The most comprehensive way to learn MEDDPICC® foundation independently. Bite-sized, structured video lessons, slides, templates, and scoring tools built to help you master the framework at your own pace, designed by MEDDIC Academy, the original source of the methodology online.
Live, high-impact sessions delivered virtually or in person. We help you apply MEDDPICC® directly to your own products and services, and build your customized playbooks. We help you inspect your deals through coached pipelines, and opportunity reviews, using our tools and guided by certified experts from MEDDIC Academy.
The only official source for MEDDPICC® certification. Progress through multiple levels, from sellers to managers, trainers, and leaders. Whether you’re aiming for the ideal role or delivering workshops backed by the official MEDDIC Academy, the original creator of the first online platform, the first book, and the registered MEDDPICC® trademark.
A new generation of enablement technologies built on MEDDPICC®. From the MEDDPICC® App and Plan2Close MEDDPICC® for Salesforce to the MEDDPICC® Coach AI and the MEDDPICC® Score Calculator; smart tools to assess deals, coach sellers, prepare calls, qualify opportunities, prepare forecasts and advance deals with precision.
What is MEDDPICC® ?
MEDDPICC®
MEDDPICC® is a registered trademark owned by Darius Lahoutifard, the founder of MEDDIC Academy, covering the educational and technology offers related to the MEDDPICC sales framework products and services. These MEDDPICC products and services include online courses, workshops, certification programs, videos, books, audiobooks, and other content, authored by Darius Lahoutifard and marketed by MEDDIC Academy to help implement MEDDIC, MEDDICC or MEDDPICC sales concepts, ideas, frameworks, and methodologies.
Metrics: Quantification of the potential gain and, ultimately, the economic benefit
Economic Buyer: Interaction with the person who has decision control on the funds for the PO
Decision Criteria: Criteria used by the company to make the purchase decision and choose among options
Decision Process: Process defined by the company to reach the purchase decision
The Value Triangle: A visual representation of our value for the client’s needs vs our competitor
Paper Process: Customer’s formal procurement process (security, legal, purchasing, etc.)
Identify Pain: Actual pains at the company that require your product/service to be relieved
Champion: Powerful & influential persons at the company who are favorable to your solution
Competition: Alternatives considered alongside your solution, including status quo
ROI: Return on Investment or Payback period—turn metrics into an ROI pitch
Say No: Why, when, and how to say no
Champion Development: How to identify, develop, and test champions
From Fortune 500 enterprises to high-growth startups, MEDDPICC® empowers sales excellence in over 132 countries.
Trusted by Global Sales Teams
Trusted by global leaders applying the MEDDPICC® sales methodology worldwide. From Fortune 500 companies to fast-growing innovators, these organizations partner with MEDDIC Academy for official MEDDPICC® certification, workshops, and tools.
MEDDIC Academy’s customer testimonials highlight the measurable impact of our MEDDPICC® sales training, workshops, and certification programs across industries. From global enterprises to fast-growing startups, sales leaders describe how applying the MEDDPICC® framework improved qualification accuracy, forecast confidence, and deal outcomes. Each testimonial reflects real results achieved through the original MEDDIC Academy methodology—the only official source of MEDDPICC® learning and certification.
What our Clients say
Empowered Sales Force with a +100 post-training NPS survey score
Darius killed it with a +100 post-training NPS survey score (Net Promoter Score). The in-person training and workshops that we had with him involved our whole sales force including AEs, SDRs, CS, and management during a full day. The team appreciated a very practical, sharp, and organized program that involved everyone present without leaving anyone behind. Multiple case studies, all based on his personal experience, made his stories credible and rich in a way that everyone could relate and feel empowered to apply the techniques. He makes complex business methodologies accessible to all! — Nicolas Bustamante, CEO / DOCTRINE, Lawyers’ Search Engine —
Refreshed MEDDIC by Darius
We called on Darius and MEDDIC Academy for our Sales Kick-Off earlier this year and we clearly got value out of it. We had used MEDDIC before, but with many new team members we needed to align everyone around a common language for pipeline quality. Everyone was enrolled in the online MEDDIC classes produced by MEDDIC Academy, and Darius performed workshops during our in-person meeting in California. I am really pleased with how Darius executed this, and I’m sure it will convert to business for us. — Göran Malmberg, CEO / Mentice —
Delivered a Global / International Message
Darius was able to articulate several key challenges in the MEDDIC process and Champion-building that are applicable globally. This really helped our sales teams get unified in our process and communications. The engagement with the team was fantastic, confirming that they got it and were ready to adopt a better approach to selling. His actions directly impacted that year’s sales results. — Ed Williams, CEO / BRNI (now Autodesk) —
Revenue Increased by 200 %
We wanted a sales intervention around MEDDIC to evaluate gaps in our sales processes. After evaluating multiple options, we engaged with Darius and it was a wonderful experience. His analysis of gaps and recommendations was sharp and actionable. We implemented several of them, and within 12 months our monthly revenue was 3× what it had been. — Rajeev Agrawal, CEO / Innoviti Payment Solutions —
Professional Online Course
I thoroughly enjoyed my online training with MEDDIC Academy. It was professionally delivered with real-world examples throughout. Darius provided great support when needed. The additional courses further enhanced my sales skills, giving me valuable knowledge to apply in the field. I would recommend MEDDIC Academy to anyone in enterprise sales wishing to reach the next level, shorten the sales cycle, and increase deal value while delivering more value to clients. — Steve Evangelou, Regional Sales Director / Lookout, London (UK) —
Very Useful Training
Thanks to their solid experience and incredible sales track record, MEDDIC Academy makes its training immediately useful from the second you finish the session. Darius’ approach is based on interaction, real case studies, and a clear methodology that delivers strong results. — Julian Chicha, Regional Sales Director / Sungard FIS —
Learning How Deals Happen
Darius taught us an efficient sales methodology, made credible with real case studies based on his deep experience in sales and management, and immediately usable every day. His sessions go beyond sales lessons—he makes us reflect on how connections and deals happen in a simple yet profound way. — Yohann Assoune, Head of Sales / Also Group —
Strong Message Delivered During Sales Kick-Off
We connected with Darius to support our annual Kick-Off with the challenge of introducing the MEDDIC qualification methodology. Although time was short, with only two four-hour sessions, Darius managed to articulate the message and involve every person in the room. Our staff left with a new, structured view of how to qualify opportunities from both technical and commercial perspectives. His ability to translate strategic methodologies into simple, logical, and entertaining sessions created significant improvement in our team’s sales approach. — Peter Moorhouse, VP Sales & Marketing / Ansys —
Read a more detailed list of customer testimonials on meddic.academy .
