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Microlise: Forecast accuracy improved from 25% to 85% in 6 months

Microlise's GTM Transformation with MEDDICC


WITHOUT US

Microlise had achieved strong organic growth previously but the team lacked a shared go-to-market mindset and common language. This left the team exposed to familiar challenges: low sales accuracy, repeated deal slippage, and forecast accuracy sitting at around 25% meaning growth plans were built on guesswork rather than data.

With limited accuracy and predictability in performance, newly appointed Chief Revenue Officer Mike Blackburn recognised the need for a step change. His mandate was clear: build a scalable, repeatable approach to drive international growth with confidence. “To scale, I also needed to invest which meant I needed the Board and the wider business to have confidence in our sales forecast and our ability to deliver, so I could give confidence in the forward growth plan,” Blackburn explains.

Given Microlise’s own mission solving operational pain for transport and logistics operators the value and pain-centric nature of MEDDPICC was the obvious fit to embed across the business.

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“To scale, I also needed to invest which meant I needed the Board and the wider business to have confidence in our sales forecast and our ability to deliver, so I could give confidence in the forward growth plan”

Mike Blackburn, Chief Revenue Officer at Microlise

WITH US

Through a combination of on-demand learning, live sessions, and broader resources, Microlise has embedded MEDDPICC as a common language across its whole Go-To-Market team, and is starting to roll out with other departments such as product. Also key is MEDDICC as a common language within the ExCo team moving Microlise to a whole business wide understanding of MEDDICC and its value delivery focus.  

They don’t approach deals or any stage of the customer lifecycle with a reactive SFDC checklist. Instead, they operate with MEDDPICC at every level, underpinned by a culture of trust and consistency. This has allowed them to highlight gaps in deals and forecast with confidence, establishing a foundation for targeted growth in the coming years.

In the first half of 2025, forecast accuracy increased to 85%. By being better able to predict revenue demonstrated Microlise’s ability to deliver results, thus earning greater board confidence. Mike Blackburn and the team were able to invest in driving the business forward, creating a company where people could do their best work.

Recently, 4 customers have gone live with a Proof of Value. These are contractually supported by a MEDDICC M3, where the PoV is measured and the Microlise team and their customers work towards a goal of value to be delivered, later to be converted into a larger deployment. 

Now, Microlise has a standardised customer journey with an emphasis on quantifiable impact, from positioning to selling and delivering value. This is embedded from the start of the scoping of the product requirements from the Pre-sales team, all the way through to the Customer Success team in validating the delivery of the M3’s with the customer. 

WHY US

The high quality of the content within MEDDICC membership, including the blended learning approach and an inclusion of all GTM roles, not just sales, has given Microlise a scalable and repeatable way to ensure everybody has full proficiency in the common language.

MEDDICC’s on-demand training model allowed for quick time to value, letting the Microlise team hit the ground running. Combining this training with MEDDICC Office Hours helped bridge theoretical learning to embedding MEDDPICC into Microlise's operating rhythm on a consistent basis.

MEDDICC’s market reputation, visible IC testimonials, and commitment to mutual goals with Microlise demonstrated to the Microlise team that this would be a worthwhile partnership. Its straightforward licensing model made expansion predictable to align with hiring plans.

Microlise continues to mature with MEDDPICC through the continuously released new programs, consistently improving its ability to deliver better results faster and more accurately.

IMPACT

  • 25% → 85% forecast accuracy in 6 months.

  • Better forecast accuracy led to a better ability to predict future revenue, thus earning greater board and exec confidence. This opened the ability to invest in the company’s future, which lays the foundation to build a top-performing organization with a world-class GTM team.

  • Sales working with marketing teams in producing M3 rich case studies. Increasing GTM cohesion. Example here.

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About Microlise

Microlise creates value-adding actionable insights from connected assets, for fleet operators and product manufacturers. They deliver integrated location, performance, utilisation, safety and compliance information through award-winning solutions. Operating for over thirty years, they are based in Nottingham in the UK, with offices in Europe, India and Australia.

INDUSTRY

Fleet ManagementInformation Technology

MEDDICC ENGAGEMENT

MEDDICC Enable Membership for full GTM team

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