In this thought-provoking episode of The Customer Growth Pod, Tash sits down with Ollie Sharpe, CRO at Trumpet, to unpack how the MEDDICC framework extends far beyond sales, and why Customer Success teams are missing a massive opportunity by not embracing it.

Together, they explore how MEDDICC provides a shared language for driving value, improving alignment between sales and CS, and keeping conversations “above the line.” Ollie breaks down how metrics, pain, and champions all interlock to form a complete picture of customer success — and how embedding MEDDICC deeply within an organization transforms renewal outcomes, customer relationships, and strategic influence.

Key Takeaways

  • MEDDICC isn’t just for sales — it’s a universal value and qualification framework that should guide the entire customer lifecycle.

  • Customer Success teams gain leverage by adopting MEDDICC, enabling them to speak the same strategic language as AEs and leadership.

  • Metrics are the heartbeat of the framework — M1s, M2s, and M3s link sales promises to post-sale outcomes, creating a continuous loop of value.

  • Understanding pain matters — CSMs should identify, quantify, and implicate pain to maintain strategic-level conversations.

  • Strong handovers are critical — broken AE-to-CS transitions often derail success and lower perceived value.

  • Champions and Economic Buyers differ — CSMs must know who drives influence, how to spot personal wins, and how to keep senior stakeholders engaged.

  • Decision process clarity prevents churn — understanding renewal and approval flows early avoids last-minute surprises.

  • Embedding MEDDICC means more than checklists — it’s about making the language and thinking part of everyday culture, CRM workflows, and conversations.

  • Strategic CS = revenue impact — when teams apply MEDDICC correctly, they stay high in the organization, protect renewals, and expand relationships.