Successfully Implementing MEDDPICC on Salesforce – A Success Story with Dynatrace

Dynatrace is recognized by Gartner as the leader in APM and Cloud Observability, with revenue in excess of $1B. The company’s rapid revenue and personnel growth created a crucial need for systems and processes to support and maintain the quality of sales operations amidst the influx of new employees.

Patrick Nalu, Sales Enablement Director – Americas, recognized the need to streamline the sales qualification process to improve the accuracy of predictable forecasts and sustained growth, while efficiently onboarding new hires.

Sales leaders established the MEDDPICC sales qualification framework to drive sales excellence, and Dynatrace searched for an effective way to implement within their Salesforce instance. After 6 months of exploring internal Salesforce customization and evaluating vendors, Dynatrace chose iSEEit, a native Salesforce app, to operationalize MEDDPICC as a critical component of their sales process.

Patrick shared insights on what Dynatrace experienced prior to the implementation and detailed the significant impact MEDDPICC and iSEEit have had on sales.

Prior to MEDDPICC Implementation

Dynatrace relied on anecdotal information and subjective assessments such as feelings and assumptions, leading to incomplete deals and missed opportunities. Reps said “The client loves our solution and wants to check technical fit, so here’s what we need to do.” Although technical aspects were addressed, Dynatrace struggled with qualifying leads accurately – understanding business needs, underlying pain points, and often overlooked the three critical “WHYs” – Why Do Anything? Why Now? Why Us?

Implementing iSEEit with MEDDPICC

Operationalizing MEDDPICC and iSEEit within Salesforce transformed Dynatrace’s sales qualification process, enabling the sales team to adopt a more structured and data-driven approach. Reps began to uncover pain points, quantify business impact, and assess overall deal quality with real evidence, rather than relying on assumptions and gut feelings.

Manager/Rep Qualification and Collaboration

MEDDPICC and iSEEit transformed the manager-rep dynamic, shifting conversations from emotions and personalities to facts and data.

iSEEit’s visualizations helped everyone adhere to the same qualification model, eliminating the manager’s perception of high and low performers. Reps were encouraged to think critically, adapt to the model, and uncover blind spots through ongoing enablement.This change resulted in a more sophisticated and deliberate approach to deals, with a better understanding of underlying pain points and business impact.

Improved Forecasting and Transparency

Patrick emphasized the importance of fidelity in forecasts, which previously lost detail and accuracy as they ascended the management chain. Now, with regular updates and evidence from reps and sales managers, sales leaders have near-perfect pipeline visibility. This deal progression transparency enables stakeholders at all levels to uncover blind spots, make informed decisions, and mitigate potential risk.

MEDDPICC refined forecasting at Dynatrace, delivering more accuracy and transparency. By adhering to the qualification framework and documenting relevant information, the sales organization gained a comprehensive view empowering them to make informed judgments and confidently commit to forecasts.

Streamlining Resources and Onboarding

Patrick noted MEDDPICC implemented with iSEEit enables sales supporting departments, like Sales Engineering, to ensure critical information is gathered prior to entering a proof-of-concept.  This resulted in optimized resource allocation, improved engagement quality, and increased win rates.

With iSEEit’s step-by-step sales qualification checklists, new hires could start qualifying deals with MEDDPICC immediately, further enhancing onboarding efficiency and reducing time to full productivity.

Considerations for Implementing MEDDPICC

Patrick emphasizes that successful MEDDPICC implementation requires executive sponsorship and a commitment to cultural change. Dynatrace needed simplicity and to drive even greater focus on the customer’s root challenges and initiatives. iSEEit’s user-friendly platform with simplistic metric visualization, color coding, and action items stood out among other solutions.

Dynatrace’s iSEEit implementation was swift and seamless. With internal team buy-in, they configured and deployed the solution globally within weeks. They took an incremental approach, starting with version one and rolling out updates based on adoption and data quality.

“If you want to drive change and adoption, it requires clarity, focus and simplicity. We liked that iSEEit allowed us to see our blind spots and take action in a more simplistic way in comparison to other solutions.”

Outcome

iSEEit’s implementation at Dynatrace has revolutionized the sales qualification process, driving significant improvements in forecasting accuracy, deal quality, and resource allocation.

By embracing a structured approach with evidence-based decision-making, and checklists, reps gained the empowerment to uncover blind spots and make better-informed decisions.

This success story demonstrates the power of iSEEit to operationalize a proven qualification framework like MEDDPICC, unlocking a clear and consistent path to growth and success for organizations like Dynatrace.