Tendium, the AI-driven platform for public-sector sales, is expanding across Europe at high speed. That meant ramping new reps fast without burning the sales manager's calendar - and turning MEDDPICC from a checklist in the CRM into how the team actually sells.
Company
Tendium
HQ
Stockholm
Industry
AI-powered public tenders
“Garba gave us a common foundation. It let us start working far more concretely on developing our sales process, and new reps immediately understand which behaviours I, as sales manager, want to see more of.”
Thibaud Hartwig · Tendium
Rapid growth puts three demands on a sales organisation at once: a process that holds up nationally and internationally, a real return on every new sales hire, and a culture where each rep gets a little better every day - all without consuming the sales manager's week. Tendium, aiming for the industry's best Net Sales Efficiency, was facing all three.
"We have very talented reps. Often it takes unnecessarily long, and eats up my time, to get new sales talent properly up to speed," says Thibaud Hartwig, Sales Manager at Tendium. The company had a history with MEDDPICC before he joined - but it lived as a checklist in the CRM, not as a practice.
After evaluating the options, Tendium chose Garba. The platform gave the team a systematic way to see what actually happens - and doesn't happen - in their sales meetings.
A common foundation
A shared frame of reference that lets the team work concretely on the sales process, so new reps immediately see which behaviours matter.
Visibility into every meeting
What was and wasn't covered, read against MEDDPICC. Gut feel becomes observable - and the quality of opportunities rises with it.
Coaching from real examples
Concrete moments from actual meetings replace abstract advice. Feedback gets specific, and lands.
Quality, not just quantity
The conversation shifts from how many meetings to how good they were.
Deeper insight
That led to deeper insight into how well the team followed MEDDPICC, and raised the quality of their opportunities.
Thibaud Hartwig
Tendium
The effect showed quickly. Coaching became sharper because it ran on concrete examples from real meetings, and the team could finally talk about the quality of meetings, not just the number. Ramp-up time for new reps dropped dramatically - and experienced reps kept improving too.
One of the reps who reached full speed fastest puts it this way: "Garba gave me real structure on the administrative side of my sales conversations, and it analyses my strengths and weaknesses in every meeting. Getting that feedback immediately is extremely valuable."
Garba made Tendium's sales process more structured and more measurable - a decisive factor when scaling internationally. But Thibaud is clear that tooling alone doesn't do it: the team has to understand why.
"We learned to keep reminding everyone of the purpose," he says. "I set OKR targets on Garba metrics, which gives the rest of the business a much better understanding of what sales needs to do to keep our growth going."
MEDDPICC, activated
From a CRM checklist to a lived sales practice
Faster ramp-up
New reps reach full speed dramatically sooner
Quality + quantity
The conversation moved from meeting count to meeting quality