MEDDPICC & MEDDIC Academy
In Numbers
Since 2017,
with 35 years of Leadership experience,
MEDDIC Academy has empowered over 100,000 sellers
in over 132 countries,
and counting.
MEDDPICC ® by Darius Lahoutifard at MEDDIC Academy
Definition of MEDDPICC ®
MEDDPICC ® by MEDDIC Academy is a more advanced methodology, with some similarities to MEDDIC . It has now become the most renowned Sales Qualification Methodology applicable to any Enterprise Sales Process. On the surface, it emphasizes the importance of “Paper process” and the “Competition.” The “Paper Process” is the process through which a purchase request has to go inside that company for such a deal and be executed accordingly. Sellers must understand the “paper process” and anticipate the issues. Elite Account Executives share the company’s standard contract or TOS, or terms of services, earlier in the process.
MEDDPICC
METRICS: Measurable gain that leads to economic benefit.
ECONOMIC BUYER: The person with discretionary access to funds.
DECISION PROCESS: The process defined by the client to make a purchase decision.
DECISION CRITERIA: The criteria the client defines when making a purchase decision.
PAPER PROCESS: Customer’s legal and administrative process to sign a contract or place a purchase order
IDENTIFY PAIN: The pains which require your solution to be remedied.
COMPETITION: The client’s alternatives to remedy the pain, including no-decision or in-house solutions.
CHAMPION: The person in the account who sells on your behalf.
To summarize, MEDDPICC tells you that to win any complex B-to-B deal, you need to execute the above. Now the question is: how to execute these elements.
MEDDPICC Definition
Darius Lahoutifard Speaking at a SKO – October 2024
How did all this start?
MEDDIC & MEDDPICC ® by MEDDIC Academy are the results of the Sales and Qualification techniques developed at Parametric Technology Corp., aka PTC . PTC is a software company with a strong sales culture in the context of Enterprise Software (now SaaS). The company had over 40 quarters of non-stop growth during the 90s. The initial Global Sales Management team at PTC developed different elements of MEDDIC in the field. That initial team of sales managers in the early 90s, composed of a dozen of trailblazers, are the true creators of MEDDIC. Later, PTC training managers at the headquarters in Boston were asked to put together the best practices in the field. They put them together in a formal practice course for new hires and named it MEDDIC. You can learn more here.
A few in-person MEDDPICC® Workshops by Darius Lahoutifard
How did MEDDIC Academy start?
MEDDIC Academy™’s founder, Darius Lahoutifard, was an early sales leader at PTC , where MEDDIC was born. He was running one-third of Europe. His region grew from $4M to $27M in 3 years, beating the main competitor (which was and still is Dassault Systemes) in their fiefdom (Dassault is a French company). As an anecdote, Darius’ team was able to beat Dassault in their home market, France, even though Dassault is the only vendor that PTC never managed to beat. Not even today (in terms of revenue, market share, headcount, etc…).
Darius naturally contributed to the creation, articulation, and elaboration of MEDDIC. He successfully successfully executed it in the most competitive and challenging region. He later practiced it in his career, including his sales leadership roles at THINK3 and Agile/Oracle, among other companies. Darius made the first publications regarding MEDDIC and MEDDPICC® later in his career.
How did MEDDIC Academy evolve?
In May 2017 Darius founded MEDDIC Academy™, the first company to offer online and blended learning programs on MEDDIC and MEDDPICC® for sellers, sales managers, sales trainers, and Enterprise clients. In 2018, MEDDIC Academy™ became the first company to deliver test-based certifications and make it possible to become MEDDIC Certified™.
His leadership in democratizing MEDDIC & MEDDPICC® was highlighted in June 2020, when he published the first book ever written on MEDDIC and MEDDPICC®. The book ranked first in 2 categories on Amazon for weeks, thus obtaining the “Best Seller” status. In January 2021, Gartner included MEDDIC Academy™ on its Sales Training Providers Magic Quadrant.
A MEDDPICC Conference and Workshop in Las Vegas
MEDDIC Academy offers online courses on demand, which are instantly available virtually and in person. Different curricula are available for individual contributors, managers, and trainers. The company also offers vILT programs (virtual Instructor-Led Training), live online workshops, in-person training, and global workshops.
