In the fifth episode of the Launch Gravy podcast, I connect with Robert Rhame, an ex-Gartner Research Director, and current Advisor at Lionfish Tech Advisors on Market Intelligence. Topics include Market Intelligence, Win-Loss Analysis, Competitive Intelligence, and Persona Development. We also discuss the importance of developing a culture of market intelligence sharing within the sales organization, and across the company as a whole.

Robert Rhame:

LinkedIn: https://www.linkedin.com/in/robertrhame/

Lionfish: https://www.lionfishtechadvisors.com/

00:13 Meet Robert Rhame: Market Intelligence Leader

00:39 Understanding Lionfish Tech Advisors

01:50 Robert's Journey into Market Intelligence and Cybersecurity

03:23 Defining Market Intelligence

06:10 Deep Dive into Win-Loss Analysis

15:36 Competitive Intelligence Strategies

25:27 The Importance of Persona Research

29:01 Market Trends and Decision Making in 2024

29:30 Understanding and Defining Personas

30:53 Deploying Research and Informing Teams

31:39 Sales and Market Intelligence

35:14 The Role of Competitive Analysis

39:37 Implementing and Updating Personas and ICP

47:45 Conclusion and Final Thoughts