Coffee & Compete

Adam is joined by the Johnson Brothers, Arik and Derek. Both with nearly three decades in the world of compete. Arik is the founder, and Derek is the CEO, of Aurora WDC, a company that serves the needs of intelligence professionals and executives so that they can amplify insights and build a culture of compete. The three dive into how breeding positive internal friction within an organization leads to positive outcomes, why intelligence pros need to think the unthinkable when it comes to strategy, and why listening more than you speak is crucial to success. Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletter(00:00) Intro(02:19) Three key takeaways(06:07) The problem with ignoring competitive insights(10:27) Balancing long and short-term priorities(15:08) How to encourage positive friction in the organization(20:47) Asking uncomfortable questions(26:27) Examples of building positive friction(33:29) Wrap upProduction Team:Host: Adam McQueenProducer: Ben RonaldPost Production: Grayson OttenbreitAudio Editor: Michael PanesMusic CreditsIntro Music: The Podcast Intro by Music UnlimtedRapid-Fire Music: Los Angeles by MuzaproductionAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by Palo Alto's Senior Competitive Strategy Analyst Ben Schultz for the final episode in our Scottsdale sit-downs series during SCIP IntelliCon 2023. Ben joined the show for a good time not a long time to chat about his path from the defense industry to competitive strategy, coming out of your shell as an introvert and the one biggest disagreement he has with his boss Alysse Nockels. As much as you'll love listening to this interview, you should really check it out on Klue's YouTube Channel, shot on location in Scottsdale. We post (almost) every episode there, so check it out!Key Moments(00:00) Introduction(00:32) Ben's career path from defense contracting to competitive intelligence(01:52) What to do when reps don't use your recommendations(04:28) Coming out of your shell as an introvert(07:04) Overcoming imposter syndrome(08:39) Ben's biggest disagreement with his bossProduction Team:Host: Adam McQueenProducer: Ben RonaldPost Production: Grayson OttenbreitAudio Editor: Michael PanesMusic CreditsIntro Music: The Podcast Intro by Music UnlimtedRapid-Fire Music: Los Angeles by MuzaproductionHost: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by Klue's Growth Product Manager Isabel Gan to peek into the world of leveraging competitive intelligence for your product strategy. Isabel breaks down how three key areas of product strategy where product managers should be using competitive intel, the differences between how a startup, a scaleup and an enterprise company might use competitive intel, and the complex cost-benefit analysis all product managers have to weigh. If you want to dive deeper into the world of product management, you should check out Isabel's show the Product Toolbox.  And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterKey Moments(00:00) Introduction(01:27) Three ways PMs should be using competitive intelligence(03:10) The main philosophy of product development (06:11) How competitive intel can inform future strategy(09:35) How a startup, scaleup and enterprise company use competitive intel differently(12:46) How product marketers and product managers should work together(19:15) Why product marketers need to provide competitive landscape intel(24:20) The Product Toolbox PodcastProduction Team:Host: Adam McQueenProducer: Ben RonaldPost Production: Grayson OttenbreitAudio Editor: Michael PanesMusic CreditsIntro Music: The Podcast Intro by Music UnlimtedRapid-Fire Music: Los Angeles by MuzaproductionAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by friend of the Show and Imperva's Head of Competitive Intelligence Pat Wall. Pat dives into why enabling your sales team is like training a puppy, how to make intel simple and digestible for your reps, and how his priorities have shifted to focus on customer retention.  As much as you'll love listening to this interview, you should really check it out on Klue's YouTube Channel, shot on location in Scottsdale. We post (almost) every episode there, so check it out!And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterChapters(00:02)  Welcome to the Show!(00:33) Pat's book: Building a Culture of Compete(02:01) Training reps like a new puppy(04:18) Bridging the enablement gap between knowing and doing(05:46) Pat's most memorable competitive win(07:23) Shifting from sales enablement to customer retention(09:25) Pat's first-ever competitive win(11:25) Getting tagged in for customer retention talks (13:28) Pat's biggest learnings in customer retentionProduction Team:Host: Adam McQueenProducer: Ben RonaldPost Production: Grayson OttenbreitAudio Editor: Michael PanesMusic CreditsIntro Music: The Podcast Intro by Music UnlimtedRapid-Fire Music: Los Angeles by MuzaproductionAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses.Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by Databricks' AI & Data  Solution Architect Mayur Palta to talk about his new book Outcompete: How startups and billion-dollar companies outsmart the competition. Mayur has worked for major tech companies like Adobe, Oracle and AWS in the compete space for more than two decades. He bundled up all his biggest learnings and is sharing them with the world. All proceeds from the book will go to empowering underprivileged children through quality education via Vibha. You can learn more about Vibha here and pick up a copy of Mayur's book here. And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.Key Moments(00:03) Introduction(00:57) Mayur's three biggest takeaways(04:33) How AI will impact the competitive landscape(08:37) How AI will impact competitive intelligence professionals(13:33) Outcompeting the competition(17:22) The Outcompete Operation System (O2S)(22:36) How to instill confidence in your leadership teamTo subscribe, visit https://klue.com/newsletterProduction Team:Host: Adam McQueenProducer: Ben RonaldPost Production: Grayson OttenbreitAudio Editor: Michael PanesMusic CreditsIntro Music: The Podcast Intro by Music UnlimtedRapid-Fire Music: Los Angeles by MuzaproductionAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses.Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by the Director of Competitive Intelligence and Communications at Freshworks Tracy Berry. Tracy and Adam dive into what deal support looks like for Tracy's team at Freshworks, how she tailors her compete content to serve customer success managers, and what it takes to get to know the c-suite and what they want from your compete program. As much as you'll love listening to this interview, you should really check it out on Klue's YouTube Channel, shot on location in Scottsdale. We post (almost) every episode there, so check it out!Key Moments(00:05) Adam says hello(03:14) How Tracy does deal support(07:45) Why and how you should enable customer success(12:29) How to communicate with your leadership teamProduction Team:Host: Adam McQueenProducer: Ben RonaldPost Production: Grayson OttenbreitAudio Editor: Michael PanesMusic CreditsIntro Music: The Podcast Intro by Music UnlimtedRapid-Fire Music: Los Angeles by MuzaproductionAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already usHost: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Jody Geiger is the host of the Winning as Women Podcast on the Compete Network and the Revenue Enablement Coach at Klue. She joined Adam to talk about how revenue enablement professionals can and should be supporting reps amid a tough economy. Jody also gives us a sneak peek at some of the inspiring conversations in Season 2 of Winning as Women launching July 21st on the Compete Network. You can catch up on all eight episodes from season one here. And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterProduction Team:Host: Adam McQueenProducer: Ben RonaldPost Production: Grayson OttenbreitAudio Editor: Michael PanesMusic CreditsIntro Music: The Podcast Intro by Music UnlimtedRapid-Fire Music: Los Angeles by MuzaproductionAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses.Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam is joined by the host of Blindspots, founder of DoubleCheck Research and Klue VP of Win-Loss Ryan Sorley to look at how artificial intelligence (AI) can be used to build, design and deploy win-loss programs.  From research to transcription synthesizing to leveraging AI tools to help your interview outreach, the whiz of win-loss Ryan Sorley has tactical takeaways for it all. You can dive way deeper into how Ryan sees the future of AI and Win-Loss in his feature presentation at the Winner's Circle event by the Compete Network. Join the Community and get access to tons of great compete content.Hear from the CEOs, founders and investors who use win-loss to grow their business and beat the competition on Season 3 of Blindspots hosted by none other than Ryan Sorley. And don't forget to sign up for Klue's weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterKey Moments(00:00) Intro (01:08) Ryan’s biggest takeaways for win-loss programs (03:58) How can AI help build win-loss programs? (07:30) The most surprising application of AI on win-loss programs (12:10) Win-loss data that makes Ryan angry! (13:23)  The problem with win-loss surveys (17:22)  The best win-loss intel from win-loss analysis (19:17) Closing the competitive revenue gap with win-loss (24:53)  Blindspots season 3 HYPE!! Team:Host: Adam McQueenProducer: Ben RonaldPost Production: Grayson OttenbreitAudio Editor: Michael PanesMusic CreditsIntro Music: The Podcast Intro by Music UnlimtedRapid-Fire Music: Los Angeles by MuzaproductionAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Adam and guest Tirrah Switzer, Senior Director of Product Marketing at Community Brands, take a break from all the CI excitement at SCIP IntelliCon 2023 to sit down for a chat on all things compete. They dive into why Tirrah's team focuses on enabling revenue-generating functions and how they do it. The importance of engaging senior leaders early on and why she wishes she had done more of it. The competitive intelligence metrics Tirrah and team swear by — and much more. As much as you'll love listening to this interview, you should really check it out on Klue's YouTube Channel, shot on location in Scottsdale. We post (almost) every Competitive Enablement episode there, so check it out!Read our recently released report surveying over 300+ revenue leaders "When the Pie Shrinks" on our website.  And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterTimestamps:(00:02) Introduction(01:52) Meet Tirah Switzer(02:12) How priorities change in tough markets(05:23) Teaching sellers how to fish(09:58) Getting leadership buy-in(11:57) Competitive intelligence metrics and KPIs(15:35) Tirrah's biggest mistake in competeProduction Team:Host: Adam McQueenProducer: Ben RonaldPost Production: Grayson OttenbreitAudio Editor: Michael PanesMusic CreditsIntro Music: The Podcast Intro by Music UnlimtedRapid-Fire Music: Los Angeles by MuzaproductionAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already use.Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.

Professor John Horn (former McKinsey, author, and professor of economics) joins the show to talk about how companies should be using competitive intelligence insights to better understand the competition. John and Ben talk about why it's a huge mistake for organizations to ignore their competitors, why war gaming is so much more valuable than role-playing, and the strengths and limitations of AI when it comes to competitive intelligence. Get a copy of John's recently published book Inside the Competitors' Mindset  here.And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business.To subscribe, visit https://klue.com/newsletterKey Moments(02:22) Why it's a mistake to pretend you have no competitors(08:08) How competition has evolved over the past two decades(13:00) How the best companies operationalize competitive intelligence(17:59) The secret to effective war gaming(20:36) How AI will impact competitive intelligence and enablement Team:Host: Adam McQueenProducer: Ben RonaldPost Production: Grayson OttenbreitAudio Editor: Michael PanesMusic CreditsIntro Music: The Podcast Intro by Music UnlimtedRapid-Fire Music: Los Angeles by MuzaproductionAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to help you win more business. It’s a new way to capture, manage, and communicate market insights from the web and across the company, in platforms your team already uses. Host: Adam McQueenProduction: Grayson OttenbreitCheck out past episodes and more great compete content like the Competitive Enablement Show, only on the Compete Network, powered by Klue. About the Compete Network:The Compete Network is your home for the best content, events, and resources on competing. From building your first battlecards to enabling thousands of reps, the Compete Network brings together the biggest names in the competitive enablement and competitive intelligence community.