Edition 34: Enterprise Sales, Mastering MEDDPICC: A Game-Changer for Startup Founders

Pretiosum Ventures is a seed fund investing in the future of businesses: "Niche" solutions for big businesses, including Enterprise SaaS and Fintech Infrastructure.

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Written by Ryan Lieber - Snowflake Startup Program Manager, EMEA

Ryan joined Snowflake in 2014, when the company was still in stealth mode, as the first SDR hired in San Mateo, California. He has seen hypergrowth over the last 10 years and in 2017 Ryan took the opportunity to support Snowflake's expansion into the EMEA market and made the move to London to help open the first international office. Following the development of a number of successful partnerships and acquiring new customers, Ryan became responsible for Snowflake's presence in Israel, where he developed a $12M ARR business in just two years. This journey led to where he is now, leading Snowflake's Startup Program across EMEA.

Mastering MEDDPICC: A Game-Changer for Startup Founders

As a startup founder, you are used to juggling many responsibilities, but one area that can not be overlooked is the ever-critical sub-category of sales called “sales execution”. If you want to scale your business effectively, understanding sales execution methodologies like MEDDPICC is a game changer. It was pivotal in helping Snowflake’s earliest sales teams achieve high conversion rates with our first customers, especially at a time when companies were deeply skeptical about moving their data to the cloud.

This framework - Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition—gives you a clear roadmap for navigating complex sales cycles. By mastering it, you can align your product’s value with your customers’ needs, speeding up those all-important early deals. And when every deal counts, especially in the early stages, this can make a world of difference.

Beyond closing deals, knowing MEDDPICC allows you to truly connect with your early-stage sales team, who will be eager to close-won their first morale-boosting wins. There is something powerful about speaking their language and showing them you understand the challenges they face. When you can identify key decision-makers, champion strategies, and pinpoint customer pain points, your team sees you as not just their leader but someone who "gets it." This mutual respect creates trust, which makes your go-to-market efforts stronger and more unified.

Finally, adopting MEDDPICC demonstrates to investors and stakeholders that you have a solid, repeatable process for driving growth. It is about focusing on the deals that matter and ensuring your resources are used wisely. This structured, data-driven approach not only propels your business forward but also sets the tone for a culture of excellence and accountability. By diving into MEDDPICC, you are positioning yourself as a leader who is not just building a business but building it right.

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FUTURE OF BUSINESSES FUNDING ROUNDS 🎉

Wexler AI raises $1.4M led by Myriad Venture Partners
Future of Work • Pre-Seed • London, UK

Briefcase raises $3M led by Earlybird
Future of Work • Seed • London, UK

Stackfix raises $3M led by Chalfen Ventures
Infrastructure / Dev Tools • Seed • London, UK

Tempest raises $3.2M led by Abstract Ventures
Infrastructure / Dev Tools • Seed • San Francisco, CA

Workbrew raises $5M led by Heavybit
Infrastructure / Dev Tools • Seed • Remote

Apideck raises $7.5M led by Airbridge Equity Partners
Infrastructure / Dev Tools • Seed • Remote

Calvin Risk raises $4M led by Join Capital and seed + speed Ventures
Risk / Security • Seed • Zurich, Switzerland

Please note that any charts, data, or projections discussed are subject to change without notice, may differ from opinions expressed by others, and are for informational purposes only. They should not be relied upon when making any investment decision. The content speaks only as of the date indicated; Pretiosum Ventures has not independently verified third-party links or sources, nor makes representations about the enduring accuracy of such information.