Blindspots with Host Ryan Sorley

On this episode of Blindspots by DoubleCheck Research, Kyle Poyar is here to discuss Product-Led Growth (PLG) strategies. Kyle is the VP of Growth at OpenView, helping companies fuel growth to become market leaders. As an expert on PLG, Kyle shares what it means to be a PLG company and his knowledge on product-led growth strategies that can help you successfully impact your organization's growth rate. He gives us insight into how to make this strategy successful and what results a company can expect when committing to a PLG strategy. Listen now!Key Takeaways:💡 03:19 - 04:12 What Exactly is Product-Led Growth(PLG)?🧩 05:16 - 06:13 Capturing End-User Research to Enable Your Organization's PLG Strategy🧐  06:13 - 07:23 How Do You Scale Your End-User Research To Inform Your PLG Strategy?🎬  08:30 - 09:40 Translating PLG Research Insights Into Concrete Actions📐 09:53 - 11:49 The Measurable Impact After Adopting A Product-Led Strategy😣 12:09 - 13:59 Common Challenges When Adopting A Product-Led Model💡 14:19 - 15:52 PLG Motion Adoption: The Pandemic Created Demand For The Digital Transformation Initiative⚖️ 17:28 - 19:04 How Product-Led Organizations' Growth Rate Compares With Other Orgs📈 20:25 - 23:21 Noticeable Trends From OpenView's Pricing Study

In this week's episode, we dive into how you can strengthen your CI efforts by leveraging win/loss insights. This fireside chat is lead by DoubleCheck's own Bruce Kasrel and guests Paul Senatori and Carlo Cadet. Paul has over 20 years of experience in CI and is currently the Director of Competitive Intelligence at SiteCore. Carlo leads the Content and Product Marketing teams at BitSight as the Senior Director. As experts in the field, these two share which CI deliverables are most important to the sales team, how they adapt CI efforts when working with non-sales stakeholders, and—of course—how to leverage win/loss in CI efforts. Key Takeaways:💡 04:12 - 04:56 Fueling your Competitive Intelligence Efforts with Win/Loss Insights  - Carlo Cadet🗝 04:56 - 07:02 Fueling your Competitive Intelligence Efforts with Win/Loss Insights  - Paul Senatori🖼 08:22 - 10:32 Collecting Intel From Key Sources is Vital to the Success of Your Competitive Intelligence Program - Paul Senatori🛠 11:25 - 12:35 Building High-Impact Competitive Intelligence Deliverables to Empower Sales Teams - Carlo Cadet📝 13:51 - 15:35 Building High-Impact Competitive Intelligence Deliverables to Empower Sales Teams - Paul Senatori🧩 22:28 - 24:06 Delivering Competitive Insights Across Different Stakeholder Groups - Paul Senatori🗣 24:37 - 25:46 Delivering Competitive Insights Across Different Stakeholder Groups - Carlo Cadet

This week, Ryan sits down with Managing Partner at Software Pricing Partners, Chris Mele, who shares his knowledge in pricing and why you should develop a monetization practice. Chris tells us one of the biggest mistakes an organization can make is not to update its pricing strategy. Rolling out new pricing is complex and risky, but if done well can level up your company's growth. Luckily today, you'll learn about critical pieces of a monetization practice to help you upgrade your pricing and elevate your business.Key Takeaways:🧩  05:48 - 07:52 Expand beyond the price point🗝  08:35 - 09:34 The key to build a more optimized pricing strategy😣  10:03 - 11:10 What is the number one mistake most companies make when it comes to pricing?💡  10:46 - 10:57 What is a monetization practice?📣  12:34 - 14:25 The reality of discounting📞  16:51 - 17:57 Finding the right time to discuss pricing is key💸  19:27 - 21:06 The impact of the pandemic on pricing🥇  21:57 - 24:54 How to leverage pricing to gain competitive edge📚  26:57 - 29:40 Sources of intel to inform your pricing strategy

Adele Revella, CEO & Founder of Buyer Persona Institute, discusses the effects of the pandemic on buyers, the difference between profiles and personas, building buyer trust, the Five Rings of Buying Insight, sample size for identifying patterns, meaningful differences across industries, candid conversations, and avoiding the buyer persona trap.

Today's conversation is with Jason Smith who is the CEO and co-founder of an award-winning competitive intelligence company called Klue. Jason and his team at Klue provide a lens into your competitor's world by capturing, managing, and communicating market insights across the web. In this episode Jason expands on informative topics that he knows can help you get ahead of competitors. Learn how to get the most out of your CI data, ethical approaches to mining data, and the best way to further ingenuity in the professional world. Continuous updates to the way we handle CI that are aimed at market enlightenment will enable you and your team to win more business. Jason and everyone at Klue knows how important it is to stay at the top of your game in an industry that evolves overnight. He is passionate about the tools that himself and his team have come up with to help. So listen in and learn how to build a best-in-class competitive enablement program with this week's Blindspots guest. Key Takeaways💡4:37 - 7:50 Experience creates insights and furthers ingenuity in any business.🔍📊 8:34 - 10:23 Using classification buckets to sort through unstructured CI data.😇⛏ 10:33 - 12:15 Airing on the side of honest when searching for data. Unethical approaches to data mining reflect poorly on your companies core values.🤷‍♀️ 13:33 - 15:28 Where does the function of CI live in an organization today?🚀 16:00 - 18:10 Competitive enablement: The future of CI🚚📈 19:09 - 20:48 Best practices in delivering CI data.🤾‍♂️ 21:10 - 22:34 Capitalizing on your competitive intelligence data.👨‍🏫 22:34 - 24:36 Building smart, digestible, and accessible CI deliverables📝 25:14 - 26:54 New to CI? Three steps to set you up for success.

Joining Ryan on today's podcast is Jeremey Donovan an SVP of Sales Strategy at Salesloft. Today's guest not only found success in the professional setting, but he also practices archery, weaving, and many more hobbies that he attempts to keep himself busy with. When Jeremy isn't shooting a bow he spends a considerable amount of time with his team pouring through millions of outbound emails. His team believes strongly that the key to a successful relationship in the marketing and sales world is using the right language when engaged with a client, while also adding added-value content. Jeremey gives great tips on how to avoid creating norms out of novelties and the perfect amount of personalization necessary to maximize engagement in any situation. Key Takeaways👋  6:52 - 8:40 What type of greeting should we be using?🏃‍♂️ 8:51 - 10:19 How to get people to respond and act on your emails.👩‍💻 11:32 - 15:16 Qualitative insights into your customers perceptions.🤹‍♂️🤦‍♂️ 15:21 - 17:28 Normalized novelties create disingenuous engagements.📊 21:05 - 23:02 Leveraging primary research to fine-tune your sales process.🤷‍♂️ 22:53 - 24:53 During an evaluation process when do you introduce value plans?🤝 26:45 - 27:51 Engaging in high-quality leads and offering practical language to sales.