MEDDPICC: MEDDIC extended for procurement-heavy deals.
Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, Competition
MEDDPICC extends MEDDIC with Paper process and Competition. What the two extra letters add, and when to use it over MEDDIC.
What MEDDPICC is
MEDDPICC is MEDDIC with two additions for later-stage, procurement-heavy deals: Paper process (the legal, security and procurement steps to signature) and Competition (who else the buyer is evaluating, including the status quo).
Enterprise deals where legal and procurement are heavyweight and competitive pressure is real.
MEDDPICC step by step
- M — Metrics
The quantified impact that justifies the spend.
- E — Economic buyer
The person who owns the budget and the yes.
- D — Decision criteria
The standards the buyer judges options against.
- D — Decision process
The approvals and steps to a decision.
- P — Paper process
The procurement, legal, security and signature workflow, often the thing that actually slips a close date.
- I — Identify pain
The concrete, consequential business pain.
- C — Champion
The insider selling on your behalf.
- C — Competition
The alternatives in play, including doing nothing, and how you are differentiated against each.
Coaching MEDDPICC live with Ringside
You can run MEDDPICC in Ringside as a custom framework: define the eight elements once and the live coach scores calls against them and nudges toward gaps, the same way the built-in presets do. It is a strong fit when paper process is where your deals stall.
Put MEDDPICC in your reps' ear on every call.
Get startedFrequently asked questions
When should I use MEDDPICC instead of MEDDIC?
Reach for MEDDPICC when procurement and legal are a real gate on your deals, or when you are consistently in competitive evaluations. If neither is true, MEDDIC is lighter and enough.