MEDDPPICC is a proven methodology used for strategic opportunity management and complex sales process orchestration for enterprise organizations and is an acronym for:
Qualify your opportunities throughout the sales process (but especially during the "1-Discovery" and "2-Scoping" stages) leveraging the resources below to put yourself in the best position to earn the customer's business. MEDDPPICC is part of the Command Plan and is required for all new business opportunities above a certain threshold (see Opportunity Management Requirements for additional details).
(M) Metrics: the economic impact of the solution
Check out the Demystifying the Metrics Conversation Handbook page.
(E) Economic Buyer: the individual within the customer’s organization who is required for the final “yes”
(D) Decision Process: the process and timeline by which the customer will evaluate, select, and purchase a solution
(D) Decision Criteria: the formal solution requirements against which each participant in the decision process will evaluate (includes the technical and financial lens with which the customer views GitLab)
(P) Partner: the process of validating the partner landscape and opportunity implications
(P) Paper Process: the process by which the customer will document and execute the process of purchasing (including the MSA, order form, PO, etc.)
(I) Identify Pain: the problems created by the customer's current state (nobody buys until there is pain!)
(C) Champion: the person(s) with power and influence inside the customer’s organization who are actively selling on your behalf and willing to give you inside information to help you win the deal
Check out the Force Management Podcast on Champions
(C) Competition: competitive strengths, weaknesses, and differentiators, including competitor’s champions