Introduction to MEDDIC

An overview of MEDDIC Sales Methodology and Checklist in 15 minutes

This free course is a brief introduction to MEDDIC (& MEDDPICC)   which is considered as one of the most renowned Sales Methodologies. It is a set of Sales and Qualification techniques developed and practiced at PTC (aka Parametric Technology Corp.), a company recognized as one of the strongest sales cultures in the context of Enterprise Software (now SaaS). PTC experienced over 40 quarters of continuous growth during the 90s thanks to MEDDIC.

MEDDIC Academy's present students are among the sales force of some of the very well known tech companies such as:With this free course, you will learn what MEDDIC (or MEDDPICC) is all about.

MEDDPICC (extended acronym) refers to:

  1. Metrics: Quantification of the potential gain and ultimately the economic benefit
  2. Economic Buyer: Interaction with the person who has decision control on the funds for the PO
  3. Decision Process: Process defined by the company to reach the purchase decision
  4. Decision Criteria: Criteria used by the company to make the purchase decision and choose among options
  5. Paper Process: The buyer's Legal & Procurement process for purchasing the solution
  6. Identify Pain: Actual pains at the company which would require your product/service to be relieved
  7. Champion: Powerful & influential persons at the company, who are favorable to your solution
  8. Competition: Understanding of the buyer's other options including internal development and no decision.

The level of knowledge, control and progress of each of the above elements in a specific account provides the sales person with a CHECKLIST, easy to use and remember. The review of the MEDDIC CHECKLIST will result in an objective assessment of the level of qualification in the sales campaign and the degree of confidence for the sales forecast. The unchecked elements on the MEDDIC CHECKLIST will point the sales team to the right actions in the account which will lead to closing that deal.

This  free course is composed of:

  • 12 min video
  • 13 slides
  • 1 Quiz


Upon completion of this mini course we'll welcome you in the MEDDIC Academy Alumni on LinkedIn and you'll be able to add the skill to your LinkedIn profile. LinkedIn Add to Profile button

UPDATE April 18, 2020: This mini course is still kept free of charge, but as of today it will automatically expire 2 weeks after enrollment. 

What our clients are saying:

clear, sharp and easy to understand

This course is easy to understand. It highlights the main elements. It is explained very well.

by Ann-Kathrin Sommer

A great intro to MEDDIC

If you only have 15 minutes to understand MEDDIC, that's your starting point ! Clear and concise - but it's well worth while drilling down into each topics afterwards.

by Anthony Cross

Great introduction of MEDDIC

by Franz Kaltseis

clear, sharp and easy to understand

This course is easy to understand. It highlights the main elements. It is explained very well.

by Ann-Kathrin Sommer

A great intro to MEDDIC

If you only have 15 minutes to understand MEDDIC, that's your starting point ! Clear and concise - but it's well worth while drilling down into each topics afterwards.

by Anthony Cross

Great introduction of MEDDIC

by Franz Kaltseis

MEDDIC is a decent methodology

I just took the short course and did find it useful. I use a different methodology but could definitely see things in medic that I could apply in use. I'm glad I took this course. George

by George Marchelos

Mark Steven

Very clear and concise

by Mark Steven

Title was descriptive of course

Great intro...

by Michael St. Martin

MEDDIC

by Roland Michaely

Very useful methodology

It's a brief and concise explanation of what all sales-related staff should know about the sales process of any kind. Thanks so much for sharing!

by Jorge Eduardo BELART MUÑOZ

Great overview of MEDDIC and a great preview of MEDDIC Academy courses

The intro course is a good overview of MEDDIC to understand quickly what it is all about. Moreover it gives you a preview of other Meddic Academy courses for free, which is great.

by Megan Johnson

Good introduction

nice high level overview

by Carlo Rafol
Darius Lahoutifard
Darius Lahoutifard
Founder of MEDDIC ACADEMY, ex-Oracle, ex-PTC, Serial Entrepreneur with 2 exits.

About the instructor

  • Founder of MEDDIC ACADEMY, 
  • Former Executive at Agile/Oracle, PTC, Schlumberger.
  • Serial Entrepreneur in SaaS and Enterprise Software with 2 exits.


Darius started his career in France as a robotics sales engineer. He quickly moved to sales, where he achieved an almost 200% quota each year before being promoted to management. At the age of 28, he became the CEO of a subsidiary of Schlumberger, running a $10M million business.

Although he was quickly successful in climbing the corporate ladder, he was more interested in tech startups. He joined PTC where he took his business unit from $4M to $27M in three years, up to 150 people, all within the most strategic region for the company: France, the fiefdom of their main competitor, Dassault Systemes. With his team at PTC, he outsold Dassault in their own home market. PTC is where MEDDIC was invented. As an early executive, he contributed to the definition and the execution of what became the world’s most renowned sales methodology.

After PTC he founded four startups with two exits and led sales teams at established companies such as Agile/Oracle and Think3. Darius trained his own teams on MEDDIC in all of those roles.

His passion for SALES goes far beyond MEDDIC. At his startups, he was always the first sales rep, selling to everyone: selling to customers, of course, but also to employees (to bring in the best talents) and to investors (to raise funds over five rounds, an aggregate of about $20M). He built the courses you see at MEDDIC Academy not just based on the original MEDDIC concept at PTC, but also his leadership experience over 30 years.

He keeps repeating: "Nothing Happens Until You sell something to someone."
Welcome to MEDDIC ACADEMY!


A SAMPLE SEQUENCE OF DARIUS SPEAKING



What's included?

2 Videos
1 Quiz
1 Survey
1 Presentation
0.3

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