Metrics (M): 7 questions
'If this initiative works, what does success look like quantitatively in 12 months?'
'What's the cost of the current state, in dollars or hours?'
'What ROI threshold does a project like this need to clear to be approved?'
'How are you measured personally on this outcome?'
'If you had to put a dollar number on this problem, what would it be?'
'What KPI does your CRO/CFO ultimately care about that this affects?'
'Have you built a business case yet? What numbers does it include?'
Economic Buyer (E): 6 questions
'Who has the budget authority to approve this purchase?'
'Have you discussed this with them yet?'
'What does that person care about most this quarter?'
'Would they take a 30-minute meeting if we positioned it right?'
'What signals would tell you they're bought in?'
'Has this person approved similar purchases recently? What made them say yes?'
Decision Criteria (DC): 5 questions
'What criteria will you use to evaluate vendors?'
'Is there a formal scorecard or RFP?'
'Which criteria matter most to you personally?'
'Which matter most to your executive team?'
'Are there any criteria that would automatically disqualify a vendor?'
Decision Process (DP): 6 questions
'Walk me through what happens after you decide to move forward.'
'Who else needs to weigh in before this gets signed?'
'What's the typical timeline from decision to signature?'
'Has anything like this been delayed at the last step? Why?'
'Who has veto power even if you and the EB are aligned?'
'Is there a board approval or executive committee step?'
Paper Process (P): 6 questions
'Who's involved in procurement?'
'What's typical contract turnaround time?'
'Are there security or compliance reviews we need to plan for?'
'Does legal review your MSAs in-house or with outside counsel?'
'What's caused contract delays in similar deals?'
'Can we get the paper process running in parallel with technical validation?'
Identify Pain (I): 7 questions
'What's the worst part of how this works today?'
'How long has this been a problem?'
'What have you tried before that didn't work?'
'What does this cost you personally when things go wrong?'
'Who else in your organization shares this pain?'
'What's the cost of waiting another year to fix this?'
'If nothing changes, what happens at your next QBR?'
Champion (C): 7 questions
'Who else in your org cares about this outcome as much as you do?'
'Who would lose if this initiative fails?'
'Who has the political capital to push this through?'
'Would you be willing to introduce us to that person?'
'What's their motivation for solving this?'
'How could we help them build the internal case?'
'Have they bought from a similar vendor before?'
Competition (C): 6 questions
'Who else are you evaluating?'
'Where are they ahead of us and where are they behind?'
'What's the alternative if you don't pick a vendor?' (Status quo is a competitor.)
'What would have to be true for you to pick us over them?'
'Has anyone on your team used the other vendor before? What was their take?'
'On a 1-10 scale, where does each vendor stand right now?'
How to use the question library
Don't ask all 50. Pick three to five per dimension, depending on stage.
Early stage: heavier on Metrics, Identify Pain, Decision Criteria.
Mid-stage: heavier on Economic Buyer, Decision Process, Champion.
Late stage: heavier on Paper Process and Competition.
Capture answers as Salesforce fields. The discipline of writing down the answer reveals where qualification gaps exist.
Frequently asked questions
How many MEDDPICC questions should I ask per call?
Three to five per dimension, depending on stage. Don't try all 50 in one conversation.
Which MEDDPICC dimensions matter most early-stage vs late-stage?
Early: Metrics, Pain, Decision Criteria. Late: Paper Process, Competition. Stage your discovery accordingly.
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