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MEDDICC

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Metric

Quantitative measures that shows impact on company’s performance
What is the economic impact of our solution in their business?

Economic Buyer

Person/group with final authority to say yes or no to the money

Decision Criteria

The things the client care about the most, plus other requirements
The formal criteria used to compare vendor’s offerings: capabilities, vendor info, and financial hurdle rates.

Decision Process

The process used to select and purchase a vendor’s offering
Expected internal journey and timeline

Identify Pain

The “Need to Solve” for a client and client’s top leadership
What is the pain? The link to business consequences (KPI’s) and compelling event? Define the cost of doing nothing.
Can we clearly articulate the pain of this opportunity and why “doing nothing” is not an option.

Champion

The key player who has the power and influence in driving the opportunity and who sells on your behalf

Competitors

Who are we up against?
What are our strengths?
What are our weaknesses?
How can we position Trap Setting Questions

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