Glossary
MEDDPICC is an eight-point checklist for confirming a B2B deal is real before you trust it.
What is MEDDPICC?
Definition
MEDDPICC is a business-to-business qualification checklist built out from MEDDIC, the method Dick Dunkel and Jack Napoli created at PTC in 1996. Each letter names a fact a rep must confirm before trusting a deal, running from Metrics and Economic buyer through Decision criteria, Decision process, Paper process, Identify pain, Champion and Competition.
How it works
MEDDIC came first, six checks Napoli and Dunkel built inside PTC's sales organization to separate a deal that would close from one that only looked active. MEDDPICC is the later, eight-check version practitioners expanded it into, adding Paper process and Competition to the original six.
A rep confirms the eight facts during the sales cycle, in whatever order the conversation allows. A gap in any one of them is a reason the deal could stall or be lost.
When it fits a buyer
MEDDPICC fits complex B2B sales with a formal procurement process, several approvers and a written business case, the environment MEDDIC was built for at PTC. A short sales cycle with one buyer and no procurement step does not need all eight checks.
The eight checks
Metrics
The measurable business impact the buyer expects, in their own numbers.
Economic buyer
The person who can release budget, not just approve a request.
Decision criteria
The formal and informal standards the buyer will judge every option against.
Decision process
The steps and approvals a purchase has to clear before it is signed.
Paper process
Legal, security and procurement review, the paperwork that can stall a signed deal.
Identify pain
The specific problem costing the buyer money or time today.
Champion
The internal person who sells the deal when the rep is not in the room.
Competition
Every alternative the buyer is weighing, including doing nothing.
How PitchGenius applies it live
On a live call the checks come up as ordinary questions. "Who signs off on spend like this?" covers Economic buyer, and "What happens once legal has it?" covers Paper process. A call that ends with Champion and Economic buyer still blank tells the rep exactly what the next call is for.
When a call captured MEDDPICC data, PitchGenius marks each of the eight checks as proved on the call, partly proved or not proved yet, on a MEDDPICC card in the deal. During the call, the overlay fills in the same eight letters live when the team’s framework is MEDDPICC, which is the default.
The post-call readiness score sits beside that card. Its scored dimensions include Pain Recognition and Commitment Behavior, and the two ranked blockers each carry evidence and a next action.
See the post-call Buyer Readiness Index that sits beside the MEDDPICC card.
Frequently asked questions
01What does MEDDPICC stand for?
Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion and Competition.
02What is the difference between MEDDIC and MEDDPICC?
MEDDIC is the original six-check method from PTC. MEDDPICC adds two checks, Paper process and Competition, that later practitioners folded in.
03Who invented MEDDIC?
Dick Dunkel and Jack Napoli built MEDDIC as a qualification method inside PTC in 1996, under sales leader John McMahon; MEDDPICC later added paper process and competition.
04Does PitchGenius track MEDDPICC?
Yes. When a call captured MEDDPICC data it marks each of the eight checks as proved on the call, partly proved or not proved yet, and the readiness score beside it covers pain recognition, trust, urgency, solution confidence and commitment behavior.
Sources
- Klenty, MEDDIC Sales Qualification Method supports the 1996 origin at PTC by Dick Dunkel and Jack Napoli under John McMahon, read 2026-09-30.
- Highspot, The MEDDIC sales methodology supports MEDDIC's 1996 creation at PTC and the added Competition and Paper process of MEDDPICC, read 2026-09-30.