About MEDDPICC®

Get MEDDPICC® Certified officially by MEDDIC Academy. MEDDPICC® refers to a series of educational materials including online courses, slides, videos, books and other educational materials that were published and made available online by Darius Lahoutifard and MEDDIC Academy for the first time in the period of 2013-2017. They were partially the results of the Sales and Qualification techniques and best practices that were initially developed offline at PTC (aka Parametric Technology Corp.) during the 90s, and his own developments and creations. PTC is a software company known for having built one of the strongest sales cultures in the context of Enterprise Software (now SaaS). The company had over 40 quarters of continuous growth during the 90s. The initial Global Sales Management team at PTC developed different elements of MEDDIC in the field.

What Is MEDDPICC®?

MEDDPICC ®, a trademark owned by Darius Lahouitfard, the founder of MEDDIC Academy, is a course commercialized online and in person. It covers:

1. Metrics: Quantification of the potential gain and, ultimately, the economic benefit
2. Economic Buyer: Interaction with the person who has decision control on the funds for the PO
3. Decision Criteria: Criteria used by the company to make the purchase decision and choose among options
4. Decision Process: Process defined by the company to reach the purchase decision
5. The Value Triangle: A visual representation of our value for the client’s needs vs our competitor.
6. Paper Process: Formal procurement process that the customer has defined internally for all suppliers, including security review, legal, purchasing, etc.
7. Identify Pain: Actual pains at the company that would require your product/service to be relieved
8. Champion: Powerful & influential persons at the company who are favorable to your solution
9. Competition: The alternatives that the customer is considering alongside your solution, including another supplier, internal developments, or simply status quo (i.e., no decision)
10. ROI: Return on Investment or Payback period – How to develop any metrics into an ROI pitch
11. Say No: Why, When, and How to Say No
12. Champion Development: How to identify, develop, and test champions
13. Objection Handling
14. MEDDPICC Score calculator

The level of knowledge, control, and progress of each of the above elements in a specific account provides the salesperson with an easy-to-use and remember MEDDPICC CHECKLIST. Reviewing the MEDDPICC CHECKLIST will result in an objective assessment of the level of qualification in the sales campaign and the degree of confidence in the sales forecast. The unchecked elements on the MEDDPICC CHECKLIST will point the sales team to the right actions in the account, leading to closing that deal.

Darius Lahoutifard, the founder of MEDDIC ACADEMY, was a member of that initial international sales leadership team at PTC. He took PTC Southern Europe from $4M to $27M in 3 years, beating the main competitor, DASSAULT Systemes (NYSE Euronext: DSY), in their own fiefdom (France). He naturally contributed to the elaboration of MEDDIC and later practiced it in his career, including his sales leadership roles at THINK3 and ORACLE, as well as his own startups.

MEDDIC Academy is the exclusive provider of legally valid MEDDPICC® certifications. As the trademark owner, we ensure your certification is not only recognized but also protected and fully compliant. No other platform offers this level of legitimacy in the US.

What it means to get MEDDPICC® Certified™?

• A way to standardize the knowledge, the skills and the best practices of the MEDDPICC® methodology in sales campaigns.
• A guaranteed validation, provided by a reputable organization with deep historic roots into MEDDPICC®.
• For Salespersons who wish to take their careers to the next level, it’s the validation of their knowledge by an unbiased 3rd party.
• For recruiters and hiring managers, it’s a proof to support a sales job applicant’s declarations.

Why should sales professionals be certified in MEDDPICC®?

The power of MEDDPICC® lies in execution. While taking a course or reading a book introduces the framework, true mastery only comes through application.

The MEDDPICC® Certification serves as a formal assessment of your ability to execute the methodology at a professional level. It validates not only your understanding of the framework but also your ability to apply it effectively in the field.

This certification allows sales professionals to demonstrate their competency and strategic sales acumen to employers, peers, and customers alike.

Why should employers hire MEDDPICC® certified sales professionals?

The MEDDPICC® Certification goes beyond theoretical knowledge. It assesses a candidate’s ability to apply the methodology in real-world sales situations, through scenario-based evaluations and case studies.

Hiring a certified professional gives employers confidence that the candidate not only understands the MEDDPICC® framework but has been independently validated in their ability to use it effectively. Instead of just claiming experience in an interview, a certified candidate brings a recognized credential that proves their capability in executing a structured, enterprise-grade sales process.

