1 MEDDIC - What does it stand for? MEDDIC M - Build Important Metrics E - Access the Economic Buyer D - Understand the Decision Process l Approval Process l Validation Process D - Define, Influence the Decision Criteria I - Identify Pain in the Organization C - Build strong Champions MEDDIC M - Build Important Metrics E - Access the Economic Buyer D - Understand the Decision Process l Approval Process l Validation Process D - Define, Influence the Decision Criteria I - Identify Pain in the Organization C - Build strong Champions

2 MEDDIC u Metrics l Quantifiable measurement with a dollar benefit u Economic Buyer l The person in an account with discretionary use of funds u Decision Criteria l The accounts shopping list u Metrics l Quantifiable measurement with a dollar benefit u Economic Buyer l The person in an account with discretionary use of funds u Decision Criteria l The accounts shopping list

3 u Decision Process l The steps involved for an account to evaluate and implement a solution u Identify Pain l Identify a compelling event u Champions l People with power and influence who are willing sell for you u Decision Process l The steps involved for an account to evaluate and implement a solution u Identify Pain l Identify a compelling event u Champions l People with power and influence who are willing sell for you MEDDIC