Meddicc

 

Meddic

WHAT IS MEDDIC?

MEDDIC is the original name of the sales qualification framework, more commonly referred to as MEDDICC and MEDDPICC.

MEDDIC is a Qualification Methodology that is widely adopted by the world’s most elite sales organizations.

MEDDIC’s strength comes in both its simplicity and depth. You can introduce MEDDIC to help you qualify your deal at the earliest opportunity and it stays relevant throughout its evolution keeping Sellers on their toes to focus on what matters.

MEDDIC is uniquely suited to enterprise sales organizations. Enterprise sales usually require engagement with multiple stakeholders and often will require a complex solution to meet their needs. For this purpose, MEDDIC is ideally suited as a qualification methodology.

Why use MEDDIC?

As a qualification framework, MEDDIC helps you to qualify first and foremost whether there is a real opportunity within the organization you are engaged with. Often this is an overlooked factor in sales as salespeople try to create opportunities within organizations that are unqualified. These areas of qualification (or unqualification as it is in this case) tend to fall into a few categories:

• The pain and value you are trying to solve not being strong enough
• The customer not being willing to run a buying process or not knowing their process
• The stakeholders not being strong enough or invested enough to get a deal done

MEDDIC works specifically to uncover these areas of qualification as well as acting as a framework for salespeople to use to put themselves back on the front foot to:

• Uncover more considerable pain and underpin the pain with metrics, thus driving urgency
• Uncover, influence, and in some cases take control of the process and criteria in which the customer will be making their decision.
• Build and empower stakeholders to understand the distinct value of your solution, building Champions and obtaining access to pivotal decision-makers

Who Created MEDDIC?

MEDDIC was born inside Parametric Technology Corporation (PTC) in the nineties. At the time PTC’s sales team was led by legendary sales leader John McMahon.

Around halfway through the decade PTC began to lose Sellers to attrition and couldn’t hire replacement sales reps fast enough. Something needed to shift and McMahon had a plan to get back on track which included bringing experienced sellers out of the field to coach the global team. One of these sellers to be extracted from the field was Dick Dunkel.

One of the first thing Dick did was to work with individual sales teams within PTC to ascertain the answers to three key questions:

1. Why do PTC win?
2. Why do PTC lose?
3. and, Why do PTC deals slip?

In the answers to these three questions came three re-occurring elements which Dick was able to adapt into the MEDDIC acronym as it would make the six elements memorable.

With approval of the new MEDDIC framework from John McMahon Dick joined up with another legendary PTC seller Jack Napoli, and the two of them went on a global tour of PTC sales teams that led to the proliferation of MEDDIC to every corner of the globe.

What happened next was incredible – PTC went on a gangbusters run of over 10 years of hitting their quarterly goals, 43 straight quarters to be specific! Achieving over $10bn of revenue along the way.

PTC’s relentless focus on qualification and their development of the MEDDIC framework spawned thousands of MEDDIC proficient sellers into the wider workforce. Today, if you look at some of the world’s most successful sales leaders, you can trace their sales ancestry back to PTC.

The world’s greatest sales organizations use MEDDIC or a variation of MEDDIC such as MEDDICC or MEDDPICC. The MEDDIC registry illustrates which companies use MEDDIC and which variation. Below is just a small sample of organizations that use MEDDIC today: