Case Study: Merge achieves consistent MEDDIC qualification and less seller admin with Scratchpad

Merge reduces qualification variance across a 30-person GTM team with Scratchpad

Merge, a provider of agentic tools and customer-facing integrations, faced a challenge with inconsistent MEDDIC qualification as it scaled. This inconsistency among its sales reps led to debates in forecasting, a lack of pipeline clarity, and increasing administrative work, all of which created real risk for the business. To address this, they turned to Scratchpad for a solution.

Using Scratchpad, Merge implemented an AI-powered solution that drafts CRM updates and MEDDIC fields from sales calls for reps to review and approve. This reinforced MEDDIC consistency without forcing reps into Salesforce, reducing qualification variance and seller admin time. As a result, Merge achieved sharper forecast calls, clearer marketing signals, and accelerated product velocity, giving leadership confidence that their pipeline reflected reality.

Merge