Coffee & Compete

Win-loss analysis. So hot right now. It's an indispensable primary source of competitive intelligence. But intel without insights is meaningless. So how do you glean and distribute insights across your entire company? Forrester's Derek O'Grady, DoubleCheck CEO Ryan Sorley, and Seismic's Valerie Bonaldo join Klue's Brandon Bedford to break it all down.  This episode features the full session recorded at the first-ever Winner's Circle event, including the previously unreleased audience Q&A. Watch the entire session and five others from the Winner's Circle on the Compete Network Community Hub.Timestamps:(02:23) Introduction (05:34)  Valerie's advice for win-loss success (07:42) Conducting win-loss interviews through the VoC(09:21) Win-loss metrics and how to use them(14:18) How to choose your interview questions(17:22) Building and keeping your win-loss program momentum(21:21) The best way to distribute your findings(25:58) Expert advice for starting your win-loss program(29:59) Q&A - What's the best place to store reports, and distribute them?(33:02) Q&A - Tailoring the findings to particular stakeholders(33:44) Q&A - How do you approach Salesforce and win-loss analysis?(38:20) Q&A - How do you gather win-loss insights mid-deal?(43:11) Q&A - How do you increase response rates?Check out more great compete content like this on the Compete Network.About 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.

Dooly CEO Kris Hartvigsen and Klue CEO Jason Smith join Adam for a deep conversation into what it takes to compete and win in recessionary times. Kris and Jason break down why tying your product's value to ROI,  deepening your seller's understanding of prospects and competitors, and clearly differentiating is more important than ever.  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/newsletterTimestamps:(02:51) How recessions impact pipeline and revenue(05:28) Changes to messaging and tactics in a recession(08:32) Selling to multiple stakeholders(11:09) The slim margin between winning and losing(16:40) Deals that just barely slipped through the cracks(19:16) Closing the competitive revenue gap(21:12) What separates a good seller from a great one(25:38) Clearly explaining your company's value(27:19) Defending against customer churn(29:06) Competing in this recession and recessions pastHost: 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.

Salesforce VP of Competitive Intelligence Dan Hamilton and Klue's Sr. Director of Product Marketing Jason Oakley sat down for a fireside chat at last month's Winner's Circle event, powered by the Compete Network.  They talked about the importance of building a true partnership with sales, how to be agile and flexible when it comes to differentiation, and how being closer to reality on the ground and in the field with customers gives you the evidence you need to bring your findings and competitive recommendations to the boardroom and to your execs.Catch the full session and five others from the Winner's Circle on the Compete Network Community Hub.Timestamps:(01:49) Jason and Dan introduction(04:26) The evolution of Dan's competitive intelligence career at Salesforce(07:11) Why all successful compete programs start by enabling sales  (07:35) Authors' favourite chapters(11:23) What it means to really partner with sales(17:00) How to nail strategic competitive intelligence(20:51) How to nail tactical competitive intelligence(26:28) Q&A with the audienceCheck out more great compete content like this on the Compete Network.About 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.

Too much competitive intelligence theory, and not enough practical advice. Adam is joined by Thomson Reuters' Zena Applebaum,  Sedulo Group's Phil Britton, and Palo Alto's Alysse Nockels to share their experiences writing their upcoming book: The Practical Guide to Competitive Intelligence.Pre-order your copy of A Practical Guide to Competitive Intelligence here.  Timestamps:(02:10) Authors' inspiration for writing the book(04:12) Who the book was written for(05:40) Why tactical competitive intelligence shouldn't get overlooked(07:35) Authors' favourite chapters(10:13) The best CI stories included in the book(15:03) Best practices for reporting and distributing CI findings(19:08) A previously held belief about CI that's no longer true(19:55) Where the authors would spend their budget if it increased ten-fold overnight(20:32) One thing the authors wish CI pros would stop doingWatch 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/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.

