MEDDICC
MEDDICC is a B2B sales qualification framework covering Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, and Competition.
Originating in enterprise software sales, MEDDICC gives a seller a checklist to qualify a deal honestly before committing time to it: is there a quantifiable metric the buyer cares about, has the economic buyer been identified, what is their formal decision process, and who internally is willing to sell on the vendor's behalf.
Adapted for agency sales, it works less as rigid enterprise procedure and more as a discipline check: naming what is actually known about a deal versus what is assumed, before it is called 'pipeline.'
Why it mattersFounder-led agencies often carry deals in pipeline that fail basic MEDDICC qualification — no named economic buyer, no decision process — which inflates forecasts that later collapse.
Related terms and practice.
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