MEDDIC

As our friends at PDAgroup write in their ebook on the ABCs of Enablement:

A qualification methodology which stands for:

  • M – Metrics
  • E – Economic Buyer
  • D – Decision Process
  • D – Decision Criteria
  • I – Identify Pain
  • C – Champion

Variations of this approach include MEDDICC (including Competition) and MEDDPIC (including Paper Process).