MEDDPICC: Building an Amazing Product That Sells Itself
Traditionally a sales qualification framework, MEDDPICC can help you focus your product development and user journey to not only attract users but also convert them into loyal customers.
For founders of SaaS startups, especially bootstrappers, the dream is simple: build a product so good that it practically sells itself. A product-led strategy is all about creating value that users can immediately experience and advocate for.
Here’s how to weave MEDDPICC into building an amazing product-led growth engine:
Metrics: Prove the Value Your Product Delivers
Great products solve real problems, and users need to see the results. Metrics quantify your product’s value and give users a reason to stick around and recommend it.
How to Build Around It:
Build dashboards that show users their savings, efficiencies, or growth driven by your product.
Use in-app notifications to highlight key wins, like “You saved 5 hours this week using [Feature X].”
Continuously track what metrics matter most to your users and refine how they’re displayed.
Collect feedback on whether users feel they’re hitting their goals with your product.
Make your product’s ROI so clear that decision-makers are sold on upgrading without needing a sales pitch.
Economic Buyer: Create a Product Everyone Wants to Champion
In many businesses, the person using your product isn’t the one approving the budget. Your product needs to appeal to the decision-maker by providing measurable outcomes while also delighting everyday users.
How to Build Around It:
Design your product with a dual focus: seamless for users but results-oriented for the buyer.
Offer downloadable usage reports that champions can share with decision-makers.
Include a “Share with your team” feature to increase visibility across departments.
Tailor user flows to different personas, from end-users to executives, ensuring value for each.
Highlight outcomes, such as cost savings or increased efficiency, in your product’s UI.
Decision Criteria: Build for What Your Users Care About
Your product needs to meet the most critical requirements users and buyers have when evaluating solutions. Understand what drives their decisions and make it a core focus.
How to Build Around It:
Regularly interview users to uncover their top priorities when choosing a tool like yours.
Emphasize integrations with software they already use, minimizing friction.
Ensure your onboarding experience delivers quick wins that match their decision criteria.
Include side-by-side feature comparisons in your marketing or in-app tooltips to make your strengths clear.
Iterate quickly on features users request most often to stay ahead of their needs.
Decision Process: Map the Path from Trial to Commitment
Your product-led approach means users often decide for themselves whether to commit to your product. But even self-serve models require guiding users through their decision-making journey.
How to Build Around It:
Design a trial experience that focuses on the features most likely to convert users into paying customers.
Use data to identify key moments where users are most likely to upgrade, like hitting a usage threshold or experiencing an “aha!” moment.
Send automated nudges based on usage data, like, “You’re just one step away from unlocking [Feature X].”
Offer help at decision points, such as live chat or a “Need help deciding?” resource hub.
Ensure pricing is transparent and easily accessible, so users aren’t held back by uncertainty.
Paper Process: Make Upgrading Effortless
Even with a product-led model, operational barriers like contracts, billing, or compliance can stall conversions. A smooth paper process ensures nothing gets in the way of upgrading.
How to Build Around It:
Simplify the upgrade process to just a few clicks within your app.
Use monthly subscriptions or flexible billing plans to reduce friction.
Offer instant receipts and invoices for users who need documentation for approvals.
Provide clear compliance documentation, like data security certifications, accessible right in your app.
Test your payment flows regularly to eliminate any unnecessary steps or confusion.