The Official MEDDIC / MEDDPICC® Sales and Leadership Training & Certification
Online courses and live workshops from the original creator of the first online MEDDIC & MEDDPICC® courses, author of the first MEDDIC book, and the person who codified MEDDPICC from tribal knowledge into a global education ecosystem.
Trusted by Big Tech, SaaS Leaders & Startups
MEDDIC Sales Training & Certification
Official MEDDIC and MEDDPICC® Courses by Darius Lahoutifard
What is MEDDIC and what does it stand for?
MEDDIC by MEDDIC Academy has become one of the most renowned sales qualification methodologies for complex enterprise sales. Originally built around six core elements, MEDDIC helps sales teams qualify opportunities, understand the customer’s buying process, identify business pain, and improve their ability to win qualified deals.
MEDDIC Academy is the official source for MEDDPICC® training and certification. As the MEDDPICC® trademark owner, MEDDIC Academy has trained sales teams at Google, Amazon, Salesforce, Cisco, and thousands of professionals worldwide.
What is MEDDICC?
MEDDICC adds “Competition” to the MEDDIC framework. Understanding the competition helps sellers improve their account strategy, orient metrics toward the right business KPIs, assess the customer’s decision criteria, and understand how competing solutions may influence the deal.
Definition of MEDDPICC®
MEDDPICC® by MEDDIC Academy adds the “Paper Process” to MEDDICC. In complex enterprise sales, sellers need to understand the internal legal, procurement, administrative, and approval steps required before a purchase order can be issued.
These steps often happen late in the sales cycle, when timing is critical. If the paper process is underestimated, the purchase order may be delayed, whether the deadline is driven by the vendor’s quarter-end or the customer’s implementation expectations. A strong MEDDPICC® sales process helps sellers anticipate these issues earlier, including by sharing standard contracts or terms of service before the final stage of the deal.
The 8 Pillars of MEDDPICC®
The most advanced sales methodology for modern B2B sales.
M Metrics
Quantifiable economic impact of your solution vs. competition or existing solution.
E Economic Buyer
The individual with final authority to fund the contract.
D Decision Criteria
The formal requirements used to evaluate your solution.
D Decision Process
The series of steps the client takes to reach a decision.
P Paper Process
Legal and procurement steps required to sign the contract.
I Identify Pain
Understanding the actual business problem and cost of inaction.
C Competition
The internal and external alternatives to your solution.
C Champion
The internal stakeholder who sells on your behalf.
The Origin of MEDDIC Academy
From PTC Sales Execution to the Global MEDDPICC® Education Ecosystem
How did all this start?
MEDDIC and MEDDPICC® by MEDDIC Academy are rooted in the sales and qualification techniques developed at PTC, Parametric Technology Corp. PTC is a software company known for having built one of the strongest sales cultures in enterprise software, now SaaS. The company had over forty quarters of continuous growth during the 1990s.
The initial global sales management team at PTC developed different elements of MEDDIC in the field. That early 1990s team of sales managers, composed of a dozen trailblazers, are the true creators of MEDDIC. Later, PTC training managers at the headquarters in Boston were asked to put together the best practices from the field. They compiled them into a formal practice course for new hires and gave it a name: MEDDIC.
How did MEDDIC Academy start?
MEDDIC Academy™ founder Darius Lahoutifard was a member of that initial international sales leadership team at PTC who created MEDDIC. He took PTC Southern Europe from $4M to $27M in three years, beating the main competitor, Dassault Systèmes, in their home market of France.
Darius contributed to the creation, articulation, and elaboration of MEDDIC. Most importantly, he successfully executed it in one of the most competitive and challenging regions. He later practiced it in sales leadership roles at THINK3 and Agile/Oracle, among other companies.
Darius later made the first major public educational contributions around MEDDIC and MEDDPICC®, including the first educational course on SlideShare in July 2013 and the first book written on MEDDIC and MEDDPICC in June 2020. This is why Darius Lahoutifard, founder of MEDDIC Academy and author of Always Be Qualifying, is often considered the builder who codified MEDDIC from tribal knowledge into the global MEDDPICC® education ecosystem.
How did MEDDIC Academy evolve?
In 2017, Darius founded MEDDIC Academy™, the first organization to offer online and blended learning programs on MEDDIC and MEDDPICC® for individuals, managers, trainers, and enterprise clients. In 2018, MEDDIC Academy™ became the first organization to deliver test-based certifications and make it possible to become MEDDIC Certified™.
His leadership in democratizing MEDDIC and MEDDPICC® was highlighted in June 2020, when he published the first book ever written on MEDDIC and MEDDPICC®. The book ranked first in two categories on Amazon for weeks, obtaining Best Seller status. In January 2021, Gartner included MEDDIC Academy™ on its Sales Training Providers Magic Quadrant.
MEDDIC Academy offers on-demand, instantly available online courses, virtual instructor-led training, live online workshops, and in-person MEDDIC and MEDDPICC® workshops globally. Different curricula are available for individual contributors, managers, trainers, and enterprise clients.
For Individuals
Individual Certification
- Self-paced video modules with expert commentary
- Official Digital Certification Badge for LinkedIn
- Access to the MEDDPICC® App
- Lifetime Verifiable Credential hosted at MEDDIC Academy
For Enterprises
Corporate Workshops
- Signature 3-step blended learning program
- On-site or intensive virtual delivery options
- Curricula for Executives, Managers, AEs, SEs, CSMs
- CRM Integration support & process alignment
The Pioneer
Darius Lahoutifard
Darius Lahoutifard is a serial entrepreneur and former executive at PTC. He is the original pioneer who brought MEDDIC to the mass market and authored the Amazon Best Seller Always Be Qualifying.
Along the years, through different media, Darius has educated 100k+ individuals in 132+ countries, including executives at companies like Google, Amazon, and Salesforce, defining the standard for enterprise sales excellence.
Testimonials
Endorsed by Industry Leaders
“After a review of several Sales Training companies, we selected MEDDIC Academy because of the practical approach, the strong blended learning program, and Darius’ experience. The results were terrific. Our average win rate moved from 7% to 51% by the end of the year. Amazing! Thanks Darius.”
“Energetically empowering and relentlessly helpful, Darius is a pleasure to work with. We also needed a blended formula, not just a facilitator talking. We wanted to avoid the old school training which fades away within days after the training, no matter how great the speaker is. After 6 months I can now affirm everything went as expected, and we even extended the platform to our channel partners. Darius and MEDDIC Academy under-promised and over-delivered.”
“If you are looking for a comprehensive MEDDIC training, Darius offers the only online, in-person and customized MEDDIC curriculum available today. I looked at several options for MEDDIC training and MEDDIC Academy was the only blended learning solution that offered on-demand and even multi-lingual options.”
“We trained 2000 sellers globally by our 20 sales enablement managers, certified by MEDDIC Academy’s Train the Trainer program. We improved win rate, forecast accuracy, customer relevance, and a lot more. Adoption within weeks with initial results within a month.”
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