MEDDPICC for Customer Success

MEDDPICC for Customer Success™

The Renewal & Expansion Operating System

Renewals shouldn’t be surprises and expansion shouldn’t rely on gut feel.

MEDDPICC for Customer Success™ is a practical, revenue-focused framework designed specifically for Customer Success teams who own renewals, expansion, and forecasting after the deal is signed. Adapted from the proven MEDDPICC sales methodology, this system helps CS teams apply commercial rigor to their accounts, identify risk earlier, and forecast renewals with confidence.

This product is built for real-world application, not theory. It gives CSMs and leaders a shared language, clear signals, and actionable next steps to move from reactive account management to proactive revenue partnership.

What’s Included

1. MEDDPICC for Customer Success™ Framework (PDF Guide)

A comprehensive, step-by-step guide that walks Customer Success teams through each component of MEDDPICC through a CS lens.

Inside the PDF, you’ll find:

• A clear explanation of how MEDDPICC applies to renewals and expansion, not sales

• A detailed breakdown of all 8 MEDDPICC components:

  • Metrics

  • Economic Buyer

  • Decision Criteria

  • Decision Process

  • Paper Process

  • Identify Pain

  • Champion

  • Competition

• Strong signals vs. risk signals for each component

• Clear actions to take when a MEDDPICC area is weak

• Ownership guidance (CS, Sales, Leadership)

• Practical examples you can apply immediately

• Guidance on how to use MEDDPICC in:

  • QBRs

  • Renewal forecasting

  • Manager 1:1s

  • Account planning

  • Executive reviews

This PDF serves as the source of truth for how MEDDPICC should be understood, taught, and applied across your CS organization.

2. MEDDPICC Renewal & Expansion Scorecard (Google Sheet)

The Google Sheet is where MEDDPICC becomes operational.

This scorecard allows you to:

• Score each MEDDPICC component on a 0–2 scale

• Instantly assess renewal confidence across accounts

• Identify Green / Yellow / Red risk bands

• Bring objectivity and consistency into renewal forecasting

• Use MEDDPICC as a coaching tool in manager 1:1s

• Replace “I feel good about this account” with clear, defensible rationale

The scorecard is designed to be:

• Easy to duplicate across accounts

• Flexible for teams of all sizes

• Useful for both individual CSMs and CS leaders

• A repeatable input into forecast calls and exec reporting

Who This Is For

This product is ideal for:

• Customer Success Managers who run renewal and expansion conversations

• CS Leaders responsible for retention, expansion, and forecast accuracy

• RevOps and CS Ops leaders looking to standardize renewal readiness

• Sales and CS teams aligning on post-close execution

If your team owns renewals, this framework belongs in your operating rhythm.

How Teams Use This

Teams use MEDDPICC for Customer Success™ to:

• Pressure-test renewal confidence well before renewal dates

• Identify expansion opportunities tied to real customer pain

• Coach CSMs more effectively

• Reduce last-minute renewal surprises

• Improve forecast credibility with Finance and Leadership

• Build a shared, repeatable system for commercial conversations in CS

Why MEDDPICC for Customer Success™

Sales teams have long relied on MEDDPICC to qualify deals.

Customer Success teams deserve the same level of rigor — applied to the outcomes that matter most after the close.

MEDDPICC for Customer Success™ turns renewals and expansion into a system, not a gamble.