Qualification and Deal Management
MEDDIC
The original qualification checklist for enterprise software.
At a glance
- Best for
- Enterprise deals that need a simple qualification standard
- Primary use
- Qualification
- Sales stage
- Discovery to proposal
- Complexity
- Moderate
- Typical user
- AE, enterprise AE
Framework
M: Metrics
The measurable value of a change.
E: Economic Buyer
The person with budget authority.
D: Decision Criteria
How the buyer compares options.
D: Decision Process
The approval steps.
I: Identify Pain
The problem that creates urgency.
C: Champion
The internal seller.
Use it when
- You need a common qualification language across a team.
- Deals are enterprise but procurement is light.
- You are new to structured qualification.
Watch out for
- Missing paper process risk at the end of the cycle.
- No view of the competition.
- Confusing a friendly contact with a Champion.
Questions
- What is the cost of the problem today?
- Who approves spend at this level?
- What must be true for you to select a vendor?
- Who else is involved in the decision?
Example
A rep qualifies out a deal after discovery. The pain is real, but no economic buyer will engage this fiscal year.
Best combined with
SPIN Selling, ValueSelling
Strength
Simple, fast, and easy to teach.
Limitation
It ignores paper process and competition.
Related frameworks
Official source
Last reviewed: 2026-08-21
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