MEDDIC Template That Qualifies Deals Rigorously
Stop wasting cycles on deals that were never going to close. Use a structured MEDDIC framework to qualify opportunities with precision and focus your energy on the deals that matter most.
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What Is MEDDIC?
MEDDIC is an enterprise sales qualification framework that helps reps systematically evaluate whether a deal is worth pursuing. The acronym stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion. Each element represents a critical piece of information that must be uncovered to accurately forecast and win complex deals.
Developed at PTC in the 1990s, MEDDIC has become one of the most widely adopted sales methodologies in B2B SaaS and enterprise sales. It forces reps to move beyond surface-level qualification and deeply understand the buyer’s business case, decision-making structure, and internal politics before investing significant time in a deal.
A MEDDIC template turns this methodology into a repeatable, documentable process. Instead of relying on gut instinct or incomplete CRM notes, reps use a structured scorecard to track their progress against each criterion. This improves forecast accuracy, highlights gaps in deal knowledge, and gives managers a common language for coaching pipeline reviews.
The Six Pillars of MEDDIC
Metrics
Quantify the business impact your solution delivers. Understand what success looks like for the buyer in measurable terms such as revenue gained, costs reduced, or time saved.
Economic Buyer
Identify the person with the budget authority and final sign-off power. Understand their priorities, concerns, and what they need to see to approve the purchase.
Decision Criteria
Map out the formal and informal criteria the buying committee will use to evaluate your solution against alternatives. Ensure your positioning aligns with what matters most.
Decision Process
Document the exact steps, stakeholders, and timeline involved in making a purchase decision. Know who is involved, what approvals are needed, and where deals can stall.
Identify Pain
Uncover the specific business pain that is driving the evaluation. Understand the cost of inaction and connect your solution directly to solving the buyer’s most urgent problem.
Champion
Find and develop an internal advocate who has influence, access to the economic buyer, and a personal stake in your solution winning. Coach them to sell on your behalf internally.
What's Inside This MEDDIC Template
A structured, interactive MEDDIC scorecard that guides your team through rigorous deal qualification and keeps your pipeline honest.
Who Is This Template For?
Account Executives
Qualify deals with rigor and confidence. Use the MEDDIC scorecard to identify gaps in your deal knowledge early so you can take corrective action before it is too late.
Sales Managers & Directors
Run more productive pipeline reviews with a common qualification framework. Quickly assess deal health across your team and coach reps on the specific criteria they need to strengthen.
Sales Engineers & Solutions Consultants
Align technical discovery with the MEDDIC framework to ensure demo and proof-of-concept efforts focus on the decision criteria and pain points that will actually win the deal.
When to Use a MEDDIC Template
Post-Discovery Qualification
After initial discovery calls, use the MEDDIC scorecard to assess deal viability and determine which opportunities deserve your team’s time and resources.
Pipeline Reviews & Forecasting
Bring MEDDIC scorecards into weekly pipeline reviews to give managers objective data on deal health. Replace gut-feel forecasting with criteria-based assessment.
Enterprise Deal Strategy
For complex enterprise deals with multiple stakeholders, use MEDDIC to map the decision process, identify risks, and develop a strategy to navigate internal politics.
New Rep Onboarding
Train new reps on MEDDIC by giving them a structured template from day one. The framework accelerates ramp time and builds good qualification habits early.
Why Build Your MEDDIC Template with Distribute?
Distribute turns MEDDIC from a static checklist into a dynamic, trackable qualification tool that lives inside your deal workflow.
AI-Powered Question Generation
Generate tailored discovery questions for each MEDDIC criterion based on the prospect’s industry, role, and deal context. Never run out of the right questions to ask.
Deal Health Scoring
Automatically calculate deal health scores based on how many MEDDIC criteria have been validated. Spot at-risk deals before they stall and take proactive action.
Quick to Complete
Reps can fill in the MEDDIC scorecard in minutes with a clean, guided interface. No more digging through CRM fields or updating spreadsheets.
CRM Sync
Sync MEDDIC qualification data directly to Salesforce or HubSpot deal records. Keep your CRM data clean without requiring reps to double-enter information.
Standardized Across Your Team
Deploy the same MEDDIC template to your entire sales organization. Ensure every rep qualifies deals using the same criteria and language.
Related Templates
Account Plan Template
Develop strategic account plans that build on MEDDIC qualification with detailed growth strategies, stakeholder maps, and expansion playbooks.
Mutual Action Plan Template
Once a deal is qualified, align with your buyer on the milestones and next steps needed to close. The perfect complement to MEDDIC.
Deal Room Template
Create a centralized digital deal room where all your MEDDIC insights, proposals, and buyer collaboration live in one place.
Business Case Template
Turn your MEDDIC Metrics into a formal business case that the economic buyer can use to justify the purchase internally.
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