Check-in: Using MEDDPICC to keep a pulse on retention health

Our Friday re-cap of MEDDPICC, the framework for understanding and predicting the likelihood of a sale or renewal. Today, Casey reminds listeners of the key parts of MEDDPICC and how to start putting the framework into action. Takeaways MEDDPICC is a methodology to help customer success managers and sales reps understand the likelihood of customer renewal. Champions within customer organizations are crucial for fighting for renewal or purchase. Criteria for identifying a champion include access to the economic buyer, respect and influence within the organization, active selling on your behalf, and a personal interest in your software. Listeners are encouraged to evaluate their customer relationships and improve them. Resources ⁠⁠⁠⁠⁠Connect with Casey⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Connect with Todd⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Visit the show page⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠Get to know BrainStorm⁠⁠⁠⁠ Credits Show direction: ⁠⁠⁠⁠Debra Wilson⁠⁠⁠⁠ Show design: ⁠⁠⁠⁠Kensie Smith⁠⁠⁠