[GTM glossary](/glossary.md) MEDDPICC

Sales

# MEDDPICC (MEDDPICC)

In short

MEDDPICC is a sales qualification framework that adds two elements, paper process and competition, to MEDDIC. The eight letters cover metrics, economic buyer, decision criteria, decision process, paper process, identify pain, champion, and competition.

It is used in complex B2B deals where contract review, security checks, and rival vendors often decide the outcome. The extra letters catch risks that a MEDDIC review can miss until the final weeks.

## The two added elements

### Paper process

Everything between verbal agreement and signature: legal review, security questionnaires, procurement forms, vendor onboarding, and signing authority. Deals often slip because nobody mapped this early.

### Competition

Every alternative the buyer is considering, including direct rivals, adjacent tools, internal builds, and doing nothing. Knowing the field shapes your positioning and your pricing.

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## The full eight elements

* **Metrics:** The measurable outcome the buyer expects.
* **Economic buyer:** The person who controls budget.
* **Decision criteria:** How options will be compared.
* **Decision process:** Who decides and in what order.
* **Paper process:** Legal, security, and procurement steps.
* **Identify pain:** The problem creating urgency.
* **Champion:** An influential internal advocate.
* **Competition:** Every alternative in play.

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## How to apply it

Ask for the paper process early, ideally in the first or second meeting. A simple question works: "What happens after you decide you want to move forward?" Then ask who owns each step and how long it usually takes.

Say a rep forecasts a deal for the end of the quarter, but the buyer needs a security review that normally takes six weeks. The MEDDPICC review exposes the mismatch, and the forecast moves before it becomes a miss.

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## Common mistakes

* **Raising paper process late:** Legal and security asks surface at the end and delay the close.
* **Ignoring "do nothing":** The status quo is a competitor, and often the strongest one.
* **Scoring from memory:** Each element needs a dated, buyer-confirmed fact.

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## MEDDPICC FAQs

**What does MEDDPICC stand for?**

MEDDPICC stands for metrics, economic buyer, decision criteria, decision process, paper process, identify pain, champion, and competition. It is MEDDIC with paper process and competition added to cover contract steps and rival options.

**What is the difference between MEDDIC and MEDDPICC?**

MEDDPICC adds two elements to MEDDIC: paper process, meaning the legal, security, and procurement steps before signature, and competition, meaning every alternative the buyer is weighing. The rest of the framework is the same.

**What is paper process in MEDDPICC?**

Paper process is the sequence of administrative steps needed to turn a verbal yes into a signed contract. It includes legal review, security questionnaires, procurement approval, vendor onboarding, and who has signing authority, along with realistic timelines.

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## More related phrases

* [Agile sales](/glossary/agile-sales.md)
* [Command of the Message](/glossary/command-of-the-message.md)
* [Gap selling](/glossary/gap-selling.md)

## Similar phrases

* [MEDDIC (MEDDIC)](/glossary/meddic.md)  
MEDDIC is a sales qualification framework built on six criteria: metrics, economic buyer, decision criteria, decision process, identify pain, and champion.
* [Sales methodology](/glossary/sales-methodology.md)  
A sales methodology is a structured framework that guides how reps qualify, engage, and close buyers, giving the team a shared language and approach.
* [Champion](/glossary/champion.md)  
A champion is a person inside a buyer's company who supports your solution, sells it internally, and helps you move the deal forward.
* [Economic buyer](/glossary/economic-buyer.md)  
An economic buyer is the person with final authority over budget for a purchase, who can approve spending and overrule other stakeholders on a deal.
* [Decision maker](/glossary/decision-maker.md)  
A decision maker is the person with the authority and budget to approve a purchase, and the key contact to reach and convince in a B2B deal.