MEDDIC Qualification Examples: Filled-In Deal Records

A good MEDDIC qualification example is not a finished acronym. It is a six-line evidence record in which every field holds a buyer-specific fact, says where that fact came from, and names the next step for whatever is still unknown. Below you will find weak and strong entries side by side, two full worked deals, and a simple way to score them. The companies and numbers are invented for illustration. They are not benchmarks.

TL;DR

• Fill each MEDDIC field with a fact, its source (buyer said it, or you inferred it) and a next action. A plausible-sounding answer is not qualification.
• Quantify Metrics as baseline, target and business consequence, and have the buyer confirm the number.
• A Champion is proven by what they do outside your meetings, not by how friendly they are.
• Add Paper Process and Competition (MEDDPICC) when security, legal, procurement or a rival can stall a deal you are otherwise winning.
• On an early call you will not fill all six fields. Work them in order: pain and outcome first, then access to the economic buyer, then the buying process.

Table of Contents

• What a MEDDIC record should actually contain
• Weak vs. strong entries, letter by letter
• Example 1: A $48K SaaS deal, filled in
• Example 2: A deal that looks great and is not
• Questions that produce strong entries
• When to add Paper Process and Competition
• Scoring a record so deal reviews are fast
• How MEDDIC differs from discovery, insight selling and BANT
• Is MEDDIC outdated?
• What to do on a first call
• Our perspective: the record is only as good as the call
• Using OffBook for your own MEDDIC records
• FAQ
• Sources

What a MEDDIC record should actually contain

MEDDIC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain and Champion. Atlassian’s overview describes it as a way to qualify complex B2B deals. Salesforce’s introduction covers the same six elements. Both treat it as a checklist of things to prove, not a script to read.

That distinction drives everything below. For each letter, record three things:

1. The claim. What you believe is true.
2. The evidence. Who said it, when, and whether the buyer confirmed it or you inferred it.
3. The gap and next action. What is still unknown, and what the customer would have to do to close it.

The question a VP of Sales should ask in a deal review is not whether every field is filled. It is which claims are confirmed, which are inferred, and what customer action would prove the next one.

Weak vs. strong entries, letter by letter

The fastest way to learn the framework is to see the same field written badly and well. These examples are for a B2B SaaS product sold to a mid-market company.

Notice what the strong entries share. They use the buyer’s numbers, they carry dates, and they admit what is unconfirmed. If a number comes only from your own ROI calculator, it is a hypothesis, not a metric.

Example 1: A $48K SaaS deal, filled in

Here is a full record for a fictional company, Northfield Freight, evaluating a deal-coaching tool. Every figure is invented to show the format.

Metrics. Baseline: new account executives take about six months to reach full quota. Target: four months. Business consequence: the VP Sales estimates two extra months of full production per rep across a planned eight hires. Source: VP Sales, discovery call, buyer-stated. Gap: she has not shared the hiring plan. Next action: request it before the next call.

Economic Buyer. The CRO approves software above $25K. Source: VP Sales, rep-reported only. Gap: no direct contact with the CRO. Next action: ask for a 20-minute intro framed as a pilot-scope review.

Decision Criteria. Three criteria: native CRM sync, no recording bot on customer calls, a pilot with measurable results inside 30 days. Source: buyer stated the first two; the third was our suggestion and the buyer agreed. Gap: no one has defined what “measurable” means. Next action: propose two success metrics in writing.

Decision Process. Demo to the sales leadership team, pilot, security review, CRO sign-off. Source: buyer-stated steps, no dates beyond the demo. Gap: the security reviewer is unnamed. Next action: ask who owns it and how long the last tool review took.

Identify Pain. Two late-stage deals stalled last quarter because reps never reached the budget holder. The VP called this the main reason for the evaluation. Source: buyer-stated, with deal names. Gap: none for now.

Champion. The VP Sales has scheduled the pilot for the leadership agenda and named IT as a likely objector. Source: observed behavior. Gap: we have not seen her influence the CRO yet.

Forecast call. One field fully confirmed (pain), a few confirmed in part, the Economic Buyer and process unverified. This deal belongs in best case, not commit, until the CRO intro happens and the security review has a date. That is the whole point of the exercise: the record tells you what to do on Monday.