Three Levels of Certification / Credential

	Introduction to MEDDPICC®	Full MEDDPICC® Advanced MEDDPICC® MEDDPICC® for Managers	MEDDPICC® for Trainers MEDDPICC® Certified
Course	mini-course / 15 min	2.5 to 6 hours, depending on the course. 15 to 30 modules	7-10 hours
Exams	Self-controlled Quiz	Self-controlled Quiz	Time-controlled Exam verified by MEDDIC Academy
Visibility on LinkedIn	Basic	Advanced	Advanced
Credentials	LinkedIn Alumni	Certificate of Completion	MEDDPICC® Certified
What does it mean	The person has a beginner’s understanding of MEDDPICC® but does not necessarily know how to apply	The person has spent over a few hours attending MEDDPICC® courses and learned the concepts and techniques in detail	The person has learned full MEDDPICC® and has been tested. MEDDIC Academy certifies that they have MEDDIC sales skills. They can practice and train.
Credentials Officially Verifiable by Trusted 3rd party	None	Certificate of Course Completion: verifiable Authenticated certificate through a permanent URL on MEDDIC Academy website	Full Certification: verifiable Authenticated certificate through a permanent URL on MEDDIC Academy website
Price	Free	Starting at $297	Starting at $3950
		See Pricing	See Pricing

• To take the free Introduction mini-course, click here.
• To view courses with Verifiable Certificates of Completion, click here.
• To GET MEDDPICC® Certified , with an exam verified and certified by MEDDIC Academy click here.

How do I become MEDDPICC® certified™ to teach? How does the exam work?

The certification process which begins as soon as you pay through the link at the bottom of this page, includes three steps.

First, you complete the online courses that are self-paced. The curriculum is very similar to the one for managers , aka MEDDPICC® for Managers. For more details about the curriculum, check it out here.

Second, you complete an online exam. The exam consists of questions, case studies and scenarios. For each, you will be asked multiple-choice and open-ended questions to assess your ability to apply MEDDPICC® in various sales situations. The written test requires less than an hour and can be completed online from any computer at any time.

Third, you will be interviewed by a MEDDPICC® expert, most of the time by Darius Lahoutifard. You will have a chance to comment your answers and to reply to additional questions asked by the interviewer on the cases exposed in the written test. You will also receive feedback on your written answers. Besides making sure your answers are well understood, the interview provides assurance that the person taking the test is the person that is being certified. The interview’s duration is about 30 minutes.

What course do I need for certification?

MEDDIC Academy’s MEDDPICC® For Trainers is at this point the only program that allows you to get MEDDPICC® certified as a trainer.

It’s important to understand that completing the course, even mastering 100% of the content, does not guarantee certification. MEDDPICC® Certification is designed for professionals with real-world field sales experience.

Some may compare it to certifications like Microsoft Technical, CSM, or PMP (Project Management Professional), where anyone can take a course, pass an exam, and become certified. But Sales is different. Execution matters.

Unlike those certifications, MEDDPICC® Certification assesses more than just conceptual knowledge. Through practical case studies, the exam evaluates your ability to apply MEDDPICC® in the field. Without several years of enterprise-level field sales experience, it is very difficult to pass, even if you’ve taken the full course.

What are the competencies assessed in the certification process?

The certification exam and interview will assess your ability to:

• Integrate MEDDPICC® into an existing sales campaign.
• Ask MEDDPICC® questions when interacting with prospects.
• Identify and use of metrics as part of the sales conversation.
• Recognize, get access to and effectively communicate with the economic buyer in a sales campaign.
• Understand the customer’s decision criteria to either drop the opportunity or focus on the right subjects to close the deal.
• Seek to understand the decision process to successfully navigate sales cycle
• Discover and use customer pain points to qualify and focus on.
• Identify, develop and test champions to secure a favorable decision.

How long does MEDDPICC® Certification stay valid?

The certification is permanent. It’s a one-time qualification. You do not need to renew your certification.

How can I prove my certification and advertise it?

Once you have successfully completed certification, you will receive a verifiable digital certificate, permanently hosted on our servers, that you can share with employers and others. 

** Starting the certification process and paying, means you have read, understood and approved MEDDIC Academy’s terms of service.