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MEDDIC SALES: CHECKLIST & METHODOLOGY

What is MEDDIC?

MEDDIC is the most renowned Sales Qualification Methodology, applicable to any Enterprise Sales Process which is rather complex. MEDDIC may be referred to as the MEDDIC CHECKLIST, or even MEDDIC SALES PROCESS (imperfect).

Where does it come from?

MEDDIC is the result of the Sales and Sales Management and Qualification techniques developed and practiced at PTC (aka Parametric Technology Corp.), a company recognized as one of the strongest sales cultures in the context of Enterprise Software (now SaaS). PTC experienced over 40 quarters of continuous growth during the 90s. The initial Global Sales Management team at PTC developed different elements of MEDDIC in the field, before PTC training managers, namely Dick Dunkel and Jack Napoli at the headquarters, put them together in a formal practice course for new hires. 01consulting’s founder, Darius Lahoutifard, was a member of that initial international sales leadership team at PTC. He took PTC Southern Europe from $4M to $27M in 3 years, beating the main competitor in their own fiefdom. He naturally contributed to the elaboration of MEDDIC and later practiced it in his career including his sales leadership roles at THINK3 and Agile/Oracle among other companies.

Meddic sales-methodology by Darius Lahoutifard

What does the acronym MEDDIC stand for?

  1. Metrics: Quantification of the potential gain and ultimately the economic benefit
  2. Economic Buyer: Interaction with the person who has decision control on the funds for the PO
  3. Decision Process: Process defined by the company to reach the purchase decision
  4. Decision Criteria: Criteria used by the company to make the purchase decision and choose among options
  5. Identify Pain: Actual pains at the company which would require your product/service to be relieved
  6. Champion: Powerful & influential persons at the company, who are favorable to your solution

The level of knowledge, control and progress of each of the above elements in a specific account provides the sales person with a CHECKLIST, easy to use and remember. The review of the MEDDIC CHECKLIST will result in an objective assessment of the level of qualification in the sales campaign and the degree of confidence for the sales forecast. The unchecked elements on the MEDDIC CHECKLIST will point the sales team to the right actions in the account which will lead to closing that deal.

What’s the benefit of using the MEDDIC Checklist?

  • Monitors the level of qualification/progress of a deal
  • Self assessment by each sales person
  • Leads to the next sales activity during the sales campaign
  • No Discount needed to win a deal
  • Improves accuracy of sales forecasts
  • Increases revenue through sales efficiency thanks to better qualification
  • Reduces costs thanks to early disqualifications of the deals that are not winnable

How Can We Implement the MEDDIC Methodology Within Our Sales Force?

We train your sales force starting with as short as a 2 hours training & workshops, in-person or through state-of-the-art yet accessible distance learning methods. We also offer to coach your team through ongoing weekly sales meetings until MEDDIC becomes a habit.

              Contact us here  and let’s start selling smartly.

What do customers say?

We wanted a sales intervention around MEDDIC to be carried out to evaluate gaps in our sales processes. After evaluating multiple options we engaged with Darius and it was a wonderful experience. His analysis of gaps and recommendations were sharp and actionable. We implemented some of these and the result is that 12 months out, our monthly revenue is 3x of what it was 12 months back.
Rajeev Agrawal
CEO at Innoviti Payment Solutions


We connected with Darius to support our annual kick off meeting with a challenge to introduce the MEDDIC qualification process to a mixed audience of both technical and sales staff.
Although the time was short, with only 2 x 4 hour sessions, Darius managed to articulate the message, and most importantly he involved every person in the room.
Our staff left the sessions with an important, new, view on the basic criteria of qualifying a sales opportunity from both a technical and commercial perspective.

Darius’s experience and his ability to transmit the MEDDIC methodology into simple, logical steps based on actual scenarios, resulted in a significant step forward in our teams ability to approach sales opportunities in a far more structured manner.