Example 2: A deal that looks great and is not

Second fictional deal, same format, but shorter, because the point is the contrast.

• Metrics: “They want to close more deals.” There is no baseline, no target and no cost of the status quo.
• Economic Buyer: The contact says the founder decides. You have only talked to the contact.
• Decision Criteria: “They liked the demo.” No criteria were stated.
• Decision Process: “Should be quick.”
• Identify Pain: A general interest in “trying AI.”
• Champion: Replies within the hour, but has never introduced anyone.

This record has plenty of warmth and almost no evidence. Responsiveness is not championship. A real Champion, as Atlassian’s MEDDIC guide frames it, has influence and uses it for you: making introductions, forwarding internal material, building consensus. If you cannot point to one of those actions, write “no champion confirmed” and plan accordingly.

The honest next move is not a discount. It is a question that tests the contact’s power: “Who else will need to be comfortable with this, and could we include them on the next call?”

Questions that produce strong entries

Each field needs a question that makes the buyer supply the fact. A few that work in practice:

• Metrics: “What does this cost you today, and what would a good outcome look like in numbers?”
• Economic Buyer: “Who has final sign-off on a spend like this?” Atlassian suggests similar wording, such as asking whose approval is essential beyond the person you are speaking with.
• Decision Criteria: “If you had to rank what matters most when choosing, what is first?”
• Decision Process: “Walk me through what happened the last time you bought software of this size.”
• Identify Pain: “What happens if you do nothing for six months?”
• Champion: “If your CFO pushes back, who would speak up for this, and what would they say?”

We keep a longer bank in our guides on MEDDIC questions for scoring deals and MEDDPICC discovery questions.

When to add Paper Process and Competition

MEDDPICC keeps all six MEDDIC elements and adds Paper Process and Competition, as Close’s explainer lays out. The extra letters reflect a late-stage reality: a buyer can prefer your product and still not buy because security, legal, procurement or a competing option gets in the way.

Here is how that looks in a record:

Paper Process. “Security questionnaire due before the pilot; the InfoSec analyst is Dana; last review took about three weeks according to the VP. Data-processing addendum goes to legal after CRO approval. Target signature 12/05.” That entry has owners and elapsed time. “We’ll sign by quarter-end” does not, and it is the entry most likely to hide a slipped quarter.

Competition. “Evaluating a post-call note-taker already in use by the team, plus a build-in-house option. Buyer says live guidance is the gap the note-taker does not cover.” Competition includes the status quo and internal builds, not just rival vendors.

For most seed and Series A deals under a five-figure contract, plain MEDDIC is plenty. If your deal involves a security review or a procurement team, use the extended version. Our walkthrough of procurement questions mapped to MEDDPICC goes deeper on the paperwork side.

Scoring a record so deal reviews are fast

A simple 0 to 2 score per letter makes comparison easy:

A maximum is 12 for MEDDIC and 16 for MEDDPICC. Pick your own cutoffs and tune them against your actual closed-won and closed-lost deals. We do not claim a universal number, because the right threshold depends on your price point and cycle. What matters is that the team uses one rule consistently.

With Northfield above, pain scores 2, metrics 1, criteria 1, process 1, champion 1, and the Economic Buyer 0. That is 6 of 12, and the weak spot is obvious without anyone arguing about optimism.

How MEDDIC differs from discovery, insight selling and BANT

People often ask whether MEDDIC replaces other methodologies. It does not, because it answers a different question. Supered’s comparison lists MEDDIC alongside SPIN Selling, Challenger, Sandler and Gap Selling.

• Discovery frameworks such as SPIN help you ask better questions. Our SPIN Selling playbook covers that.
• Insight-led selling teaches the buyer something new. We compare it with SPIN in when to run SPIN vs Challenger.
• BANT is a lightweight screen on budget, authority, need and timeline. We explain where it stops being enough in BANT vs MEDDIC.
• MEDDIC is deal inspection: proof that a complex, multi-stakeholder deal is real.

For tactics that happen before the first call, such as warming up target accounts through business development tactics built on LinkedIn activity, MEDDIC has little to say. It starts when a conversation does.

