Blindspots with Host Ryan Sorley

Listen as Derek O'Grady, VP of Customer Experience at Forrester shares with DoubleCheck Research helpful frameworks and advice for building and managing a successful win/loss program. 

In this episode, Valerie Bonaldo of Seismic joins Blindspots to talk about the step-by-step process of launching a new win/loss program. In our conversations, Valerie shared some really specific information about:How to get (and keep) stakeholder buy-inHer unique tool for getting everyone on the same page from day oneThe importance of asking the right questions in the right wayHer approach to defining program focus and doing efficient outreachHow she uses customization to make sharing win/loss finds more effectiveThe importance of focusing on winsListen now and stay tuned for more practical lessons from this brilliant guest! 

Listen as Elvis Lieban, Senior Product Marketing Manager of Velocity talks with DoubleCheck Research about how Gong’s project-based approach to win/loss research helps tap the Voice of the Customer, how to gain stakeholder buy-in, how program findings are shared throughout the organization, and the super effective way Gong measures program impact. 

Today on Blindspots by DoubleCheck, Geoffrey sits down with Jonathan Bedard, SVP of Product Marketing at Bullhorn, to discuss the ins and outs of successfully transitioning an organization's win/loss approach from an informal, tribal affair to a formal, data-driven program. Along the way, he shares some inspiring stories about exactly how this transition positively affected Bullhorn’s bottom line and ability to pivot quickly in a competitive market. If you are starting to think about launching your own win/loss program, you don't want to miss out on this conversation as Jonathan shares some tactical tips to get one off the ground.  

Welcome to Season 2 of Blindspots! A podcast for all things win/loss and churn analysis. For the next several months, DoubleCheck Research’s Research Director, Geoffrey Palmer—a storyteller, a playwright, and your podcast host—will engage with win/loss program leaders in the B2B technology space. These insightful conversations will deliver practical advice on how to leverage win/loss and churn analysis to get a leg up on the competition, improve the buying process, gain market share, and increase revenue.Enjoy! 

In this week’s episode, we welcome Ryan Detwiller, founder and CEO of Scalepath—a company that is changing the way companies tackle the previously labor-intensive task of market sizing. Over the course of this in-depth conversation, Ryan defines the four levels of market size, and shares real-world insights about the value of accurate market sizing. Be sure to stick around until the end of the episode to learn how Scalepath is helping early-stage and more mature companies to avoid common market sizing pitfalls and make better growth decisions.

In today’s episode, we are joined by Dave Daniels, founder of BrainKraft, a company dedicated to helping B2B companies develop the skills and processes to plan and execute successful product launches. Dave shares insights about why some product launches fail, and walks us through the BrainKraft Product Launch FrameworkTM—a tool that guides organizations through the entire product launch process, from risk assessment and establishing objectives to the final post-mortem review and every step in between. Along the way, we discuss the difference between responding to demand and creating it, key questions you need to answer about your market segment, and the two questions everyone should add to their win/loss boilerplate to help identify a product’s unique value proposition. Listen now to hear the whole conversation and get a jump start on ensuring the success of your next product launch. 

Welcome to the Blindspots podcast. This show is designed to help marketers and researchers understand just how to address blind spots in key, go-to-market areas through primary research efforts. This podcast is brought to you by DoubleCheck Research, an established leader in win/ loss and churn research and analysis with a mission to help clients improve their win rates by turning buyer insights into competitive advantage. My name's Ryan Sorley. I'm a founder, a researcher, a soon-to-be author, a husband to one, and a dad to three, and your grateful and humble podcast host. Each show, I will engage with marketing, sales, product, and competitive intelligence experts in the B2B technology space in meaningful and thought- provoking conversations with actionable strategies on how to help product marketers and those with a love for research drive value across their organizations. So make sure to check out the show and subscribe on your favorite podcast app. Thanks so much for joining us.

This episode of Blindspot includes a fireside chat hosted by DoubleCheck's VP of Research, Bruce Kasrel, with Miko Bird and Chris Herrin discussing Sales Kickoff preparation. Miko, Director of Competitive Intelligence at Optimizely, and Chris, Senior Product Manager at BeyondTrust, share their expertise that can help you maximize your SKOs impact on your organization. With insights into compelling customer quotes, leveraging resources and data, and best practices to utilize your win/loss analysis, these two ensure you leave this episode with valuable takeaways. Listen now!Key Takeaways:📊05:52 - 07:01 Leveraging resources and data for SKO preparation🔁07:02 - 08:36 SKO preparation is an ongoing process🔥08:55 - 10:40 How to make a compelling customer quote that resonates with sales👏11:06 - 13:04 Impactful customer quotes to drive the message home with sales🗝13:57 - 15:44 The trick to sharing negative feedback in a way that is effective and productive🤝 15:56 - 16:18 Delivering Negative Feedback to Sales, Painful but Necessary⚖️ 18:24 - 20:37 Focusing on the sales process during win/loss analysis to better inform sales decisions✔️20:56 - 21:52 The relationship between win/loss data and Competitive Intelligence🧩 25:00 - 26:27 Tips from Miko to maximize the impact of your next SKO🧩 26:28 - 29:20 Tips from Chris to maximize the impact of your next SKO

Today on Blindspots by DoubleCheck, Ryan sits down with Benjamin Humphrey to discuss how his platform, Dovetail, is revolutionizing the research field by giving users analytical superpowers and allowing them to embrace a whole new way of analyzing and consuming qualitative data to gain insights. Benjamin, Co-founder and CEO, dives right into how Dovetail began, including why they pivoted to what their platform is today and a look into how they will continue changing the research field and what can be accomplished with qualitative data. Listen now, and you'll learn how Dovetail can give you in-the-moment access to relevant research creating a ripple effect of positive change across your organization. Key Takeaways:✔️ 05:06 - 06:59 How Dovetail Learned From Their Customers To Become What They Are Today📈 08:52 - 10:32 Dovetail Use Cases👏 10:44 - 12:32 Centralising Your data in One Place To Understand The Story Your Data Tells💥 13:06 - 15:44 Getting Accurate Insights With Text Tagging Powered By The Human Touch⭐️ 16:44 - 17:50 How Video Capability Will Bring Your Research To The Next Level📣 17:51 - 18:37 The Future Of Research Consumption💸 18:59 - 24:00 How Dovetail Reduced Its Churn Rate By Tackling A Pricing Problem🔮 24:46 - 26:53 A View Into Dovetail's Roadmap For 2022-2023