Episode notes
Tom Ebling is the former CEO of Demandware, a company that was acquired by Salesforce in 2016 for $2.8 billion. Today Tom is a Board Member and Advisor to SaaS companies. He joined Ryan to talk about how win-loss insights have driven him and his teams to make better, more strategic decisions.
From identifying a product gap that led to an acquisition, adding some much-needed nuance to buyer intel limited by seller bias, and proving one of his CEO-competitors was making stuff up, win-loss analysis has been a fundamental part of every company Tom has worked at.
You can watch the full interview on Klue's YouTube Channel
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