1 min lesson
MEDDICC, decoded
Use "MEDDICC is a standard framework for complex, multi-stakeholder cycles, which describes the multi-team deals a Cursor AE runs" to say what you would do next.
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MEDDICC, decodedthe workhorse framework
MEDDICC is a standard framework for complex, multi-stakeholder cycles, which describes the multi-team deals a Cursor AE runs. MEDDPICC adds the Paper process, which matters once Procurement and Legal enter the room.
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MEDDPICC adds a P for Paper process right after Decision process
- 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 adds a P for Paper process right after Decision process: NDAs, MSAs, security questionnaires and DPAs.