Coffee & Compete

Adam is joined by Brock Everett,  Competitive Intelligence Ambassador at Shopify, to talk about building competitive content sales reps love based on his experience moving from a sales role to competitive intelligence.
 
Check out the brand new Compete Network to find the industry's best competitive content all in one place.

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/newsletter

Host: Adam McQueen
Producer: Ben Ronald 

Timestamps:

(02:44) - Why Brock made the move to CI from Sales
(05:09) - Why sales professionals make good CI professionals
(08:03) - Brock's biggest surprise after moving into CI
(11:01) - What's wrong with competitive content today
(16:05) - Handling objections in sales
(20:06) - Tackling battlecards
(25:29) - The power of a boomerang story
(29:39) - How Brock's perception of CI has changed since starting in his role

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 McQueen
Production: Grayson Ottenbreit

Check 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.

In the second part of this seven-part series, Adam talks to DoubleCheck Research CEO Ryan Sorley (01:51) and Klue's Senior Director of Product Marketing Jason Oakley (15:07) at SCIP IntelliCon 2022 in Minneapolis about their biggest career learnings and the most valuable advice they have to share with the competitive enablement and competitive intelligence community.

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/newsletter

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 use.

Host: Adam McQueen
Production: Grayson Ottenbreit

Check 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 Mayur Palta,  Competitive Intelligence Leader for Data Management and Win/Loss Program Leader at Databricks, to talk about what's made Mayur successful as a Compete and Sales Engineering pro at massive companies like Oracle, Dell and AWS. They also dive into how Mayur recommends building a competitive intelligence flywheel to strengthen the culture of compete within an organization, and his top three tips for building out a win-loss program.

Read Mayur's full LinkedIn article on building a competitive intelligence flywheel here.

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/newsletter

Host: Adam McQueen
Producer: Ben Ronald 

Timestamps:

(03:47) - Mayur's three lessons for compete professionals
(07:40) - Lesson's from Mayur's time at Oracle
(11:02) - Competitive intelligence as a social network
(13:04) - Building a culture of compete
(18:41) - Mayur's lessons from his time at AWS
(22:38) - How Mayur developed his love of writing
(27:30) - Mayur's three tips for starting a win-loss program
(37:26) - The Competitive flywheel of success

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 McQueen
Production: Grayson Ottenbreit

Check 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.

In the first part of this seven-part series, Adam talks to Ellucian's Lisa Golberg (02:44) and Coca-Cola's Nadeem Khan (14:52) at SCIP IntelliCon 2022 in Minneapolis about their biggest career learnings and the most valuable advice they have to share with the competitive enablement and competitive intelligence community. 

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/newsletter

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 use.

Host: Adam McQueen
Production: Grayson Ottenbreit

Check 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 Movista's Sr. Director of Product Marketing Brad Lawless to talk about how the Competitive Enablement Maturity Model has helped him build his compete program up from the ground. In just 5 short months, Brad has implemented reporting, expanded the scope of his role, and hired a new employee along the way.

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/newsletter

Host: Adam McQueen
Producer: Ben Ronald 

Timestamps

(02:36) Why Brad loves the Competitive Enablement Maturity Model
(07:21) Progress made from Day 1 to now
(11:09) The road to adding headcount
(15:52) Starting from the basics
(21:39) Measuring Competitive Enablement success
(26:42) Measuring sales engagement
(29:03) Starting with sales
(32:17) Enabling other teams with Competitive Enablement
(39:16) Onboarding made easier with the Maturity Model?
(43:46) Why compete programs need to use a Maturity Model

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 McQueen
Production: Grayson Ottenbreit

Check 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 and Ben revisit a 2021 article in which Adam looked at the battle between Beyond Meat and Impossible Foods. But we got it wrong. Actually, Beyond and Impossible aren't competing against each other — they're taking on the entire meat industry. In this episode, we dive back into the battle and look at both companies' go-to-market strategies.

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/newsletter

Host: Adam McQueen
Producer: Ben Ronald 

Timestamps

(2:41) What we got wrong the first time around
(6:48) Beyond and Impossible GTM strategies
(12:32) Getting onto restaurant menus
(17:36) The limitations of education your consumers
(23:56) Focusing on the core message
(28:04) BoFU Messaging
(32:34) What it would take for Adam to eat less meat

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 McQueen
Production: Grayson Ottenbreit

Check 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 Slack's Sr. Product Marketing Manager Clara Smyth and Klue's Competitive Enablement Manager Brandon Bedford for this month's edition of Competitive Enablement LIVE. The trio dive into the reporting and best practices that build the foundation for a successful compete program. Best of all, we hear from friends of the Competitive Enablement like Airtable's Alex McDonnell and Pierre Hiller from Veeam Software as they jump on the mic to share their comments and questions.

