Microlise
Forecast accuracy from 25% to 85% in six months
How Microlise used MEDDPICC as a common language to transform their GTM motion, earn board confidence, and build a foundation for international growth.
60 pp
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Strong growth. No foundation to scale it.
Microlise had grown through organic momentum, but the GTM team lacked a common language and consistent go-to-market mindset. The result was deal slippage, low sales accuracy, and forecast accuracy sitting at around 25%. Growth plans were being built on guesswork.
When Mike Blackburn joined as CRO, his mandate was clear: build something scalable and repeatable. To invest in international growth, he needed the board to trust the numbers first.
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, Microlise
MEDDPICC as the operating language across the whole business
Through a blend of on-demand learning, MEDDICC Live sessions, and broader membership resources, Microlise embedded MEDDPICC across every GTM role and beyond. The ExCo team adopted MEDDPICC too, moving Microlise toward a whole-business understanding of value delivery.
The team stopped approaching deals with a reactive CRM checklist. Instead, MEDDPICC became the standard at every stage of the customer lifecycle, underpinned by a culture of trust and consistency. Four customers have since gone live with a Proof of Value, each contractually supported by a MEDDICC M3, with the Microlise team and their customers working toward agreed, measurable outcomes.
The result is a standardized customer journey, from pre-sales scoping through to Customer Success validating M3 delivery.
Board confidence earned. Investment unlocked.
Better forecast accuracy gave Microlise the ability to predict revenue with confidence. That confidence translated directly into board trust, and board trust opened up investment in the company's future: the headcount, infrastructure, and international growth plans that had previously been out of reach.
MEDDPICC didn't just improve the numbers. It gave the whole organization a repeatable way to pursue and deliver value, with the Metrics to prove it.
See what MEDDPICC can do for your revenue team
Join 50,000+ revenue professionals using MEDDPICC as a common language to qualify, forecast and close.
- Forecast accuracy and board confidence
- MEDDPICC across the full GTM team
- Proof of Value and M3 deployment
- Standardized customer journey
