MEDDIC can diagnose your deal. It can't cure it.
MEDDIC tells you whether a deal is worth pursuing. It doesn't tell you how to run it.
The superglass team · · 2 min readMEDDIC tells you whether a deal is worth pursuing. It doesn't tell you how to run it. Confusing the two is why teams "run MEDDIC" and still miss the number.
What qualification does
MEDDIC — Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion — is a filter, and one of several frameworks worth knowing. It tells you fast whether a deal is real: budget, champion, urgency. Most lost deals were lose-able from week two, and a good qualification framework catches that early.
What it doesn't do
MEDDIC doesn't tell you what to say on the call, how to re-engage a quiet champion, or what to do when procurement stalls. That's methodology — the behavior that actually moves a qualified deal to closed-won. Teams that skip this part end up with every field filled in and reps who know exactly how healthy a deal is, with no idea what to do about it.
Where superglass fits
Methodology Builder lets your qualification criteria feed a live configuration that also encodes what happens next — the questions to ask, the moves to make. Field Notes and Deal Intelligence turn that into a next action, not just a score.
If your team can diagnose a deal better than it can close one, request early access.