MEDDIC Implementation Guide

MEDDIC FUNDAMENTALS

MEDDIC Components

MEDDIC FRAMEWORK

M - METRICS:
What are the quantifiable measures of success?
"What would success look like in numbers?"

E - ECONOMIC BUYER:
Who has final authority and budget?
"Who can say yes when everyone else says no?"

D - DECISION CRITERIA:
How will they make the decision?
"What factors matter most in your decision?"

D - DECISION PROCESS:
What steps lead to purchase?
"Walk me through how you've made similar decisions."

I - IDENTIFY PAIN:
What problem are they solving?
"What happens if you don't solve this?"

C - CHAMPION:
Who wants us to win and has influence?
"Who will advocate for us internally?"

MEDDIC Qualification Checklist

Element	Identified	Confidence	Notes
Metrics	☐	High/Med/Low
Econ Buyer	☐	High/Med/Low
Dec Criteria	☐	High/Med/Low
Dec Process	☐	High/Med/Low
Pain	☐	High/Med/Low
Champion	☐	High/Med/Low

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CRM INTEGRATION

MEDDIC Fields in CRM

CRM FIELD STRUCTURE

METRICS__c (Text Area):
• Primary metric: _______________
• Target improvement: _______________
• Value if achieved: $_______________

ECONOMIC_BUYER__c (Lookup to Contact):
• Name: _______________
• Confirmed access: Yes/No
• Engagement level: _______________

DECISION_CRITERIA__c (Multi-select):
☐ Price/value
☐ Functionality
☐ Integration
☐ Support
☐ Vendor stability

DECISION_PROCESS__c (Text Area):
• Steps: _______________
• Timeline: _______________
• Approvals needed: _______________

PAIN__c (Text Area):
• Primary pain: _______________
• Impact: _______________
• Urgency: _______________

CHAMPION__c (Lookup to Contact):
• Name: _______________
• Influence level: _______________
• Relationship strength: _______________

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COACHING FRAMEWORK

MEDDIC Deal Review

MEDDIC COACHING QUESTIONS

METRICS:
"What's the business case? Have they quantified it?"

ECONOMIC BUYER:
"Have you met the EB? What's their view?"

DECISION CRITERIA:
"What's most important to them? How do we stack up?"

DECISION PROCESS:
"What are the next steps? Who else is involved?"

PAIN:
"What happens if they don't buy? How urgent is it?"

CHAMPION:
"Who's selling internally for us? How strong are they?"

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