When the founder of Continuous Improvement Solutions, Jack Napoli, left PTC, he continued training sales reps in the MEDDIC qualification process. The Holy grail of accurate forecasting, something that was in the DNA of PTC, is driven by applying the principles of MEDDIC to each opportunity. This is a sales rep enabled process now available in your CRM system and designed for Mobile platforms.
Anyone that worked in the PTC sales organization lived the intense forecast call sessions with PTC's sales management team.Those sales reps appreciated the value of MEDDIC and it's qualification accuracy.There were two types of sales reps at PTC, rich and new. Sales reps competent with MEDDIC stayed in the game.