In our last entry, we featured part 1 of our customer talks series, where top sales leaders shared their experiences on how iSEEit supported the roll out of MEDDIC on Salesforce. In part 2 of this special 2-part customer talks series, we dig deeper to find out more about how iSEEit transformed their sales processes and how they have benefited from their implementation of MEDDIC on Salesforce. Watch the video below for the full story! A full transcript of this interview is also available.
iSEEit: How does the management team benefit from iSEEit?
Rob Desmond, Quinyx (RB): Time. Really simply, it’s when we can pull up a dashboard or an opportunity report that has a regular green scorecard next to each one, and when you look at the close date as a first line manager, second line manager or a country manager, you know quickly where to dedicate some time.
Ian Gilbert, Guidespark (IG): For me as a manager or for the managers who work for me, iSEEit allows you to bring those things together and see a combination view and therefore, act on a combination of data that is about both the aggregate and overall effect that is occurring in your pipeline, and the individual points of success, failure, need for more, requirement for less, that contribute to that underlying pattern.
Blake Tablak, Workiva (BT): You understand the pain and understand how it connects to the metrics. You understand how it connects to the decision process and criteria. Have you qualified your champion? We can see all that detail in iSEEit – it’s really important that we be able to do that.
IG: I’ve become more of a support in the process rather than a driver of the process. We get to an understanding of what we’re all trying to achieve together much quicker.
iSEEit: Can you already share some success?
IG: Over the last three or four quarters, a few momentous things have happened in our business that flow directly from our deployment of MEDDIC and our automation of it through iSEEit. We’ve closed the company’s largest ever enterprise transaction and I’m comfortable sharing that that was in excess of half a million dollars of Annual Recovering Revenue (ARR) over a 3-year contract – so about a million five contract wise – which isn’t huge in the grand scheme of things but in the context of a business that started out at about five to seven thousand ARR transactional business, it was representative of a true cultural shift. And when that deal happened, the whole business celebrated – something that they just hadn’t seen before.
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