MEDDPICC template
In enterprise deals, contracts and competitors sink more opportunities than product fit. MEDDPICC forces you to face both early.
Score all eight and manage to the weakest.
Short answer
MEDDPICC extends MEDDIC with two elements that decide large deals: Paper process (legal and procurement steps) and Competition. Scoring all eight exposes where an enterprise deal will stall. Below is the template with the question for each element and how to score deal health.
Key takeaways
- Paper process and Competition are what MEDDPICC adds; both decide enterprise deals.
- Surface legal, security, and procurement timelines early, not at signature.
- Always account for the status quo as a competitor.
- Score all eight and drive the deal plan from the weakest element.
The eight elements
MEDDIC plus two.
| Element | The question to answer |
|---|---|
| Metrics | What quantified outcome does the buyer want? |
| Economic buyer | Who owns the budget and the final yes? |
| Decision criteria | How will they judge the options? |
| Decision process | What are the steps and dates to a signature? |
| Paper process | What legal, security, and procurement steps are required, and how long do they take? |
| Identify pain | What is the compelling problem and cost of inaction? |
| Champion | Who sells internally and has influence? |
| Competition | Who or what else are they considering, including status quo? |
Working the paper process early
The element reps forget.
- Ask about security review, legal redlines, and procurement lead times during, not after, the sales process.
- Map the paper process to a date so a 60-day legal cycle does not blow your quarter.
Generate and send this with Ardovo
You do not have to start from a blank page. Tell Rook, Ardovo's AI operator, what you need (for example, "meddpicc template") and it drafts a version grounded in your real pipeline data, personalizes it for the specific contact or deal, and can send it or attach it to the record in one step. Every template lives in one shared library, so your whole team stays on message and nothing gets rewritten from scratch.
Frequently asked questions
What does MEDDPICC stand for?
Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, and Competition. It extends MEDDIC with the paper process and competitive dynamics that decide large enterprise deals.
Why does the paper process matter?
Legal redlines, security reviews, and procurement can add weeks or months to a deal. Surfacing and dating those steps early prevents a "verbally closed" deal from slipping a quarter on paperwork nobody planned for.
Should I use MEDDIC or MEDDPICC?
Use MEDDIC for mid-market deals and MEDDPICC for enterprise, where contracts and competition are decisive. The extra two elements add overhead that pays off most in large, multi-stakeholder opportunities.