Adam is joined by Salesforce's VP of Competitive Intelligence, Dan Hamilton, and Highspot's Compete Lead, Justin Topliff,  for the seventh and final episode of the Klue at IntelliCon Masters Series.  Two of the biggest names in compete share what competitive professionals need to STOP doing and how to measure your own compete program's success. Listen to past episodes of the Masters Series and check out more compete content 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: Ben RonaldAudio Editing: Josh KilnerAbout 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 used 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 Culture Amp's Senior Manager of Competitive Intelligence Zaven Gabriel  and Veeam Software's Sr. Director of Competitive Intelligence Pierre Hiller for the sixth episode in the Klue at IntelliCon Masters Series.  Listen as Zaven Gabriel (1:39) shares his best advice for competing pros working at small and large companies. Then, Pierre (7:42) talks about the evolution of compete that he's witnessed in his ten-plus years in the space.  Listen to past episodes of the Masters Series and check out more compete content 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: Ben RonaldAudio Editing: Josh KilnerAbout 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 Molly Gallaher Boddy, the former Senior Competitive Intelligence Manager at Datto, who shares her best practices for supporting product teams and product launches with competitive intelligence. Listen and learn how Molly's main priority is to be a trusted consultant serving her stakeholders' goals and KPIs.  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/newsletterTimestamps:(04:16) How compete teams work with product teams at Datto(05:38) What kind of competitive intel does product care about(08:11) What good competitive intelligence looks like for product teams(14:26) How Molly builds her competitive intel newsletter(16:22) The magic of scalability(15:56) Enabling product teams with intel(17:45) Sharing intel beyond the newsletter(22:17) Internal alignment and breaking down silos(24:14) Building battlecards for product teams(27:58) Validating product-specific intel(32:33) The recipe for successful launches at larger companies(35:45) How CI informs packaging during launches(40:10) Establishing different CI goals throughout and past launchHost: Adam McQueenProducer: Ben RonaldAudio Editing: Josh KilnerAbout 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 alrHost: 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 Freshworks' Director of Competitive Intelligence & Communication Tracy Berry for the 50th (!!) episode of the Competitive Enablement Show. In this very special episode, Tracy walks Adam through her tried and tested 30-60-90 day roadmap for launching a compete program.  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/newsletterTimestamps:(03:10) Introducing Tracy Berry(05:39) Establishing a 90-day plan(06:10) How the plan has evolved over time(07:50) The first 30 days: conducting research(11:14) Examples of quick wins(15:56) Enabling product teams with intel(21:50) Tips to clean up CRM data(24:00) Conducting 30 interviews with stakeholders(28:53) Leveraging win-loss data(32:13) Examples of tactical and strategic support(34:53) Using Klue to enable the exec team(38:10) Building a budget(39:19) Branding your compete program(41:17) Deliverables to prioritize(44:14) Using a 90-day plan beyond compete programsHost: Adam McQueenProducer: Ben RonaldAudio Editing: Josh KilnerAbout 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 alreadyHost: 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 Competitive Solutions Specialist Hunter Sones for a deep dive into the Know. Say. Show. framework of building battlecards. Hunter explains why having a framework is important, what he sees as some of the biggest gaps in most battlecard content, and why content reliability is so important. Read more about the Know. Say. Show. framework on our bloghttps://klue.com/blog/battlecard-best-practicesCheck 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:(03:51) Know. Say. Show Framework(06:20) What’s missing from most battlecards(07:20 Backing up your claims with evidence(08:40) Speeding up battlecard adoption(10:08) How much context is too much?(10:53) Turning intel into insight(13:11) Hunter’s biggest tipHost: Adam McQueenProducer: Ben RonaldAudio Editing: Josh KilnerAbout 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 alreadyHost: 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 Datto's Director of Competitive Intelligence Dustin Ray and former Executive Director at SCIP Cam Mackey for this fifth episode in the Klue at IntelliCon Masters Series. Listen to Dustin talk about what he sees as the best organizational fit for a compete team, how he measures his team's success, and what kind of session he would lead at next year's IntelliCon if asked (01:12). Then Adam and Cam talk about the changes Cam has seen in competitive intelligence over the past decade, what he would like to see more of, and where he sees the industry going (12:42). Listen to past episodes of the Masters Series and check out more compete content 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: Ben RonaldAudio Editing: Josh KilnerAbout 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 used 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.