Metrics
What does the "M" in MEDDIC Stand for?
What is Metrics.
Who is the Economic Buyer?
What is The person who controls or approves the budget.
What are Decision Criteria?
What are The factors a customer uses to evaluate solutions and partners.
What does the Decision Process describe?
What is How the customer makes a buying, renewal, or expansion decision.
What does the "I" in MEDDIC stand for?
What is Identify Pain.
A client says, "The campaigns are performing well." What should an AM ask next?
What is "How are you measuring success?" or "What specific results are you seeing?"
Why is it risky if your primary contact cannot approve spending increases?
What is They may not influence renewal or expansion decisions.
Name three criteria a customer may use when evaluating a marketing partner.
What is
Examples:
Performance
Service quality
Reporting
Innovation
Platform capabilities
Pricing
What is the difference between Decision Criteria and Decision Process?
What is Criteria are what they evaluate; Process is how they make the decision.
Why should AMs continue discovery after onboarding?
What is Customer challenges and priorities evolve over time.
Which statement is more valuable during a renewal?
"The client likes working with us."
"The client increased qualified leads by 35%."
What is The client increased qualified leads by 35%.
Name two questions an AM can ask to identify the Economic Buyer.
What is
Examples:
"Who ultimately approves media investments?"
"Who owns the budget for this initiative?"
Why is it dangerous to assume a customer's Decision Criteria?
What is You may focus on the wrong value drivers.
Name three stakeholders commonly involved in a renewal process.
What is
Examples:
Procurement
Finance
Marketing leadership
Legal
Executive sponsors
A customer achieves campaign goals but struggles to prove marketing impact internally. What has been identified?
What is a A business pain.
Why is it important to quantify outcomes before a renewal discussion?
What is To demonstrate business value and justify continued investment.
True or False: The most senior person in your meetings is always the Economic Buyer.
What is False.
A client says, "Performance and strategic support matter more than price." What MEDDIC component have they provided?
What is Decision Criteria.
Why should AMs understand renewal timelines well before contract expiration?
What is To avoid delays and reduce renewal risk.
Name two questions an AM can ask to uncover new pain points.
Examples:
"What's keeping you from achieving your goals faster?"
"What challenges are top of mind this quarter?"
A customer increased revenue by $500,000 through your campaigns while spending $100,000. What metric should you highlight during renewal discussions?
What is ROI/Return on Ad Spend (ROAS) and business impact.
Your champion says they love the partnership, but you've never met the VP who approves budget. What MEDDIC risk exists?
What is Unverified Economic Buyer access.
A customer renewal is approaching. What's more valuable:
Knowing your strengths
Knowing the customer's top three Decision Criteria
What is Knowing the customer's top three Decision Criteria.
A customer says, "We need approval from Finance, Procurement, Legal, and our VP." What MEDDIC element have they described?
What is Decision Process.
A customer's CMO announces a new priority to increase market share. Why should this trigger discovery conversations?
What is New priorities often create new pain, opportunities, and risks.