Coffee & Compete

Who's going to be in your boat helping you row towards competitive success? In episode four of your Compete Week Replay series, Imperva's Pat Wall breaks down his best practices for presenting a competitive strategy to your leadership team.Watch the full presentation on YouTube.Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7Check out more great compete content like this on the Compete Network.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/newsletterHost: Adam McQueenProducer/Audio Editing: Ben RonaldAbout 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 you already use. to 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.

LeadIQ's Product Marketing Manager Mitch Comstock takes us through the three primary stakeholder groups you need to influence in order to build and keep momentum in your compete program. Watch the full presentation on YouTube.Watch the live Q&A on YoutubePod Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7Check out more great compete content like this on the Compete Network.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/newsletterHost: Adam McQueenProducer/Audio Editing: Ben RonaldAbout 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 you 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.

Workato's Matt Coblentz is the star of episode two of our Compete Week Replay. In this session, Matt takes us through three automation hacks he's developed to help him scale manual tasks — and make his life a whole lot easier. Watch the full presentation on YouTube.Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7Check out more great compete content like this on the Compete Network.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:(00:08) Intro with Adam and Ben(02:26) Cutting down on ad hoc requests from sales(07:04) Automated closed deal follow-up(09:52) Building a culture of compete with a pilot group(12:30) Bonus tip!Host: Adam McQueenProducer/Audio Editing: Ben RonaldAbout 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 you 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.

For the soft launch of season three of the Competitive Enablement Show, we're taking a look back at some of our favourite sessions from Compete Week 2022. To kick us off, Benevity's Growth and Market Intelligence Manager Tara Scott takes us through her best practices for briefing execs with competitive intel. For Tara, it all comes down to three main components: getting an executive sponsor, building market maps (and keeping them up to date), and cultivating relationships with cross-functional partners.Watch Tara's Compete Week presentation on YouTube.Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7Check out more great compete content like this on the Compete Network.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:(00:08) Intro with Adam and Ben(03:53) The Tl;DR of briefing execs with competitive intel(05:04) Finding an executive sponsor(06:18) Building a market map(10:31) Tara's template for executive presentations(15:27) The importance of building cross-functional partnershipsHost: Adam McQueenProducer/Audio Editing: Ben RonaldAbout 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 you 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.

Adam rings in the New Year with a look back at the very best of Season 2 of the Competitive Enablement Show with clips from some of our favourite interviews of the year as we start to look ahead at Season 3. But we need your help! Please take five minutes and share your feedback through this survey so we can make Season 3 our best one yet. Listener Survey: https://forms.gle/zJPZ8dsc6uVAPt4p7Check out more great compete content like this on the Compete Network.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: (00:00) The Best of Season 2 Interviews (01:33) Chris Agnoli, Juniper Networks(03:03)  Jennifer Roberts, ServiceTitan (04:52) Anthony Fritsch, CoachHub(06:24) Kris Hartvigsen & Jason Smith (08:10) The Best of CE LIVE(08:54) Brandon Bedford, Paul Senatori, Tirrah Switzer(11:06) Dave Washer, Klue(12:45) Mitch Comstock & Qayam Noorani (15:07) The Best of SCIP IntelliCon(15:37) Ashleigh Eisinger, Highspot(16:57) Ryan Sorley, DoubleCheck(18:19) Lisa Goldberg, Ellucian(19:21) Dan Hamilton, Salesforce(20:51) The Best of VERSUS(21:21) Tesla VERSUS Volkswagen(23:14) Apple VERSUS BlackBerry(24:55) HBO VERSUS NetflixHost: Adam McQueenProducer/Audio Editing: Ben RonaldAbout Klue:Klue provides a lens into your competitor’s world, continuously updating and connecting dots to heHost: 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 enablemen

Adam is joined by Klue Content Producer Ben Ronald to talk about our recently released Competitive Battlecards Video Series. Ben was the project manager for the video series and spent hours talking to experts about what it takes to build a great battlecard. In this episode, Ben walks us through his five biggest learnings, including why less is more, how structure is everything, and why you need to be telling a story and not just making a point. Click here to check out the entire seven-part video series for FREE.   Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.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(02:20) Why build a battlecards course in the first place?(05:10) Learning number one: Tell a story, don't make a point(07:03) Learning number two: More is not better(09:37) Learning number three: Internal intel the best intel(13:03) Learning number four: Keep your battlecards up to date(16:11) Learning number five: Structure is everything Host: Adam McQueenProducer/Audio Editing: Ben RonaldAbout 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 you 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.

