MEDDIC
A six-part checklist built inside PTC to separate enterprise deals that will actually close from ones that will stall.
How it sounds
- You Work through Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
- Buyer Answers reveal gaps: no economic buyer identified, no real metric, no internal champion
- You What's the process for signing off on something like this internally?
- Result A deal that scores weak on the six letters gets flagged before it wastes a quarter
The rest of this entry is in the full archive
- How to score a deal weak or strong on each of the six letters
- The Economic Buyer test most reps skip, and why it kills late-stage deals
- A worked qualification call showing where a real deal was losing points
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