In this episode of "Scrappy ABM," host Mason Cosby responds to a newsletter request from Shaughn, who is targeting security and compliance organizations requiring FedRAMP authorized signatures. Mason breaks down a strategic approach for standing out in a competitive market by leveraging a company's unique differentiators.

Best Moments:

(00:32) Introduction to Sean's specific ABM challenge in the electronic signature space

(01:19) The importance of leveraging FedRAMP authorization as a market differentiator

(02:11) Developing an "onlyness statement" based on unique value propositions

(02:39) How to identify your true differentiators by asking customers why they buy

(03:30) Using the account progression model to highlight specific problems you solve

(04:58) Creating buyer enablement content to help champions sell internally

(05:40) Warning against claiming "onlyness" publicly without true differentiation

(07:29) Recommendation to focus on one department (HR, procurement, or legal) initially

Kobe; Red Sweater Tiger; And the “Golfing” Debate Has Returned