Adam is joined by Dustin Ray, Director of Competitive Intelligence at Datto to talk about how he enables his product teams in the highly competitive cybersecurity space. The duo dive into how Dustin partners with his product team, the kinds of insights product teams actually need, and why sales engineers are the perfect halfway point between sales and product.

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Timestamps:

(04:21) - The difference between tactical, strategic and operational CI
(06:21) - The challenge of partnering with product and how to overcome it
(10:47) - Enabling sales and product at different touchpoints
(12:56)  - How Dustin builds alignment between CI and product
(16:16) - Why leveraging your sales engineers is essential
(20:29) - The kinds of intel product needs
(22:46) - The overlap between sales- and product-focused deliverables
(27:18) - How often Dustin shares intel with his product team
(36:03) - Delivering the insights people need

Host: Adam McQueen
Producer: Ben Ronald
Audio Editing: Josh Kilner

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

Host: Adam McQueen
Production: Grayson Ottenbreit

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