Doubling revenue and slashing sales cycles by 25%

A world-class product that wasn't breaking through

Bob More, Chief Revenue Officer at Indico, steered the sales team of a company poised at a crossroads. Despite their innovative technology, they struggled to achieve significant market penetration because their value proposition wasn't addressing the implicated pain of their target customers.

This led to a disconnect that hindered Indico's ability to realise the potential of their groundbreaking AI solutions. A strategic shift was essential, one that focused on the challenges and pain points of their potential clients.

MEDDPICC as a common language across the entire org

The implementation of MEDDPICC at Indico was an operation guided by the right players and strategy. It involved a holistic approach, enabling not only a few individuals, but the entire sales organization, from leadership to individual contributors.

MEDDPICC became a methodology not just for sales efficiency but for accountability, requiring everyone through the MEDDPICC operating rhythm to clearly articulate the needs of different customers' companies.

Using MEDDPICC, Indico's team were able to serve as both an Authoritative Voice and a Trusted Advisor. Indico's sales organization now treated MEDDPICC as a necessary common sales language, bridging Customer Success and the Opportunity Process to ensure every diverse team goal was fulfilled.

A repeatable revenue engine, built on a common language

By adopting MEDDPICC, the team achieved a systematic change in operational strategy. They moved from structured alignment on the most important deals to broader strategic growth plans across the org.

Adopting MEDDPICC meant that Indico were now accountable for whole-team growth through outcome-driven actions. The biggest single proof: average deal size grew 3×, a direct result of strategic alignment plus consistent use of sales velocity guardrails inside their CRM.

Beyond ACV, MEDDPICC adoption sat at the highest-achiever level of sales professionals and led to a clear 33% increase in new business and a winning culture letter to the whole organization.