Metrics are the M in MEDDPICC: the measurable business outcome the buyer expects from solving their problem, stated in the buyer's own numbers. MEDDICC.com sorts them into three categories (economic, efficiency and risk) and three kinds by where they come from: M1, M2 and M3.
Whose number is it?
A metric counts when the buyer said the number and it is written down somewhere they have seen. Our MEDDPICC page gives the contrast: "cut onboarding from 6 weeks to 2" is a metric, while "be more efficient" is a hope.
- 01M1A result delivered for other customers
- 02M2Personalized to this buyer in discovery
- 03M3Validated after go-live, a future M1
- 01M1A result delivered for other customers
- 02M2Personalized to this buyer in discovery
- 03M3Validated after go-live, a future M1
MEDDICC.com's three kinds show how a metric develops through a deal. An M1 is a result you have delivered for other customers, useful early to start the conversation. An M2 is the metric personalized to this buyer and built with them in discovery. An M3 is the M2 validated after go-live, which feeds the next renewal and becomes a future M1.
In a deal review the manager asks one question about the metrics field: did the buyer say this number, and where is it written down? A figure the rep calculated from a website counts only as an M1. The sales methodology guide covers how metrics feed the business case.
From "faster collections" to an M2
This example is illustrative. A rep's deal note says the buyer "wants faster collections." In the next meeting the rep asks the finance director what days sales outstanding is today and where she needs it by year end. She says 58 days today, 45 by December, because the board has asked for it. The rep sends a short recap with that line in it, and she replies to confirm. The deal now has an M2: 58 to 45 days by December, owned by the finance director, with a board deadline behind it.
Related terms
- What does identify pain mean in MEDDPICC?
- What are decision criteria in sales?
- What is MEDDPICC?
- MEDDPICC vs MEDDIC
FAQ
What is an example of a MEDDPICC metric?
A MEDDPICC metric is a measurable outcome the buyer states, such as cutting days sales outstanding from 58 to 45 by December or reducing onboarding from six weeks to two. A goal like "improve efficiency" qualifies only once the buyer puts a number on it.
What are M1, M2 and M3 in MEDDPICC?
M1, M2 and M3 are MEDDICC.com's three kinds of metrics. M1s are outcomes delivered for existing customers. M2s are metrics personalized to the current buyer. M3s are M2s validated after the solution goes live, which then become new M1s.
Who should state the metric in a deal?
The buyer should state it, ideally the person whose goals depend on it. A rep can propose a number from other customers, but a metric only qualifies the deal once the buyer has said it and confirmed it in writing.