MEDDICON 4 Recap

On Tuesday 16th September, we held MEDDICON 4. With sessions jam-packed with value, actionable insights, and a whole lot of laughs, it was undoubtedly our biggest and boldest MEDDICON yet. 

We also launched several new products, including Winni, your AI deal copilot that is here to answer all your MEDDPICC-related questions. Learn more about Winni here.

MEDDICON 4 featured presentations and discussions with MEDDICC CEO Andy Whyte, CRO Pim Roelofsen, CMO Jessica Walker, CSO David Weiss and Enterprise AE Jake Jeffries. These are the highlights:

State of MEDDIC

As always, Andy kicked MEDDICON off by taking a look at the current state of MEDDIC. Right now, we are firmly in the common language era of MEDDIC. More and more, we are seeing people across the GTM team embrace it as something that can be applied throughout the full customer lifecycle.

Part of why MEDDIC has been so successful is because of how great salespeople have used it to overcome obstacles and spot gaps. After all, great salespeople don’t shy away from difficult deals, they figure out a solution. 

Of course, nothing about MEDDIC is new to the professional salesperson; it just makes it all easier to communicate. Without MEDDICC as a common language to simplify things, salespeople and the broader GTM team will waste time using complicated language for no reason.

There has been a lot of talk around common languages lately in our industry, so it’s worth remembering that a common language:

1. Must be common
2. Must work for every GTM team
3. Must work for the entire customer lifecycle

MEDDICC Playbook

Another brand-new product that we launched at MEDDICON was MEDDICC Playbook, A central, searchable repository of proven GTM plays, each deeply rooted in MEDDPICC as a common language. 

Confused by what we mean when we talk about plays? It’s pretty simple: plays are repeatable, scalable actions that give people specific instructions based on the situation. In the MEDDICC Playbook session, we teased four plays that are included in our MEDDICC Playbook offering.

The first play discussed was how having an M1 on your website can help craft the best possible buying experience for the customer. A lot of companies have use cases on their websites, but a lot of them aren’t optimized to differentiate your solution from the competition.

Jake from our sales team walked us through the second play all about New Business Meetings. He covered what they are, why they matter, and the best practices to help you unlock more value, more commission, and more impactful meetings.

The third play was all about handing over deals from sales to customer success. CRO Pim Roelofsen explained how you can use MEDDICC to make sure the value that has been promised is delivered and to prevent CS teams from feeling like deals have just been thrown at them over a wall.

In the fourth and final play discussed, Andy talked about how MEDDPICC can be used when co-selling. Not only can MEDDPICC be used to collaborate with your channel partners to ensure the best possible buying experience, but it can be used to sell to your channel partners; to articulate the value that comes from working with you.

Each of these plays, and so many more, are available within the MEDDICC Playbook, live right now on mOS.

Blueprint

Our new Chief Services Officer, David Weiss, took to the MEDDICON stage to tease another new offering: MEDDICC Blueprint. To do that, he walked us through how people can stop treating MEDDICC as a reactive checklist and more like a proactive system of action.

To do that, you first need to define each MEDDPICC element in your world. What are your metrics, for example? Then, you can figure out how MEDDPICC fits and progresses in your sales process. Remember, MEDDPICC isn’t a checklist. As you progress and learn more, it should evolve with you. When you do, you can then use that to identify gaps in your processes and start de-risking your opportunities. You can then run a play to move that deal forward. 

David will be rolling out the MEDDICC Blueprint, specifically tailored to customers to help them better embed MEDDPICC in their organization. You can learn more here.

MEDMEN Live

This MEDDICON, the topic discussed by Andy and Pim for MEDMEN Live was voted by the audience, who landed on MEDDPICC and AI.

Andy and Pim framed using AI as a junior analyst: useful for efficiency, but if you had a big meeting coming up, would you rely on them to do all the research for you? While AI can make the preparation process more efficient, human craft and ingenuity are necessary to create the best possible buying experience for customers. 

This was the MEDDICON to beat them all – if you missed it, or simply revisit it, you can watch it here.