Redgate

Management training for leading Compliant Database DevOps software solutions provider

‘MEDDPICC as a qualification tool is now the bread and butter of how we grow our business.”

Client Background

Redgate Software is the leading provider of software solutions for Compliant Database DevOps. Redgate has specialised in database software for over 20 years. Now, Redgate products help 800,000 people in every type of organization around the world, from small businesses to 91% of the Fortune 100.

 

The Challenge 

Redgate wanted to expand sales into the enterprise and corporate space. In order to do so they needed to bring together the 3 pillars of enablement:

  • Skills & Behaviours
  • Tools & Processes
  • Knowledge & Collateral 

These all needed to be consistent across the globe. They also wanted a blended approach between the enablement team, stakeholder management and the skills & sales intervention.

 

The Solution – MEDDPICC Foundations

Recognising the requirement for the sales teams to have the relevant skills to better equip them to sell to this sector, backed up by having the set processes to implement these,

Redgate sought inspir’em's help to train and embed the MEDDIC/MEDDPICC proven sales process and methodology.

Through a series of classroom trainings, inspir’em delivered the MEDDPICC Foundations training to the team. This was then followed with live coaching in deal reviews and forecast calls to help managers embed the technique into their day-to-day operating rhythm.

inspir’em 5-month program in 4 phases:

  • Phase 1 – Alignment of the sales process
  • Phase 2 – Full team skills analysis
  • Phase 3 – Delivery of the MEDDPICC programme to over 100 delegates
  • Phase 4 – Embedding the programme, providing live deal reviews

 

The Outcome

Redgate actioned MEDDPICC in their salesforce when selling their offerings on a perpetual licence and saw much bigger deals; both in terms of the average deal size and the number of higher value deals.

Recently, Redgate have been transitioning to a subscription sales model based on 1 year Annual Contract Value. Despite this impacting the overall deal size, they are qualifying their opportunities more thoroughly leading to higher value deals.

"MEDDPICC is now ingrained into the DNA of how our teams are selling and we are now beginning to win more six-figure deals. "

Steve Catchpole

Global Sales Enablement Manager

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