEDDPICC adds two elements to MEDDIC: Paper process (the legal and procurement steps needed to sign) and Competition (the other options the buyer is weighing, including doing nothing).
Is MEDDIC only for enterprise sales?
It was designed for complex software deals, and it is most useful when several people are involved in a decision. For short, simple sales it can be more process than the deal needs.
Try it on your own calls
Crack Sales is free to use on your own sales calls, and it starts after a 15-minute intro call. Book a demo.
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