I can highly recommend Darius to deliver strategic methodologies in a form that is simple to follow, entertaining to experience, and of high value to any sales or technical organization.
Peter Moorhouse
VP Sales and Marketing at OPTIS


We hired Darius for a half day Sales coaching session at our annual Kick Off meeting and he nailed it. Our Sales team was convinced that selling in Europe and Asia was “different” that North America. Darius was able to articulate several key challenges in the MEDDIC process and Champion building which are applicable globally. This really helped ours sales teams get unified in our process and communications. The engagement with the sales team was fantastic which was a strong confirmation that they got it and were ready to adopt a better way to approach selling. The feedback from the team after the event was great and there is no doubt that his actions directly impacted that year’s sales results. I highly recommend Darius.

Ed Williams
CEO – Blueridge Numerics (acquired by Autodesk)

 

What our Clients say

  • After having acquired our main VAR of France in early 2002, we needed to hire an executive with broad management vision, understanding our worldwide strategy, while knowing the European/French market, and being immediately operational in direct sales ensuring short term revenue. 01CONSULTING was able to satisfy all these needs. As of the first quarter, the revenue in the region grew drastically. For 2003, we had a rebuilt French team of about 25 people generating around $5M, growing at 150% per year in revenue, and 300% per year in profit, with not less than 50 new accounts. France became a top performing region worldwide under the leadership of 01CONSULTING.

    — Scott Rudy, VP Worldwide Sales, PTC —
  • Darius was able to articulate several key challenges in the MEDDIC process and Champion building which are applicable globally. This really helped ours sales teams get unified in our process and communications. The engagement with the sales team was fantastic which was a strong confirmation that they got it and were ready to adopt a better way to approach selling. The feedback from the team after the event was great and there is no doubt that his actions directly impacted that year’s sales results. I highly recommend Darius.

    — Ed Williams, CEO / BRNI, Autodesk —
  • We wanted a sales intervention around MEDDIC to be carried out to evaluate gaps in our sales processes. After evaluating multiple options we engaged with Darius and it was a wonderful experience. His analysis of gaps and recommendations was sharp and actionable. We implemented some of these and the result is that 12 months out, our monthly revenue is 3x of what it was 12 months back.

    — Rajeev Agrawal, CEO, Innoviti Payment Solutions —
  • We connected with Darius to support our annual kick off meeting with a challenge to introduce the MEDDIC qualification methodology. Although the time was short, with only 2 x 4 hour sessions, Darius managed to articulate the message, and most importantly he involved every person in the room. Our staff left the sessions with an important, new, view on the basic criteria of qualifying a sales opportunity from both a technical and commercial perspective. Darius’s experience and his ability to transmit the MEDDIC methodology into simple, logical steps based on actual scenarios, resulted in a significant step forward in our teams ability to approach sales opportunities in a far more structured manner. I can highly recommend Darius to deliver strategic methodologies in a form that is simple to follow, entertaining to experience, and of high value to any sales or technical organization.

    — Peter Moorhouse, VP Sales and Marketing, OPTIS —
  • During the past years, we had received regular information on the global level from traditional analysis firms, regarding the worldwide PLM market with some data about Europe. But we were lacking detailed analysis with more focus on Europe, and on different European countries. We were also interested to know about the MCAD part of the market, as well as the rest of the PLM, within different industries to better prepare our marketing plans in each country. This report  is concise, neutral , professional and factual avoiding too many comments, and providing organized data and useful estimations.

    — Aurelio Carlone, VP Marketing Europe, Think3 —

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The MEDDIC Workshops Delivery Team

Darius Lahoutifard
Founder
Darius had previously Sales Leadership roles at PTC and Oracle among other software companies. He is also a Serial Entrepreneur in Enterprise SaaS with successful exits. As an International Sales Leader he is an expert in multi-cultural contexts for building and coaching sales & marketing teams. More about Darius here.

Jack Napoli
Delivery Partner
A Veteran in Software Sales and Sales Development since 1981, Jack spent over 18 years at PTC in successful Sales and Management positions. He played a key historical role in developing MEDDIC and coining the acronym for the first time while educating and developing the PTC Sales Force. More about Jack here.

Steve Ammann
Delivery Partner
Steve has over 20 years experience in complex B2B sales. He learned and adopted the MEDDIC qualification process during his 12 year tenure at the PTC. During that time, he field trained over 200 sales reps and several sales managers in the MEDDIC qualification methodology. More about Steve here.

Contact

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