1 min lesson
MEDDICC, decoded
Explain the practical point behind "MEDDICC is the standard for complex, multi-stakeholder cycles - exactly the mid-market motion at Cursor."
Step 1 of 3
MEDDICC, decodedthe workhorse framework
MEDDICC is the standard for complex, multi-stakeholder cycles - exactly the mid-market motion at Cursor. MEDDPICC adds the Paper process, which matters once Procurement and Legal enter the room.
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MEDDPICC inserts P
- Letter
- M - Metrics
- What it is
- The quantified value the buyer expects
- What it looks like in a Cursor deal
- "Reclaim 3 hrs/dev/week across 40 engineers" - the number from discovery
- Letter
- E - Economic buyer
- What it is
- The person who controls the budget
- What it looks like in a Cursor deal
- VP Eng or CTO who signs, often not the dev who championed adoption
- Letter
- D - Decision criteria
- What it is
- What they'll judge the purchase on
- What it looks like in a Cursor deal
- Security posture, eval results, per-seat ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition., fit with existing stack
- Letter
- D - Decision process
- What it is
- The actual steps to a signature
- What it looks like in a Cursor deal
- Eval, security review, procurement, legal redlines, exec sign-off
- Letter
- I - Identify pain
- What it is
- The compelling, quantified problem
- What it looks like in a Cursor deal
- Velocity flat into a launch; toil eating real headcount
- Letter
- C - Champion
- What it is
- The insider who sells for you
- What it looks like in a Cursor deal
- The staff eng or EM who'll defend the line item in the budget meeting
- Letter
- C - Competition
- What it is
- Alternatives, including doing nothing
- What it looks like in a Cursor deal
- Copilot incumbency, Windsurf or "just keep the free tier"
| Letter | What it is | What it looks like in a Cursor deal |
|---|---|---|
| M - Metrics | The quantified value the buyer expects | "Reclaim 3 hrs/dev/week across 40 engineers" - the number from discovery |
| E - Economic buyer | The person who controls the budget | VP Eng or CTO who signs, often not the dev who championed adoption |
| D - Decision criteria | What they'll judge the purchase on | Security posture, eval results, per-seat ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition., fit with existing stack |
| D - Decision process | The actual steps to a signature | Eval, security review, procurement, legal redlines, exec sign-off |
| I - Identify pain | The compelling, quantified problem | Velocity flat into a launch; toil eating real headcount |
| C - Champion | The insider who sells for you | The staff eng or EM who'll defend the line item in the budget meeting |
| C - Competition | Alternatives, including doing nothing | Copilot incumbency, Windsurf or "just keep the free tier" |
MEDDPICC inserts P - Paper process - between Champion and Competition: NDAs, MSAs, security questionnaires and DPAs.