MASTERS OF MEDDICC

Masters of MEDDICC - Caroline Franczia, Columnist, Board Advisor and startup/scaleup CEO whisperer - Episode #10

Mar 22, 2022

Caroline Franczia, a columnist and startup/scale-up CEO whisperer, shares her experience moving from individual contributor to leadership. She discusses managing a team of ex-peers, the importance of increasing ACV instead of opportunities, and implementing and utilizing MEDDICC. The podcast also covers the power of teamwork, generating new logos, utilizing soft skills, seeking help and resources, and the role of implementation and customer success in technology adoption.

39:05

Episode guests

Caroline Franczia

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Episode notes

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Quick takeaways

Caroline emphasizes the significance of building a strong pipeline and ideal customer profile to generate new business.

Implementing MEDDIC requires both art and science, with mastery lying in consistently finding gaps in opportunities and seeking team help.

Deep dives

Caroline's journey into sales

Caroline's sales career began by chance, starting with computer associates and later moving to Oracle. She fell into management by chance as well, but embraced it after realizing the power of teamwork and collaboration at Sprinkler.

Introduction

3min

The Transformation and Power of Teamwork

12min

Penetrating the Market and Generating New Logos

12min

Using Soft Skills and Searching for Gaps in Opportunities in MEDDICC

3min

Seeking Help and Utilizing Resources

6min

The Role of Implementation, Customized Demos, and Customer Success in Technology Adoption

3min

Today on Masters of MEDDICC, we welcome Caroline Franczia to the show.

Caroline Franczia has had a succesful career spanning over 15 years in the sales industry, working at brands such as Sprinklr, Datadog and Confluent. Caroline is known for shaking the ground of the tech scaleup world with a revenue architecture approach. A regular columnist for Maddyness, she’s a board advisor, Speaker, startup/scaleup CEO whisperer, and the founder of Uppercut First and we're extremely excited to have her on our podcast!

In this episode, Caroline shares her experience around moving from Individual Contributor to Leadership, how best to manage a team full of your ex-peers and how businesses should take a leap of faith and increase ACV instead of increasing opportunities.

“…My first advice, you're not ready”

[00:00] Introduction to Caroline
[01:47] Stepping into Management
[07:59] Going from IC to Leadership, and managing your ex-peers
[10:52] Managing a team and understanding their triggers
[14:55] Starting a leadership role with experience
[18:49] Pipeline generation and MEDDICC
[26:57] Implementing MEDDICC - Strengths and weaknesses

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