Timestamps

(08:31) Clara's reaction to PMA's State of CE report
(11:13) Why CE reporting saved Clara's career
(12:57) Where you should focus your reporting efforts
(17:24) Why stakeholder engagement is key to success
(22:49)The rapid response approach
(25:17) Dealing with ad hoc requests
(29:29) Sharing your prioritization efforts with the org
(32:50) Doing things that don't scale
(36:40) Why a sales first approach is key to success
(37:38)Mastering tactical deal support
(38:57 )Proving impact to sales reps
(53:47) Tiering your competitors

Watch past episodes of Competitive Enablement LIVE here

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/newsletter

Host: Adam McQueen
Producer: Ben Ronald

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 McQueen
Production: Grayson Ottenbreit

Check 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 six Competitive Enablement experts on Day 2 of SCIP IntelliCon 2022 for Part II of our two-part series. The experts talk about common mistakes CI professionals need to stop making, their favourite speaker session, how the profession has evolved and more.

Timestamps:

(0:45) - Cam Mackey, Executive Director at SCIP
(4:22) - Dustin Ray, Head of Intelligence at Datto
(6:35) - Pierre Hiller, Sr. Director of Competitive Intelligence at Veeam Software
(9:34) - Justin Topliff, Head of Competitive Intelligence at Highspot
(13:16) - Zaven Gabriel, Sr. Manager of Competitive Intelligence at Culture Amp
(15:32) - Dan Hamiton,  VP of Competitive Intelligence at Salesforce

Host: Adam McQueen
Producer: Ben Ronald

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 McQueen
Production: Grayson Ottenbreit

Check 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.

We're doing it LIVE(ish) from IntelliCon 2022 in Minneapolis, Minnesota. Adam is joined by some of the absolute best pros in Competitive Enablement and Competitive Intelligence, including Ellucian's Lisa Goldberg, Highspot's Ashleigh Eisinger, Klue's Jason Oakley, DoubleCheck Research's Ryan Sorley, Coca Cola's Nadeem Khan, Commvault's Matt Tyrer,  Imperva's Pat Wall, Milestone Systems' Alex Knapik and Evalueserve's Erin Pearson.

Adam picks all of their brains on topics like how the profession has evolved in the last ten years,  what advice they would give their younger selves, and some of their biggest takeaways from SCIP IntelliCon so far.

Timestamps

(00:45) Lisa Goldberg, Ellucian
(02:54) Ashleigh Eisinger, Highspot
(05:23) Jason Oakley, Klue
(07:39) Ryan Sorley, DoubleCheck Research
(11:35) Nadeem Khan, CocaCola
(13:48) Lisa Goldberg Redux, Ellucian
(14:43) Matt Tyrer, Commvault
(16:38) Pat Wall, Imperva
(18:04) Alex Knapic, Milestone Systems
(19:04) Erin Pearson, Evalueserve
(20:30) Day 1 Wrapup with Klue's Adam McQueen and Jason Oakley

Host: Adam McQueen
Producer: Ben Ronald

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 McQueen
Production: Grayson Ottenbreit

Check 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 ClickUp's Head of Competitive Intelligence Andrew McCotter-Bicknell to talk about Andrew's first 90 days in his role at ClickUp and shares his biggest learnings. Adam and Andrew dive into why consistently publishing content early on in your tenure is a smart move, why not getting enough feedback before creating sales collateral is a bad move, and why the fast-food chicken sandwich wars is one of Andrew's favourite examples of competitive messaging.

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://go.klue.com/newsletter-subscribe

Timestamps

(02:53) Atlassian's swipe at ClickUp
(08:17) Calling out your competitors
(11:23) Landing the job at ClickUp
(16:57) Andrew's first project
(22:15) The importance of non-product differentiators
(27:22) Identifying non-product differentiators
(33:48) Getting organizational buy-in
(38:33) Early wins and traction in the first 90 days
(51:51) Reporting on Competitive Success

Host: Adam McQueen
Producer: Ben Ronald

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 McQueen
Production: Grayson Ottenbreit

Check 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.