Cappy Drives MEDDPIC Adoption Fullcast Revenue Intelligence
At a glance
of deals qualified using MEDDPICC in HubSpot
hours saved per rep weekly on deal qualification admin
spreadsheets needed to manage the sales process
Who Is Cappy?
“Every week in our sales meeting, we check our OKRs, forecast and progress towards quota. We run a regular meeting called ‘Deal Team’ using Ebsta and review open deals, look through MEDDPICC and identify opportunities to improve and the areas where we can best help coach our reps.”
Marcus Enqvist
Head of Sales
Cappy is an innovator in the financial services industry. To match its ambitious growth goals, the company set out to build a world-class, scalable sales process from the ground up.
While HubSpot provided the CRM foundation, Cappy struggled to operationalize its chosen sales methodology, MEDDPICC. The framework was used inconsistently outside the system, burying reps in administrative work and leaving leaders with poor visibility into pipeline health and deal risk.
The Challenge
Disconnected Methodology
Their sales methodology was applied inconsistently and lived outside their CRM, making pipeline reviews difficult.
Rep Inefficiency
Sales reps were bogged down by manual data entry, taking valuable time away from revenue-generating activities.
Limited Pipeline Insight
The team lacked a centralized view to spot pipeline risks, forecast accurately, or identify key coaching moments.
The Solution
Bring your sales methodology to life. Made possible with Fullcast.
Embedded Sales Methodology
Fullcast allowed Cappy to embed the MEDDPICC framework directly into HubSpot deals. This eliminated external spreadsheets, reduced administrative friction for reps, and made their sales methodology a consistent part of their daily workflow.
Complete Pipeline Visibility
Sales leaders gained a comprehensive, real-time view of pipeline trends, forecast accuracy, and quota coverage. With Fullcast, they could instantly spot at-risk deals and make data-driven decisions to keep their pipeline healthy and on track.
Actionable AI Insights
Cappy leveraged Fullcast Revenue Intelligence to turn data into proactive strategy. Relationship Scores provided at-a-glance health checks on key accounts, while predictive Deal Scores helped the team focus their efforts on the opportunities most likely to close.
A Framework for Coaching
Fullcast became the central hub for Cappy’s key sales meetings. By reviewing MEDDPICC criteria and deal health directly within the platform, managers could easily identify coaching opportunities and provide targeted support to help reps improve and win.
The Results
Methodology Mastered. Pipeline Perfected.
100% MEDDPICC Adoption
Cappy’s sales methodology went from an inconsistent concept into a universal practice. With MEDDPICC embedded into HubSpot, every deal is now qualified against the same criteria, creating a single source of truth and eliminating the need for spreadsheets.
2 Hours Saved / Rep / Week
By removing the administrative friction of qualifying deals, Fullcast gave Cappy’s sales team back their most valuable asset: time. Reps now spend less time on manual data entry and more time engaging buyers and closing deals.
Data-Driven Pipeline
Fullcast provides Cappy’s leadership with complete visibility to spot risks, identify coaching opportunities, and forecast with confidence. Sales meetings are now proactive, data-informed sessions focused on keeping deals on track and developing the team.
