Coffee & Compete

Coffee & Compete

by The Compete Network by Klue

Business Business News

Season 2

Klue at IntelliCon: Masters Series Part I | Lisa Goldberg and Nadeem Khan

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/newsletterHost: Adam McQueenProducer: Ben Ronald Audio Editing: Josh KilnerAbout 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 McQueenProduction: Grayson OttenbreitCheck 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.

#40 - Cutting Out Competitive Chaos (with a Maturity Model) | Brad Lawless, Movista

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/newsletterHost: Adam McQueenProducer: 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 ModelAbout 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 McQueenProduction: Grayson OttenbreitCheck 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.

#39 - Is it Impossible to Move Beyond the Meat Industry? | VERSUS

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/newsletterHost: Adam McQueenProducer: 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 meatAbout 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 McQueenProduction: Grayson OttenbreitCheck 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.

#38 - Success-ifying Competitive Enablement | Clara Smyth, Brandon Bedford

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 competitorsWatch 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/newsletterHost: Adam McQueenProducer: Ben RonaldAbout 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 McQueenProduction: Grayson OttenbreitCheck 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.

#37 - Live(ish) from SCIP IntelliCon 2022 | Part II

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 SalesforceHost: Adam McQueenProducer: Ben RonaldAbout 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 McQueenProduction: Grayson OttenbreitCheck 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.

#36 - Live(ish) from SCIP IntelliCon 2022 | Part I

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 OakleyHost: Adam McQueenProducer: Ben RonaldAbout 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 McQueenProduction: Grayson OttenbreitCheck 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.

#35 - Nailing Your First 90 Days on the Job | Andrew McCotter-Bicknell, ClickUp

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 SuccessHost: Adam McQueenProducer: Ben RonaldAbout 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 McQueenProduction: Grayson OttenbreitCheck 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.

#34 - 5 Rules of Selling Against Your Competitor | David Priemer, Cerebral Selling

Adam is joined by best-selling author David Priemer and Enterprise Sales Leader at Klue Alex Cook for this month's edition of Competitive Enablement Live. David dives into his 5 Tips for Selling Against Your Competition in competitive deals, with real-life examples from Alex shared throughout the conversation.Subscribe to our weekly Coffee & Compete newsletter to find out how you can participate in next month's Competitive Enablement Show LIVE. (00:00) Welcome to Competitive Enablement Live(07:46) Inspiration and Empathy in Selling(13:46) Handling Objections and Rejections(18:21) Asking Questions to Reveal Competitive Intelligence(24:08) Bashing Your Competitors(30:39) Inoculation Theory in Selling(37:37) Ramping New Sellers for Competitive Deals(42:47) Using Discovery as a Competitive Resource(48:38) Incorporating Belief Statements in Competitive Deals(53:37) Defining Positioning and Messaging.Host: Adam McQueenProducer: Ben RonaldAbout 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 McQueenProduction: Grayson OttenbreitCheck 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.

#32 - Why HBO Max Will Dominate Netflix within 10 Years | VERSUS

Adam is joined by Klue's Content Writer, and Producer of this podcast, Ben Ronald to dive into this month's edition of VERSUS in HBO VERSUS Netflix. Ben lays down his argument for why HBO's brand identity of producing consistently outstanding content, combined with HBO Max's growing library of content, will propel HBO's streaming service into top spot ahead of Netflix within the decade. Make sure to sign up for or our weekly Coffee & Compete Newsletter to be the first to read the written version of HBO VERSUS Netflix. To subscribe, visit https://go.klue.com/newsletter-subscribeTimstamps:(02:45) Netflix and HBO come into direct competition...twice(08:19) Netflix starts producing original content(14:03) Measuring success as a content producer(19:02) HBO's and Netflix's brand in one sentence each(22:18) HBO's competitive moat(25:06) Ben's favourite Love is Blind character(27:33) VCs and content producers(30:32) When art and business collideHost: Adam McQueenProducer: Ben RonaldAbout 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 McQueenProduction: Grayson OttenbreitCheck 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.

#31 - Giving 5000 Sellers What They Need to Win | Ben Scheerer and Pete Codevilla, Red Hat

Adam is joined by Red Hat's dynamic competitive enablement duo Ben Scheerer and Pete Codevilla to talk about how they enable a sales team of more than 5000 sellers across the globe at the enterprise level. They dive into the importance of providing the right competitive content at the right time to the right people, how measuring usage and adoption metrics lets them build better content, and how to build the best battlecard setup.Timestamps:(02:06) - Enabling a salesforce of thousands (11:41) - Establishing different differentiators for different personas(13:36) - Enabling new sellers with essential content(19:09) - Using analytics to fills gaps in competitive content(27:42) - Key stakeholders to tap when creating content(33:20) - Must have content for sales battlecards(41:26) - The Holy Grail KPI for compete leadsDon'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-subscribeHost: Adam McQueenProducer: Ben RonaldAbout 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 McQueenProduction: Grayson OttenbreitCheck 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.

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