In the Season 3 Premiere of Blindspots—the win-loss podcast for and featuring executives, founders and investors—host Ryan Sorley sits down with Emplifi's Chief Growth Officer Vijay Gupta.

At Microsoft, Adobe, Salesfiy and Emplifi, Vijay has led GTM teams with two strategic pillars in mind: 

• Understand the buyer way better than anyone else.
• Understand the competition way better than they understand you. 

Win-loss analysis has been the vehicle for unlocking and reaching both strategic goals. And Vijay joined Ryan to talk about what it takes to get there.

Blindspots is brought to you by the Compete Network: the #1 community for competitive intelligence and enablement professionals. 

Watch the entire interview on Klue's YouTube Channel

Key Moments

(00:20) Meet Ryan Sorley
(02:11) Two strategic priorities for go-to-market motions
(04:55) Making tweaks to your program while maintaining consistency
(11:00) Making win-loss work at scale
(13:37) Win-loss in the boardroom
(18:25) Next steps after the board meeting
(22:07) Win-loss surprises in the boardroom
(24:26) How to articulate the value of win-loss programs
(26:19) How to internally position your win-loss program
(28:17) How win-loss programs fail (and what you can do about it)

Production Team:

Host: Ryan Sorley
Producer: Ben Ronald
Audio Editor: Michael Panes
Supervising Producer: Adam McQueen