Coffee & Compete #74 - Salesforce VP of Competitive Intelligence Dan Hamilton
May 10, 2023
Dan Hamilton, VP of Competitive Intelligence at Salesforce, shares insights from the front lines of deal support. He discusses the challenges of messy CRM data and the importance of transparency for senior leaders. Dan reflects on a key early win and the lessons learned from a failed presentation. He emphasizes the critical role of competitive intelligence in customer retention and how hands-on involvement can significantly impact client success. His practical strategies shed light on navigating both immediate challenges and long-term strategies in a competitive landscape.
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Focus On Impact And Scale
- Dan Hamilton says compete teams must focus relentlessly on impact and scale rather than chasing every possible program.
- He recommends prioritizing a short list of high-impact work aligned to resources to avoid dilution.
Dreamforce Champagne Win
- Dan recounts a Dreamforce deal where CI contributions led to a seller thanking the team for helping put her kid through medical school.
- That moment crystallized for him the real, tangible impact compete work can deliver to customers and sellers.
Track Deal Support In CRM
- Quantify CI impact through CRM-tracked deal support so you can report win rates, influenced ACV, and compare to company averages.
- Use that data to prove value to leadership and protect your team during cost cuts.