MEDDPICC
The Value Pyramid is the engine that powers MEDDPICC.
If you run MEDDPICC, and you should, the Value Pyramid is not a separate idea. It is what feeds the qualification. Each level of the pyramid produces a MEDDPICC element.
The mapping
Each level produces an element.
Goals and StrategiesEconomic BuyerReach the altitude where the economic buyer actually lives.
WindsPainThe subjective conditions the economic buyer feels day to day.
InitiativesMetricsFunded, measurable, and time-bound by definition.
ObstaclesImplicate the PainIdentify it, indicate it, then implicate it up the pyramid.
NeedsDecision CriteriaEvolve agnostic needs into criteria that lock in your differentiation.
Value drivers
Every strategy maps to one of three drivers.
When you grade a Strategy, this is the test. Real strategies move one of these levers for the business.
Increase revenue
Improve efficiency
Reduce risk
Run MEDDPICC at full strength.
The Value Pyramid feeds your qualification. The deep method that turns it into closed revenue lives inside MEDDICC Membership.