DataRobot

DataRobot is recharged with the help of SMG

Problem

Change is hard for any business. And when a company is growing fast, it can be especially hard for their sales organization to move away from old habits in order to implement new systems that can help them achieve their sales goals. DataRobot recognized this and decided to make a move to improve operations instead of settling on the business-as-usual approach. It became clear that the guidance they were looking for would arrive in the form of SMG - Sales MEDDIC Group (MEDDIC).
DataRobot combines a trusted enterprise AI platform and a trusted AI-native strategic partnership for global enterprises that want to harness the power of AI and their existing teams to succeed in today's Intelligence Revolution. In order to capture the promise of the AI market, DataRobot recognized that it needed a better way forward, especially with the sales team that consisted of both veteran and new staff members.
 
One of their primary challenges was a disconnect within the account team that created more friction than necessary. With no common language between the account team members, management, or tech resources, an adjustment and realignment was necessary to correct the course.


They began to ask, what would lead to a more cohesive customer journey? How could they connect the layers of corporate structure within DataRobot’s team members, especially as they pivot to a more end-to-end solution company rather than an endpoint solution position? 

Solution

MEDDIC teaches teams the MEDDIC qualification methodology for today's enterprise environment. Companies develop a "common language" to discuss opportunities in the forecast. And yes, there is an app for that. We operationalize MEDDIC in salesforce.com with a MEDDIC app. 
As Emily, Director of Revenue Enablement with DataRobot explains, MEDDIC made a big difference once hired. She says DataRobot tried some MEDDIC competitors in the past with mixed results.
 
“Changing habits of people who have been around for quite some time is no easy task. Legacy and new folks need to communicate on the same plane and have a common understanding of company practices, policies and procedures. MEDDIC is a great way to achieve this because of its power and guided path to understanding the current climate of corporate structures. You can learn to communicate effectively, listen more, drive with value and ultimately help your customers solve their business problems. 
 
Even the most advanced people need to be reminded of best practices. Coming back to basics is a great and necessary training tool and many have expressed gratitude for the reminders. Less experienced people are feeling more confident after the MEDDIC reinforcements. We have complex buying, selling, and renewing cycles, so as we are trailblazing the tech world, MEDDIC has helped us forecast more accurately.”
 
Where many companies would take drastic measures to make improvements, the MEDDIC procedure offers the tools needed to tweak the overall performance of team members, while embracing the core philosophy of the company. Training the trainers, resisting folklore, impacting and innovating, are all part of DataRobot’s core values.
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The path forward for DataRobot includes:

• A relatively swift rollout for the MEDDIC program with a start date in June and finishing up in the September/November period.

• A sales group of 120 and growing has been through MEDDIC. Upwards of 400 people will be introduced to MEDDIC soon. In fact, the entire organization will be implementing the MEDDIC program. 

Outcome

Emily with DataRobot says:
“Our company has been around for about eight years and clearly our processes were not working well.
 
MEDDIC really helped our management team get aligned. They created a common language and process around reviewing, inspecting, and forecasting deals. It’s nice to see the way they complement each other. It's great to have all three there.
 
Our teams really embrace the clients they work with, their culture, helping companies realize a future state and we aim to support and enable. Our teams are more united than ever.”
 
The MEDDIC Way!
The concrete data of quantifiable metrics will be available by the end of Q1, and the true results of Sales MEDDIC Groups’ efforts will become crystal clear.