Our Qualification covers the fundamental knowledge of MEDDPICC
Our methodology covers the 'HOW' and the methods you can use to uncover pain, quantify value, differentiate and accelerate.
The Sales Process looks at the structured set of steps to convert prospects into customers. Analyzing stages, pipeline definitions and events.
Our products under the 'Measure' pillar help you assess the maturity of your GTM function and provides in-depth areas of improvement.
At it's core, mOS provides an opportunity management tool, designed to help sellers progress deals and highlight gaps in a proactive and efficient mindset
Built in org-chart, stakeholder mapping functionality. Add your core stakeholders across your opportunities and highlight potential gaps across Economic Buyers and Champions
mDB is not just a repository; it's a streamlined database aimed to simplify value propositions and enable alignment across GTM teams
Two-way sync with SFDC to ensure opportunities, stakeholders and deal information is integrated across CRMs
An AI tool built into mOS, sharing best practices, support, guidance and data with Sellers ensuring they're getting the very best from MEDDPICC
Explore our recent releases, learn about enhancements and see how we continue to evolve our purpose-built MEDDPICC platform to better serve your needs.
We offer two core products; MEDDICC Playbook and MEDDICC Operating System; together these products enable teams to adopt MEDDPICC and to maximize implementation ROI.
Our playbook helps you go from questioning the how to understanding the why. All of our enablement programs are part of our playbook.
We only work with companies, where we can see a clear ROI on your membership.
Our purpose-built MEDDPICC SaaS helps you put theory into practice. Currently only available for businesses and teams.
We only work with companies, where we can see a clear ROI on your membership.
We only work with companies, where we can see a clear ROI on your membership.
We only work with companies, where we can see a clear ROI on your membership.
We only work with companies, where we can see a clear ROI on your membership.
We only work with companies, where we can see a clear ROI on your membership.
In this episode, Pim chats with Harriet MacEacharn from Darktrace about a groundbreaking deal that highlights the significance of multi-threading. Taking about 18 months from beginning to end, with 4 million TCV, it was one of the biggest deals in EMEA at the time.
As is the true sign of an elite dealer, when Harriet looks back at this deal, despite her not using MEDDPICC at the time, she recognizes its pivotal elements as driving forces behind the deal's success. Talk about a killer framework! Throughout the episode, Harriet shouts out different members of her team who engaged with various stakeholders. Their hard work provided invaluable insights that shaped the deal’s trajectory. Tune in to uncover the true power of an amazing and reliable team.
ABOUT HARRIET: Harriet has been in sales for 8 years, becoming a key part of Darktrace’s successful growth story when she joined the company five years ago. Regularly in the top 5 UK performers throughout her tenure, Harriet has continued to improve and develop and as of 2023 now holds the title of Worldwide Sales Rep of the Year, beating over 600 of her colleagues in sales to the title, with total new business bookings for FY22/23 over $12,000,000. As a Senior Account Director in the Enterprise Team, Harriet heads up a team of high performers and is responsible for their upskilling and development whilst also retaining her own targets.