Indico Data: Doubling Revenue and Slashing Sales Cycle by 30%

Indico Data's strategic sales revolution with MEDDICC.

50%

Increase in conv rates

140%

increase in ASP

25%

reduction in time to close

WITHOUT US

An AI innovator hitting a market penetration ceiling

Indico Data, an AI company specializing in unstructured data, had world-class technology. What they lacked was a sales motion that could communicate its value.

Their deals weren't landing the way they should. The team was selling capability —expertise in unstructured data— but failing to connect that capability to the specific pain their buyers were experiencing. Without that connection, deals stalled, market penetration stayed low, and the company's potential went unrealised.

Bob More, CRO, knew the answer wasn't more activity. It was a smarter approach to qualification, discovery, and deal execution. Indico needed to win bigger, faster, and more often, and to build a process that could do it repeatably.

"Our deals were averaging about $180K without professional services. But with MEDDPICC, we've not only tripled our average deal size but also cultivated a rapidly growing professional services wing.”

Bob More, Chief Revenue Officer at Indico Data

WITH US

MEDDPICC across every GTM role at Indico

MEDDPICC became the operating language across the entire business, not just sales. SDRs, customer success, professional services, and leadership all went through the MEDDPICC Masterclass, with training tailored to each role.

Alongside the methodology rollout, Bob's team did deep work on Ideal Customer Profiles and Ideal Partner Profiles. This combination gave them the precision to pursue the right deals — and the tools to execute on them. Champion identification, Metrics, and Implicated Pain became the foundation of how Indico qualified and progressed opportunities.

The result was a culture shift as much as a process shift. Deal reviews became spaces for honest assessment. The team developed a habit of finding out what they didn't know — and using mOS as the catalyst to act on it.

"We've created a culture of finding out what you don't know. We have regular deal reviews where there's an openness to improving and being better than you were yesterday, which we use mOS as the catalyst and key driving tool for."

— Bob More, CRO at Indico Data

Why MEDDPICC was the right fit for Indico's qualification gap

Indico chose MEDDICC because the MEDDPICC methodology mapped directly to their challenge: getting buyers to see the value, not just the product.

MEDDPICC's focus on Metrics and Implicated Pain gave the team a structure for turning technical expertise into business impact. Our 360-degree enablement approach — spanning every GTM role, with a blend of live and on-demand training — meant adoption was consistent and scalable, not siloed in one team.

MEDDPICC Revenue Impact

By embedding MEDDPICC across every GTM role, Indico's approach to opportunities fundamentally changed. The team gained the precision to pursue deals that aligned not just with revenue targets, but with their broader growth strategy — and the numbers followed.

50% increase in conversion rates

140% increase in Average Selling Price — from ~$180K to deals that tripled in size, with a growing professional services wing
25% reduction in time to close — sales cycle cut from ~12 months to ~7 months
Individual win rates climbed from 30% to 70%

"Our deals were averaging about $180K without professional services. But with MEDDPICC, we've not only tripled our average deal size but also cultivated a rapidly growing professional services wing."

— Bob More, CRO at Indico Data

Beyond the numbers: building a winning culture on deal confidence

What started as a methodology rollout became a culture shift. Deal reviews at Indico turned into spaces for honest assessment, to find out what the team didn’t know, and act on it.

MEDDPICC gave Indico more than revenue growth. It gave them a common language, a repeatable qualification process, and the confidence to pursue deals that fit their long-term vision, not just their next quarter.

If your technology is stronger than your sales motion, the gap closes faster than you think.

Get in touch to see how that shift could look in your business.

About Indico Data

In the realm of artificial intelligence, Indico Data has emerged as a vanguard, offering groundbreaking solutions that transform unstructured data into a goldmine of structured intelligence. With a robust team of 65, Indico has been pioneering the AI space for seven years, boasting an annual recurring revenue of $8.5 million. Their technology is a beacon of innovation, utilizing large language models to interpret and organize data.

INDUSTRY

AI, SaaS, InsurTech

FUNDING

Series B

MEDDICC ENGAGEMENT

Full Membership: Enable and mOS

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