Dick Dunkel is the vice president of revenue enablement at Altana Technologies, the network for trusted trade. Dick has over 20 years of enterprise sales experience (PTC, Corio, IBM, SAP) leading sales teams, delivering innovative technology solutions and unlocking business value for large enterprises. For the past 10 years, Dick has focused on building high-performing sales enablement programs (Sprinklr, Celonis, Cloudera and now Altana). Dick is best known as the creator of the well-known sales qualification framework MEDDIC, coined in 1996 during his time at PTC. Dick and his wife Carolyn live outside of Philadelphia, in West Chester, PA.