---
# System prepended metadata

title: Introduction to MEDDPICC
tags: [H3]

---

---
tags: H3
---
# Introduction to MEDDPICC

Before MEDDPICC, first came MEDDIC (Metrics, Identify Pain, Decision Criteria, Decision Process, Economic Buyer, and Champion) as a qualification framework that companies use to drive and manage their sales opportunities. 

MEDDIC was developed at Parametric Technology (now known as PTC) by Jack Napoli (the "Godfather" of MEDDIC) and Dave Dunkel in the 1990s (different sources claim 1996 specifically). 

It was developed, because especially in enterprise sales, deals often fell through because the most important "boxes" throughout the sales process haven not been checked. One idea behind the creation of MEDDIC was, to use it as a roadmap to qualify opportunities in the best and most structured way possible. 

Later on, a C for competition and P for paper process was added for a slightly altered MEDDPICC framework. Reason being that especially in complex enterprise sales, competition involved and the paper process ahead can hugely impact deal and thereby revenue forecasting. 

## 🤔 What will I learn?
This course is a deep dive on discovery and qualification. As MEDDPICC is an advanced qualification framework, we assume that you are firm in the basic techniques of discovery / qualification that will NOT be covered in this course (we have another course for that). That being said, we will cover the following:

- Why use MEDDPICC
- Definition of the 8 letters
- How to apply the framework in practice



<style>

body > .ui-infobar, body > .ui-toc, body > .ui-affix-toc, body > .ui-community, body > .document-footer {
    display: none !important;
}
</style>