Luminary Cloud
MEDDIC training, Masterclasses and Deal Reviews for a fast growing computer aided engineering startup.
ââIn the quarter following our work with inspirâem, ACV increased 130%â
About The ClientÂ
Luminary Cloud is an early-stage startup, working to disrupt the Computer Aided Engineering software space. The team has been building their business capabilities and client base since 2019, ready for a full launch in March 2024.
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The ChallengeÂ
Now with 50 clients across several industries and a growing go-to-market team to further expand and service this base, Luminary Cloud needed a structured approach to sales across every team member.
Although some used MEDDIC, it was sporadic and largely focused on the CRM, thereby missing the benefits of thorough deal qualification using MEDDIC.
A common language within the GTM team was needed to facilitate the onboarding and coaching of new members.
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The SolutionÂ
MEDDIC Foundations, Masterclasses & Deal Reviews
Through reputation, inspirâem was selected to deliver MEDDIC sales training to the whole GTM team, totalling 30 people from BDRs, salespeople, solution consultants, the CRO and CEO.
The inspirâem MEDDIC Foundations one-day course, follow-on Masterclasses and live Deal Reviews were delivered across six weeks.
Live courses with experiential learning provided a fun way to engage in the training and stay curious about deals.
The training ensured that every team member understood the application of each letter of MEDDIC, improving qualification of the pipeline and communication within the team.
The Outcome
Following the MEDDIC training, the GTM team was better aligned on MEDDIC, using it as a qualification technique, not just a CRM checkbox exercise.
inspirâem delivered the training in Q3. By Q4 the Annual Contract Value had increased to 130%.
"By asking tough questions, driving curiosity and unifying the GTM team with a common language, the inspirâem MEDDIC training delivers results"
Matt Sanders
Director of GTM Strategy and Enablement
Thanks for your interest in our case studies
We have consolidated a number of our case studies into a PDF format.
This PDF includes:
- Redgate – 7 Wonders Sales Management Training
- Redgate – MEDDPICC Training
- Phoenix51 – Start-Up Consultancy Services
- TytoCare - MEDDIC Training
- SAM Labs - MEDDIC & 7 Wonders Training
- AccessPay - MEDDIC Training
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