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MEDDIC. Score every deal.
The qualification framework that built enterprise SaaS. Score 0–3 per letter, see the gap, fix or disqualify.
Deal: Acme — Enterprise Plan
What measurable outcome does the buyer want? (e.g. cut churn 20%, +$2M ARR)
Who has signing authority? Have you met them?
What are the must-haves and nice-to-haves driving choice?
Steps from now to signature: stakeholders, dates, approvals.
What breaks if they don't solve this? Quantify the cost of inaction.
Who internally is selling for you when you're not in the room?
Scorecard
Total
12 / 18
67%
Benchmark
Best case
Workable but gaps remain. Map a 14-day plan to close the weakest two letters.
How it works.
Zero on Economic Buyer or Champion is fatal — those two letters predict deal slip-through better than any other. Disqualify earlier; you'll hit forecast more often.
FAQ.
What is MEDDIC?+
A B2B sales qualification framework: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion. PTC and other enterprise SaaS used it to scale predictable deal qualification.
What's the difference between MEDDIC and MEDDPICC?+
MEDDPICC adds two letters: Paper Process (legal/procurement) and Competition. Most modern enterprise teams use MEDDPICC; MEDDIC is the lighter SMB/mid-market version.
When should I disqualify a deal?+
Any zero score on Economic Buyer or Champion is a red flag. Two or more zeros and the deal is unqualified — pull it from forecast or move it to a coaching call before next stage.
Who fills out a MEDDIC scorecard?+
The AE owns it, validates with the Champion, reviews with manager weekly. Forecasted deals require a current MEDDIC score in CRM. No score = not in forecast.
How does MEDDIC change forecast accuracy?+
Teams that enforce MEDDIC scoring before commit-stage typically see forecast accuracy improve by 15–25 points within two quarters. The discipline forces real disqualification.