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?

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

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.

The process used to select and purchase a vendor’s offering

Expected internal journey and timeline

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.

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

Who are we up against?

What are our strengths?

What are our weaknesses?

How can we position Trap Setting Questions

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