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