1 min lesson
Qualification with MEDDIC/MEDDPICC
Use "Expect to be handed a hypothetical deal and asked to score it against MEDDPICC live, then name the gaps" to describe the practical rule.
Step 1 of 3
Enterprise loops assume you qualify with discipline. Expect to be handed a hypothetical deal and asked to score it against MEDDPICC live, then name the gaps.
MEDDPICC is the standard rigor for complex B2B deals. Each letter is a question you must be able to answer about any deal you forecast. If you can't, you have a gap and naming the gap is the point of the framework.
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Advanced table
MEDDPICC = MEDDIC plus an explicit Paper process and Competition
- Letter
- M - Metrics
- Question
- What quantified outcome does the buyer get?
- What "good" looks like at Cursor
- Time saved per dev, PR throughput, onboarding speed - measured in the pilot, not asserted.
- Letter
- E - Economic buyer
- Question
- Who controls the budget and signs?
- What "good" looks like at Cursor
- Usually VP Eng or CTO; you've spoken with them, not just heard their name.
- Letter
- D - Decision criteria
- Question
- How will they choose and against whom?
- What "good" looks like at Cursor
- Security posture, admin controls, model quality, dev preference, price.
- Letter
- D - Decision process
- Question
- What are the actual steps to signature?
- What "good" looks like at Cursor
- Eval → security review → procurement → legal → signature, with owners and dates.
- Letter
- P - Paper process
- Question
- What does legal/procurement require?
- What "good" looks like at Cursor
- MSAMaster Service Agreement. The overarching contract between customer and vendor that everything else (order forms, DPAs, SLAs) hangs off. Negotiated once so each later purchase doesn't restart legal review. Press Enter for the full definition., DPAData Processing Agreement. The contract spelling out exactly how a vendor may process your data: purposes, subprocessors, retention and breach duties. The document privacy reviews actually read. Press Enter for the full definition., SOC 2 review, IP/indemnity terms, redline cycle time.
- Letter
- I - Identify pain
- Question
- What hurts enough to fund a change?
- What "good" looks like at Cursor
- Slow delivery, expensive onboarding, ungoverned shadow adoption to rein in.
- Letter
- C - Champion
- Question
- Who sells for you internally?
- What "good" looks like at Cursor
- A developer or eng lead who feels the pain and has credibility and access.
- Letter
- C - Competition
- Question
- Who/what else is in the room?
- What "good" looks like at Cursor
- Copilot, Windsurf, JetBrains AI, status quo, "build nothing."
| Letter | Question | What "good" looks like at Cursor |
|---|---|---|
| M - Metrics | What quantified outcome does the buyer get? | Time saved per dev, PR throughput, onboarding speed - measured in the pilot, not asserted. |
| E - Economic buyer | Who controls the budget and signs? | Usually VP Eng or CTO; you've spoken with them, not just heard their name. |
| D - Decision criteria | How will they choose and against whom? | Security posture, admin controls, model quality, dev preference, price. |
| D - Decision process | What are the actual steps to signature? | Eval → security review → procurement → legal → signature, with owners and dates. |
| P - Paper process | What does legal/procurement require? | MSAMaster Service Agreement. The overarching contract between customer and vendor that everything else (order forms, DPAs, SLAs) hangs off. Negotiated once so each later purchase doesn't restart legal review. Press Enter for the full definition., DPAData Processing Agreement. The contract spelling out exactly how a vendor may process your data: purposes, subprocessors, retention and breach duties. The document privacy reviews actually read. Press Enter for the full definition., SOC 2 review, IP/indemnity terms, redline cycle time. |
| I - Identify pain | What hurts enough to fund a change? | Slow delivery, expensive onboarding, ungoverned shadow adoption to rein in. |
| C - Champion | Who sells for you internally? | A developer or eng lead who feels the pain and has credibility and access. |
| C - Competition | Who/what else is in the room? | Copilot, Windsurf, JetBrains AI, status quo, "build nothing." |
MEDDPICC = MEDDIC plus an explicit Paper process and Competition - both decisive in enterprise AI deals.