The #1 sales methodology platform

Informa + MEDDICC

You merged events and data into one company but they still sell like two.

One team books a booth in a week; the other runs six-month data deals it was never trained to win, and the breaks are costing you deals. MEDDICC gives both a single qualification language, MEDDPICC, so your sales engine finally pulls one way.

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Trusted by 2,500+ growth teams

View customer stories

Two sales teams. One company. No shared language.

The data deal is a different game: months long, sold to a CMO, decided by a committee. The instincts that fill a show floor stall the moment that buyer changes. The deal sits in procurement, the rep says "looking good," then it slips.

You've seen the cost on the balance sheet. Your compounding-growth story depends on selling data into your events accounts but a friendly contact isn't a buyer. Until both teams qualify the same way, that cross-sell leaks away, one deal at a time.

The playbook your competitors already use

The highest-performing sales organizations don't leave qualification and deal strategy to individual rep judgment.

MEDDPICC gives every seller a common language for identifying Economic Buyers, building Champions, qualifying opportunities, and navigating complex buying processes.

It's why companies like Salesforce, AWS, CrowdStrike, and many of today's highest-performing enterprise revenue teams have adopted MEDDPICC as a core part of how they sell.

When execution consistency matters, methodology becomes a competitive advantage.

What this looks like at Informa

Informa TechTarget

Before: events-trained reps improvising through six-month data-subscription cycles, losing momentum at technical evaluation and procurement.

With MEDDPICC: ROI-led qualification tied to pipeline generated, so every deal is scoped to the buyer's outcomes and survives the paper process.

Informa Markets

Before: fast, transactional, single-threaded booth bookings against one contact.

With MEDDPICC: the same speed, but multi-threaded and larger. Reps trade up to the economic buyer and expand deal size without slowing the cycle.

Sales Excellence & Enablement

Before: two merged organizations with two instincts and no shared methodology.

With MEDDPICC: one MEDDPICC common language across events and data, with certification and playbooks that ramp new and cross-deployed reps in weeks, not quarters.

RevOps & forecasting

Before: an undocumented decision process and a pipeline the board can't trust.

With MEDDPICC: MEDDPICC structured directly into the CRM, so forecast accuracy climbs and at-risk deals surface early, not at quarter-end.

Why now?

The merger is 18 months old. The write-down is on the record. The board wants a recovery plan and next year's growth target rests on a data motion that still isn't firing.

Every quarter the two teams sell differently, the cross-sell gets harder to win and easier to lose to a rival who qualifies better. Embed MEDDPICC while habits are still forming and you get one predictable motion: bigger deals, faster ramp, forecasts you can trust. Wait, and you're not building habits, you're breaking hardened ones.

Your two sales teams already share a logo. Give them a language.

How We've Helped Companies Like You

62 %

Increase in ACV

When you anchor your solution to strategic customer priorities, back it with quantified value and secure internal support, deal sizes grow.

2 x

Win rates increase from 23% to 46%

When you focus on the right deals, you stop wasting time on the wrong ones.

85 %

Forecast accuracy up from 25%

With MEDDPICC, you identify risk earlier, understand deal health and forecast revenue with confidence.

Hear Testimonials from GTM Teams

An efficient, scalable, and repeatable way to empower our GTM teams.

Kristen Ardon

Sr. Director of Sales, ControlUp

The immediate impact has been impressive.

JT Keating

SVP of Global Sales Execution & Enablement, Zimperium

With MEDDICC, we increased our average deal-size by 45%.

Sam Jeremiah

Head of Sales UK&I, Datatonic

See How MEDDPICC Can Accelerate Informa’s Growth

We work with companies at exactly this inflection point.

MEDDPICC provides the common language, qualification discipline, and execution framework needed to make that transition successful.