What Is MEDDPICC?
MEDDPICC is a B2B sales qualification framework that scores how well you understand and can win a deal across eight dimensions: Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion and Competition. It's used to expose the gaps in a deal before they kill it.
Key takeaways
- The eight letters: Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, Competition.
- MEDDPICC is a deal-inspection checklist, not a call script — it surfaces what you don't yet know.
- It extends the older MEDDIC by adding Paper process and Competition.
What each letter means
| Letter | Element | The question it answers |
|---|---|---|
| M | Metrics | What quantified outcome will the customer get? |
| E | Economic buyer | Who controls the budget and final yes? |
| D | Decision criteria | What must be true for them to choose you? |
| D | Decision process | What steps lead to a signature? |
| P | Paper process | What legal/procurement steps follow approval? |
| I | Identify pain | What real pain is driving the purchase? |
| C | Champion | Who sells for you internally when you're not there? |
| C | Competition | Who or what else are they considering? |
MEDDIC vs MEDDPICC
MEDDIC is the original six-element version. MEDDPICC adds Paper process (the procurement and legal steps that derail deals at the finish line) and Competition (including the status quo). The extra letters reflect how enterprise buying actually stalls.
Make it operational in your CRM
MEDDPICC only works if it's inspectable. Teams turn each element into a deal property in HubSpot so managers can see, at a glance, which deals have a confirmed economic buyer and champion — and which are hope dressed up as pipeline.
Frequently asked questions
What's the difference between MEDDIC and MEDDPICC?
MEDDPICC is MEDDIC plus two letters: Paper process and Competition. Both qualify enterprise deals; MEDDPICC adds the procurement and competitive dimensions where late-stage deals most often break.
What does each letter in MEDDPICC stand for?
Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion and Competition.
How do you track MEDDPICC in a CRM?
Create a property for each element on the deal record, then build a scorecard or required-fields view so reps and managers can inspect qualification health by stage.
Related service: Build a MEDDPICC scorecard in HubSpot