Changing the mindset of the company, with a focus on sales message and qualification was needed to speed up sales cycles and improve business predictability and growth.
Sysdig’s leadership team set a focus on generating company-wide alignment on buyer value and solution differentiation. "A major factor in our success was shifting our focus," said Riley. Command of the Message® and MEDDPICC helped them generate consistent, company-wide alignment with their buyer and discipline around the customer engagement process.
"We've always put the customer at the center of everything that we've thought about. I genuinely believe that that's been true for the entirety of our growth, but I think what Command of the Message forced us to do was to step back and think about the customer's experience much more diligently," he said.
Sysdig’s leaders customized the Command of the Message framework and MEDDPICC tool to align with their sales approach, buyers and industry. Their sales team uses the frameworks to ensure they’re focusing on the right opportunities, uncovering the business pains and mapping them to Sysdig’s value and differentiation. Their front-line managers were given specific training and tools that they are now using to drive consistent execution and ongoing adoption.
"There are thousands of sales methodologies out there. The main reason I went with Force Management and Command of the Message is because Force treats it like a process, not an event. We had this initial intense training at our SKO, where we were fully immersed in the customized programs, but that wasn't the end of the journey. It was the beginning of the journey."
To support adoption and reinforcement, Sysdig’s sales team leverages the Command Center® as well as ongoing training and checkpoints. The impact has been significant. "Over twelve months, it's been a process that has helped us establish new habits in how we think about our engagement with our customers, both before and after the sale. That to me is the biggest difference in this engagement and what makes Force stand out."