Learn how to use the MEDDICC framework to qualify and win complex K–12 opportunities. We’ll demystify each element: Metrics, Economic Buyer, Decision Criteria and Process, Implicated Pain, Champion, and Competition. And we'll translate them into the realities of districts, schools, and boards. You’ll map metrics that matter in K-12, complex procurement processes, and pinpoint who really signs the contracts you're trying to get across the line.

Through hands-on exercises, videos, and a bundle of ready-to-use templates and downloadables, you’ll run smarter discovery, build champions among curriculum leaders and tech directors, and craft business cases that survive budget calendars and grant constraints. We’ll show how to turn pilots into procurements, de-risk forecasts, and outmaneuver the status quo. Expect shorter cycles, higher win rates, and a repeatable playbook you can use on your very next district deal.

I’m Ryan LeClaire, and I authored MEDDICC for K-12 Sales. My career has lived at the intersection of education and revenue, working alongside district leaders, teachers, and edtech teams to navigate real-world buying cycles, funding constraints, and change management. I’ve seen how decisions actually get made in schools and districts—and what it takes to connect solutions to measurable learning and operational outcomes.

This self-paced course is my way of translating the rigor of MEDDICC into the unique rhythms of K-12. I’m passionate about helping mission-driven sellers earn trust, build true champions, and forecast with confidence without losing sight of students and educators. In class, we turn MEDDICC into practical habits tailored to K-12: clarifying metrics that matter, mapping decision processes, aligning to funding timelines, and running deals with empathy and consistency.