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MEDDIC opportunity qualification

Closing opportunities can be challenging—deals can fall apart even when they seem certain, with little clarity on what went wrong. MEDDIC is a simple framework for qualifying sales opportunities so you can assess how likely each deal is to close. It focuses on six areas that matter for closing deals, leading to better conversations and fewer lost leads.

MEDDIC Opportunity Qualification Screen

What does MEDDIC stand for?​

MEDDIC is an acronym that tackles six key areas of any deal:

Metrics are the criteria your prospect uses to determine the success of this solution. This helps you prove return on investment (ROI) to your prospect.

The economic buyer is the person that can ultimately approve the purchase of this solution. If possible, try to establish a relationship directly with this person.

Decision criteria are factors that impact whether your prospect purchases your solution. Common examples include budget constraints, the potential return on investment (ROI), the learning curve, and integration options.

The decision process covers how your prospect decides to purchase new solutions. Examples include who makes decisions, what formalities are involved, and general turn-around time. This is useful in ensuring your deal won't fall apart or end up in limbo.

When you identify pain, you know exactly which problems your solution solves for your prospect. Try to be as specific as possible to best pitch your solution.

A champion is a well-respected advocate within the prospect's company. They are invested in your solution and will push for the company to purchase.

How does MEDDIC work?​

MEDDIC scores six key categories on a scale of 0 to 2. These are based on how well the salesperson knows each portion of the sales process. From there, the scores are tallied, giving the salesperson their overall score.

In general, the higher the score, the more likely the deal is to be closed successfully.

Use MEDDIC qualification​

The Qualification section is available on every opportunity. To open it:

  1. Log in to Partner Center
  2. Go to CRM → Opportunities
  3. Select an opportunity
  4. Click Opportunity Qualification

Each MEDDIC area has its own section. Click a section to rate how well you know that part of the opportunity.

Each section is rated as follows:

  • 0 – No information on this section
  • 1 – Some idea of the information
  • 2 – All the information needed for the section

You can enter notes in each section to make tracking easier.