If you are unsure which to use at your deal size, start with how to match methodologies to ACV bands.

Is MEDDIC outdated?

No, but it is incomplete. One 2026 dark-funnel analysis reports that 94% of buyers had already ranked their shortlist before first speaking to a seller, and that the vendor they preferred first wins roughly 80% of the time. Treat those as that author’s figures, not universal benchmarks. The practical lesson still holds: buyers form views before your first meeting, and may not reveal their real process right away.

So adapt rather than abandon it. Research the account before the call, speak to more than one person (see why B2B deals have multiple stakeholders), and treat the first answer to “how do you buy?” as a starting point.

What to do on a first call

Do not try to complete the record in one sitting. Salesforce’s guidance frames the framework as something you work through across the cycle. A sensible order for founder-led selling:

1. Call one: Identify Pain and Metrics. Leave with a stated problem and a number the buyer owns.
2. Call two: Decision Criteria and Champion. Find out what “good” looks like and who will carry it internally.
3. Call three: Economic Buyer and Decision Process. Earn the intro and map dates.
4. Before proposal: Paper Process and Competition, if the deal calls for them.

If you are the founder doing every call yourself, this order stops you from pitching to a contact who cannot buy. Our guide to implementing MEDDIC across a sales team covers rolling this out beyond one person. For a closer look at who signs, see types of economic buyers in SaaS.

Our perspective: the record is only as good as the call

Most MEDDIC records go wrong at the same moment: the call ends, and the rep fills in the blanks from memory and hope. Post-call notes can tell you afterward which fields were empty. By then the buyer has hung up.

That is why we built OffBook to coach during the conversation. It listens to the call and shows on-screen cues, such as a missing economic buyer, an unquantified pain or an unanswered objection, without a bot joining the meeting. The rep sees the gap while there is still time to ask the question. We structure those cues around methodologies like MEDDIC and MEDDPICC, and we pair them with pre-call briefs on the company and people you are about to meet, so the first ten minutes are not spent on facts you could have looked up.

Our view is that a framework is a discipline, not paperwork. If you apply it live, the record writes itself from what the buyer actually said. If you apply it afterward, you are mostly documenting your own optimism. We also think consent matters: OffBook asks for explicit per-session consent and ships with privacy-forward defaults, because coaching should not cost you the buyer’s trust.

— Neil

Using OffBook for your own MEDDIC records

If you run your own sales calls or lead a seed or Series A team, OffBook’s call coaching for sales gives you live MEDDIC and MEDDPICC prompts, pre-call briefs, and instant post-call debriefs with follow-up drafts. The Power plan is $59 per month or $590 per year, and the Team plan is $1,000 per year per seat. Details are on the pricing page.

FAQ

Is MEDDIC the same as MEDDPICC?

No. MEDDPICC contains all six MEDDIC elements and adds Paper Process and Competition. Use MEDDIC for disciplined qualification and add the two extra letters when procurement, legal, security or a competitor can materially affect the deal.

Is there an official MEDDIC certification?

There is no single independent body that licenses MEDDIC, so credentials come from individual training providers. One provider, MEDDIC Academy, lists its own credentials, and another says no single official certification exists. Before paying, check who issues it, how it is assessed, how it is verified, and whether it includes live deal practice.

Do I need to fill every MEDDIC field on the first call?

No. On an early call, focus on pain and a measurable outcome, then earn access to the economic buyer and map the buying process on later calls. Forcing a complete record too early produces guesses, not evidence.

How do I tell a real Champion from a friendly contact?

Look at behavior outside your meetings. A Champion makes introductions, forwards your material internally, builds support and defends the project when you are not there. Fast replies and enthusiasm alone do not count.

Sources

• MEDDIC sales methodology explained, Atlassian
• What is MEDDIC sales? Salesforce
• MEDDPICC, Close
• Sales methodologies, ranked and compared, Supered
• MEDDIC into the dark funnel, part 2, Charles Bartlett
• MEDDIC certified credentials, MEDDIC Academy

Recommended

• MEDDIC Cheat Sheet Sales Teams Use on Calls
• How to Implement MEDDIC Across Your Sales Team
• Free MEDDIC Scorecard Generator
• MEDDIC Questions for Sales Reps to Score Deals