Adam is joined by Brian Murray, Partner and COO at Craft Ventures, to answer five burning questions about what it takes to compete in an uncertain economy. As a founding partner at Craft Ventures, a VC firm that has raised over $2 billion and counts more than 200 companies in their portfolio, Brian has a deep understanding of what it takes to compete and win in both good and bad times. He shares why one of the defining features of successful companies and good board meetings is having the pulse of the competitive landscape and where they sit within it. Brian and Adam also dive into why competitive intelligence helps you respond to erratic behaviour from your competitors, how infrequently competitors come up at board meetings, the irony of tech-skeptical technologists, and why compete pros need to work to get their intel to the c-suite.Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.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(03:09) What it takes to compete in an economic downturn(05:36) Responding to competitor behaviour with competitive intel(07:12) Mitigating against erratic competitor behaviour(10:05) Creating organizational alignment through your competitive landscape(11:56) Brian’s keys to an effective board meeting(14:05) Why being paranoid is a good thing for executives(17:10) What sellers need to do to differentiate in crowded markets(21:04) The risks of not being on top of your competitive landscape(24:18) Brian’s advice for all compete professionalsHost: Adam McQueenProducer/Audio Editing: Ben RonaldAbout 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 you 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.

It's hard enough getting your compete program off the ground, let alone building and keeping the momentum going in the face of economic slowdowns, layoffs, and reorgs. LeadIQ's Senior Product Marketing Manager Mitch Comstock knows first-hand the challenges of both building and maintaining a compete program. He joined Adam to talk about the three most important stakeholders you need to connect with to give your compete program the best chances of succeeding. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.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:(04:50) - Three key stakeholder groups compete needs to partner with(07:07) - Starting compete from scratch(10:07) - Keeping top of mind with sales leadership(15:08) - Working with the sales enablement team as a key stakeholder(19:06) - How to get your foot in the door with sales enablement(21:42) - Mitch's approach to partnering with sales reps(23:33) - Conducting a sales confidence survey(28:53) - Rapid fire lightning roundHost: Adam McQueenProducer/Audio Editing: Ben RonaldAbout 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 you 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.

Adam is joined by two compete pros at the top of their game — at opposite ends of the competitive enablement partnership. ClickUp's Head of Competitive Intelligence Andy McCotter-Bicknell and Klue Strategic Account Executive Qayam "Q" Noorani talk to Adam about what it takes to enable veteran sellers with competitive intel. A lot of compete pros spend their time onboarding and ramping new reps. But amid economic uncertainty, your company is likely not hiring as many reps. Most importantly, those bigger, more competitive deals are more important than ever to close.  Listen to Andy and Q break it all down in this episode. Watch the video version of this and past episodes on Klue's Youtube ChannelCheck out more great compete content like this on the Compete Network.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:(04:39) - Splitting time between enabling new and veteran reps(08:00) - How the needs of veteran sellers change over time(09:11) - Moving from high-level collateral to granular collateral(15:47) - Collateral Andy uses to enable veteran sellers at the BoFu(20:57) - Using your competitive intelligence newsletter to enable veteran sellers(25:30) - Building a partnership with sales through 1:1 support(30:45) - Getting involved in individualized deal support(38:47) - What Andy would do with 10x the budget(39:55) - Collateral without contextHost: Adam McQueenProducer/Audio Editing: Ben RonaldAbout 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 you 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.

Paul Senatori (Lyft, Salesforce, Hubspot) and Tirrah Switzer (Community Brands, Accusoft) join special guest host Brandon Bedford for another edition of Competitive Enablement LIVE! These three compete pros dive into what it takes to bring win-loss insights into your compete program. From how many interviews you should conduct (and how often), the pros and cons of working with a third-party vendor, how to carve out budget for a win-loss program, and much more, Paul, Tirrah and Brandon touch on a ton of important points and field questions from the audience. You can catch all past episodes of CE LIVE and plenty of other great video content on Klue's Youtube Channel. Timestamps:(01:50) Guest intros(03:41) Moving from ad hoc win-loss to a proper program(08:12) Where should win-loss sit in the organization?(10:39) Getting sales leadership buy-in for your win-loss program(12:19) Validating or verifying sellers' stated reasons for win-loss(14:39) Engaging sales reps in win-loss(16:16) How to weave win-loss data into battlecards(20:39) How to source win-loss interviews(22:57) Engaging the executive team in win-loss(29:49) Motivating sellers to enter win-loss data in Salesforce(37:53) When do you engage customers in win-loss interviews?(40:48) How many interviews should you conduct and how often?(43:10) Internal win-loss programs versus external(54:28) Moving from internal win-loss to external and how to get budgetAbout 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 you 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.