Richard Dufty on MEDDPICC Across GTM | Masters of MEDDICC

Andy Whyte has helped companies big and small grow and prosper as both a quota-carrying Account Executive and a Revenue Leader. His passion for helping sales teams succeed led him to become founder and CEO of MEDDICC and author the five-star-rated “MEDDICC” book. Known for his mantra “Nobody ever regrets qualifying out” and his expertise on the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - Dad.

Richard is Chief Commercial Officer at Team Cymru, a PE-backed cybersecurity company approaching $100M ARR, where he leads the full global GTM organization across sales, marketing, partnerships, and customer success. He's spent 20+ years scaling enterprise SaaS businesses, from #1 AE at Symantec to leading $250M ARR teams, and from $1M to $100M ARR at AppDirect as valuation grew from $30M to $1.5B. He's also the creator of The Revenue Flywheel, a GTM motion built on the principle that sustained growth comes from systems, not heroics.