Customer Success teams have become essential drivers of revenue. This video series is tailored for CSMs who are starting to own revenue, helping them with the skills they need to think strategically about how to run their customers, as well as a renewal/expansion opportunity. This course aims to show CSMs how to apply a classic sales framework to the post-sales world. 

By enrolling in this course, you’ll learn: 

  • The basics of MEDDICC, including how and why to use it 

  • How to use MEDDICC to guide renewals and expansions in different customer scenarios

  • How to uncover and influence decision criteria and processes

  • How to strengthen your alignment with your customers 

This course will help you master MEDDICC and teach you how to apply it to your customers, as well as renewal and expansion opportunities. You’ll move from feeling uncertain about handling renewals, to being able to manage opportunities with ease, confidently driving both renewals and expansions. 


The coaches

Libby Derbyshire

Sales & Account Management Director (EMEA), ComplyAdvantage
Libby Derbyshire is an accomplished Sales and Account Management leader with a wealth of experience driving new business, engagement, and growth in high-growth scaleups. She is currently at ComplyAdvantage where she leads direct sales across New Business, Account Management and Strategic Accounts. Prior to this, Libby spent five years at Multiverse in multiple GTM roles as the company grew from Series A through Series D. With a proven track record of building high-performing teams and transforming sales operations, Libby is passionate about delivering exceptional customer value, building fun and inclusive teams, and developing high-potential talent.

Alister Tier

GTM Advisor - Ex Multiverse, AppDynamics, BMC
Alister Tier's current role is as a GTM Advisor to a range of pre-seed to Series D+ SaaS businesses, both through a retained role at a Tier 1 VC and direct with founders and CROs. Immediately prior to this, he built and ran Enablement, Business Value Consulting, Sales Analytics & Sales Operations functions to support the growth of Multiverse, a data training business, from 6 sales ICs, $11m revenue and a $16m Series A valuation to 70+ ICs, $200m in revenue and a $1.7bn Series D valuation. These two roles built on the experience he has gained in IC, first and second line sales leadership positions, again at a mix of pre-seed to Series D+ SaaS and hardware businesses. He has learnt how to consistently recruit, develop and execute repeatedly and at scale, centred around an outbound pipeline generation-centric structured sales methodology, guided by great mentors, particularly Jeremy Duggan and Steve McCluskey. This has helped him deliver predictable performance at an individual and leadership level, only missing his annual target once over a 25 year period, back in 1996.

Master MEDDICC to drive renewals and upsells - ready to unlock more value?

Get started