Case Study: Microlise improves forecast accuracy from 25% to 85% with MEDDICC

Microlise Forecast accuracy improved from 25% to 85% in 6 months

The customer, Microlise, a fleet management and information technology company, faced a significant challenge with low sales forecast accuracy of only 25%. This lack of predictability hindered their growth plans and made it difficult to gain board confidence for new investment. Newly appointed Chief Revenue Officer Mike Blackburn sought a scalable, repeatable approach to drive international growth and identified the need for a common go-to-market language, turning to the vendor MEDDICC for its MEDDPICC framework.

MEDDICC implemented its enablement membership, providing on-demand learning and live sessions to embed the MEDDPICC methodology across Microlise's entire go-to-market team. This created a common language focused on value delivery, which was later expanded to other departments. As a direct result, Microlise improved its forecast accuracy from 25% to 85% within just six months. This measurable impact provided the board with greater confidence, enabling strategic investment and establishing a foundation for targeted future growth.

Microlise

Mike Blackburn

Chief Revenue Officer