Frequently asked questions
What does MEDDIC stand for?
Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion. A qualification framework for complex enterprise sales. More rigorous than BANT and better suited to multi-stakeholder deals.
When is MEDDIC overkill?
For transactional sales under $25K ACV with short cycles. The qualification overhead doesn't pay back when the deal is small and fast. Mid-market and up is where MEDDIC starts to earn its keep.
What's the difference between MEDDIC and MEDDPICC?
MEDDPICC adds Paper Process and Competition. Paper process catches procurement/legal slowdowns; competition catches incumbent vendor inertia. For enterprise deals with formal procurement, MEDDPICC is the more complete framework.
What's the most-missed element of MEDDIC?
Economic buyer. Reps often qualify metrics, decision process, and champion but don't actually meet the economic buyer until late-stage. Deals where the EB doesn't engage until proposal stage close at significantly lower rates.
How does Landbase support MEDDIC?
By providing the account research that fills in the metrics, economic buyer, and decision criteria before the first call. AEs walk into discovery with the MEDDIC fields partially pre-populated. The call is to validate.
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