What is Paper Process in MEDDPICC?
Paper process is the letter MEDDPICC adds precisely because so many enterprise deals slip in the final paperwork.
It forces the seller to treat signature as a process with steps and owners, not a formality that happens after the verbal yes.
Short answer
Paper process, the P added in MEDDPICC beyond MEDDIC, is the specific sequence of steps required to turn a verbal commitment into a signed contract, including legal review, redlines, security and compliance checks, and procurement approval. Mapping it early is what separates a real close date from an optimistic one, because these steps routinely add weeks that sellers underestimate.
Key takeaways
- The path from verbal yes to signed contract.
- Covers legal, security, and procurement.
- Mapping it prevents late slippage.
- The step MEDDPICC adds beyond MEDDIC.
Why it matters
Enterprise deals die in the paperwork sellers forget to map. Understanding the paper process early lets you start legal and procurement in parallel and set a close date that reflects the real path to signature.
How Ardovo handles it
Ardovo tracks the paper process as steps on the deal, and Rook warns when a late-stage deal has a verbal yes but no legal or procurement activity, so the paperwork starts before it threatens the close date.
Frequently asked questions
What is the paper process in MEDDPICC?
It is the specific sequence of steps to turn a verbal commitment into a signed contract, including legal review, redlines, security and compliance checks, and procurement. MEDDPICC adds it beyond MEDDIC because it is a frequent cause of late slippage.
Why does MEDDPICC add the paper process?
Because enterprise deals routinely slip in the final paperwork that MEDDIC does not explicitly cover. Adding paper process forces sellers to map and start legal, security, and procurement early rather than treating signature as a formality.
How do I keep the paper process from slipping a deal?
Map it as soon as you have a verbal commit, start legal and security review in parallel rather than sequentially, confirm procurement steps before you need them, and set the close date to reflect the real paperwork timeline.