On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jaimie Buss, VP of North American Sales at Zendesk. Jaimie has held high-profile sales leadership positions in the Bay Area for years – from Zendesk to CORAID to Meraki (now Cisco Meraki). Oh, and she was a partner at a little known Venture Capital firm, Andreesen Horowitz. You may have heard of it. Throughout the pod, Collin and Jaimie discuss Zendesk’s in-depth qualification process, and how it enables her to forecast with razor sharp accuracy. Highlights include: Jaimie’s early “realization” at Zendesk (27:26), Zendesk’s detailed sales funnel (32:59), the MEDDPICC qualification process (51:00), and forecasting accuracy (1:32:08).