Masters of MEDDICC - Authenticy & Trust with Richard Dufty - Episode #18

Episode notes

In this episode of Masters of MEDDICC, we have the first ever returning guest as friend of MEDDICC and CRO of Team Cymru, Richard Dufty, joins Andy in the studio. In the modern landscape of our industry, one of MEDDICC’s guiding principles has never been more true: prudent, not parsimonious. When running a business, being smart and using common sense when it comes to business spend is how you ensure longevity. Richard believes that right now, GTM isn’t working as it should, and people need to acknowledge the problems that can create. That’s why it’s more important now than ever to beware the danger of siloes and focus on playing for the team, not the individual. When the whole team has a common language and pulls in the same direction, that’s where success comes from. Check out this episode to hear about how MEDDPICC helps teams work together and keep the focus on value. More about Richard: Richard moved with Symantec from Sydney Australia to Silicon Valley in 2007 after closing the biggest deal of the year globally. Rising through the ranks Richard helped grow various business units including Managed Security Services to $200M+.