Blindspots with Host Ryan Sorley

Blindspots with Host Ryan Sorley

por The Compete Network by Klue

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Behind the Scenes on Forrester's Win-Loss Program Launch and How it Fits in Their Overall VoC Practice

Listen as Derek O'Grady, VP of Customer Experience at Forrester shares with DoubleCheck Research helpful frameworks and advice for building and managing a successful win/loss program.

Launching an Effective Win-Loss Program with Valerie Bonaldo of Seismic

In this episode, Valerie Bonaldo of Seismic joins Blindspots to talk about the step-by-step process of launching a new win/loss program. In our conversations, Valerie shared some really specific information about: How to get (and keep) stakeholder buy-in Her unique tool for getting everyone on the same page from day one The importance of asking the right questions in the right way Her approach to defining program focus and doing efficient outreach How she uses customization to make sharing win/loss finds more effective The importance of focusing on wins Listen now and stay tuned for more practical lessons from this brilliant guest!

Uncovering the Voice of the Customer with Win/Loss Analysis with Elvis Lieben of Gong

Listen as Elvis Lieban, Senior Product Marketing Manager of Velocity talks with DoubleCheck Research about how Gong’s project-based approach to win/loss research helps tap the Voice of the Customer, how to gain stakeholder buy-in, how program findings are shared throughout the organization, and the super effective way Gong measures program impact.

Transitioning from Tribal Knowledge to a Data-driven Win/Loss Program

Today on Blindspots by DoubleCheck, Geoffrey sits down with Jonathan Bedard, SVP of Product Marketing at Bullhorn, to discuss the ins and outs of successfully transitioning an organization's win/loss approach from an informal, tribal affair to a formal, data-driven program. Along the way, he shares some inspiring stories about exactly how this transition positively affected Bullhorn’s bottom line and ability to pivot quickly in a competitive market. If you are starting to think about launching your own win/loss program, you don't want to miss out on this conversation as Jonathan shares some tactical tips to get one off the ground.

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Ensuring the Success of Your Next Product Launch

In today’s episode, we are joined by Dave Daniels, founder of BrainKraft, a company dedicated to helping B2B companies develop the skills and processes to plan and execute successful product launches. Dave shares insights about why some product launches fail, and walks us through the BrainKraft Product Launch FrameworkTM—a tool that guides organizations through the entire product launch process, from risk assessment and establishing objectives to the final post-mortem review and every step in between. Along the way, we discuss the difference between responding to demand and creating it, key questions you need to answer about your market segment, and the two questions everyone should add to their win/loss boilerplate to help identify a product’s unique value proposition. Listen now to hear the whole conversation and get a jump start on ensuring the success of your next product launch.

Transforming Qualitative Data Analysis with Dovetail's Benjamin Humphrey

Today on Blindspots by DoubleCheck, Ryan sits down with Benjamin Humphrey to discuss how his platform, Dovetail, is revolutionizing the research field by giving users analytical superpowers and allowing them to embrace a whole new way of analyzing and consuming qualitative data to gain insights. Benjamin, Co-founder and CEO, dives right into how Dovetail began, including why they pivoted to what their platform is today and a look into how they will continue changing the research field and what can be accomplished with qualitative data. Listen now, and you'll learn how Dovetail can give you in-the-moment access to relevant research creating a ripple effect of positive change across your organization. Key Takeaways: ✔️ 05:06 - 06:59 How Dovetail Learned From Their Customers To Become What They Are Today 📈 08:52 - 10:32 Dovetail Use Cases 👏 10:44 - 12:32 Centralising Your data in One Place To Understand The Story Your Data Tells 💥 13:06 - 15:44 Getting Accurate Insights With Text Tagging Powered By The Human Touch ⭐️ 16:44 - 17:50 How Video Capability Will Bring Your Research To The Next Level 📣 17:51 - 18:37 The Future Of Research Consumption 💸 18:59 - 24:00 How Dovetail Reduced Its Churn Rate By Tackling A Pricing Problem 🔮 24:46 - 26:53 A View Into Dovetail's Roadmap For 2022-2023

Powering Your Sales Kickoff with Win/Loss Data with Miko Bird and Chris Herrin

This episode of Blindspot includes a fireside chat hosted by DoubleCheck's VP of Research, Bruce Kasrel, with Miko Bird and Chris Herrin discussing Sales Kickoff preparation. Miko, Director of Competitive Intelligence at Optimizely, and Chris, Senior Product Manager at BeyondTrust, share their expertise that can help you maximize your SKOs impact on your organization. With insights into compelling customer quotes, leveraging resources and data, and best practices to utilize your win/loss analysis, these two ensure you leave this episode with valuable takeaways. Listen now! Key Takeaways: 📊05:52 - 07:01 Leveraging resources and data for SKO preparation 🔁07:02 - 08:36 SKO preparation is an ongoing process 🔥08:55 - 10:40 How to make a compelling customer quote that resonates with sales 👏11:06 - 13:04 Impactful customer quotes to drive the message home with sales 🗝13:57 - 15:44 The trick to sharing negative feedback in a way that is effective and productive 🤝 15:56 - 16:18 Delivering Negative Feedback to Sales, Painful but Necessary ⚖️ 18:24 - 20:37 Focusing on the sales process during win/loss analysis to better inform sales decisions ✔️20:56 - 21:52 The relationship between win/loss data and Competitive Intelligence 🧩 25:00 - 26:27 Tips from Miko to maximize the impact of your next SKO 🧩 26:28 - 29:20 Tips from Chris to maximize the impact of your next SKO

Maximizing Your Growth Rate Through PLG Strategies with Kyle Poyar

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

How To Leverage Win/Loss Insights To Strengthen CI Efforts

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

Building Insightful Buyer Personas with Adele Revella of Buyer Persona Institute

In this week's episode, we are joined by Adele Revella, CEO & Founder of Buyer Persona Institute. The methodology at Buyer Persona Institute helps marketers further understand how, when, and why, decisions are made by buyers. Within their training, Buyer Person Institute built a framework called the Five Rings of Buying Insight to help reveal insights about buyers' decisions and gain buyer trust. Tune in now to hear how Adelle unpacks the building blocks of a successful buyer persona effort. Key Takeaways: 07:59 - 08:49 📊 Understanding the Effects of the Pandemic on Buyers 09:16 - 10:01 🤔 What is the Difference Between Profiles and Personas? 10:27 - 11:26 🔑 Helping Buyers Trust You Have the Right Solution 12:59 - 13:55 🧩 First of The Five Rings of Buying Insight 18:24 - 19:03 🏆 What is the Sample Size to Identify Patterns Across Buyers? 20:25 - 21:18 🌍 Meaningful Differences in Each Sector and Industry 22:20 - 23:11 👂🏽 Candid, Open Conversations for People to Share Their Story 25:31 - 26:36 ✍🏽 Avoiding the Buyer Persona Trap

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