Tendium is an AI-driven platform for selling to the public sector. With a clear vision - to make public-sector deals simpler, more efficient, and more inclusive - the company has grown quickly into a central player in its market. Now Tendium is expanding across Europe at high speed.
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 demands a sales team that can deliver in a customer-focused, efficient way. With the ambition of having the industry's best Net Sales Efficiency, Tendium faced a set of stimulating challenges: how to build a sales process and team able to compete nationally and internationally; how to guarantee quality and a strong return on investment on every new sales hire; and how to create a culture where each individual gets a little better every day, while freeing the sales manager to focus on what drives the company forward.
The pain was concrete. "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 was mostly used as a checklist in the CRM rather than a real practice.
After comparing and evaluating different options, Tendium chose Garba. The platform gave the team a systematic way to understand what actually happens — and doesn't happen — in 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 the meeting
A systematic read of what was and wasn't covered against MEDDPICC, turning gut feel into something observable.
Coaching from real examples
Concrete moments from actual meetings replace abstract advice, making feedback specific and actionable.
Quality, not just quantity
The conversation shifts from how many meetings to how good they were — quantity with quality.
Depper 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 far more valuable thanks to concrete examples from real meetings. Above all, Tendium could start talking about the quality of meetings, not just the number. That dramatically shortened ramp-up time for new sales talent while making experienced reps even better.
"It's easy for us to find good examples of how we handle different situations in the sales process," says Thibaud. "Now we can share them with new colleagues right away, and they close deals much faster than before."
One of Tendium's reps who got up to speed far more quickly puts it this way: "Garba has helped me get much more structure in the administrative side of my sales conversations and analysed my strengths and weaknesses in every meeting. Getting that feedback immediately is extremely valuable."
Garba made Tendium's sales process both more structured and more measurable, a decisive factor when scaling internationally. At the same time, Thibaud stresses that the whole team has to understand why the work is done.
"We learned that we have to keep reminding everyone of the purpose," he says. "I chose to set OKR targets on Garba metrics, which gives the rest of the business outside sales a much better understanding of what we need to do to continue our wonderful growth journey."
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