Adam is joined by CoachHub's Global Head of Sales Enablement Anthony Fritsch to talk about his time at Google, what he's doing to enable sales in his current role, and how he breaks down silos across the org. Watch the video version of this and past episodes on Klue's Youtube Channel Check out more great compete content like this on the Compete Network . And don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competitive content in the business...
Aug 04, 2022•38 min
Adam is joined by Klue's Director of Data Insights (and resident Battlecard guru) David Washer for this month's edition of the Competitive Enablement Show LIVE. David and Adam walk through five critical rules for building better battlecards. Watch the full session on Youtube . And check out the brand new Compete Network to find the industry's best competitive content all in one place. Timestamps: (00:00) Welcome to Competitive Enablement LIVE (03:38) The most common battlecard mistake (05:42) Tw...
Jul 28, 2022•1 hr
Adam is joined by a trio of compete all-stars in this fourth instalment in our Klue at IntelliCon Masters Series. Evalueserve's Erin Pearson shares her take on the most dramatic evolutions in compete programs in recent years (01:10). Highspot's Ashley Eisinger talks about the advice she would give to her younger self starting to build a compete program (09:58). And Imperva's Pat Wall reveals the one thing he wishes compete pros stopped doing (21:28). Listen to past episodes of the Masters Series...
Jul 21, 2022•32 min
Adam is joined by Dustin Ray , Director of Competitive Intelligence at Datto to talk about how he enables his product teams in the highly competitive cybersecurity space. The duo dive into how Dustin partners with his product team, the kinds of insights product teams actually need, and why sales engineers are the perfect halfway point between sales and product. Watch the video version of this and past episodes on Klue's Youtube Channel Check out more great compete content like this on the Compet...
Jul 14, 2022•39 min
In our first-ever mailbag episode, Adam is joined by Competitive Intelligence consultant Tim Rhodes and Klue's Competitive Enablement Manager Brandon Bedford to answer questions submitted by listeners. Make sure to check out more great compete content like this on the Compete Network . And 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/newsletter Timestamps: (03:53) ...
Jul 07, 2022•36 min
In the third part of this seven-part series, Adam talks to Commvault's Head of Competitive Intelligence Matt Tyrer (01:00) and Milestone Systems' Alex Knapik (16:45) about their takes on the state of competitive intelligence in 2022, why it's important to roll up the sleeves and get into direct deal support, and how to build trust in CI across the org. Listen to past episodes of the Masters Series and check out more compete content on the Compete Network . And don't forget to sign up for our wee...
Jun 30, 2022•25 min
Adam is joined by Jennifer Roberts, Senior Manager, G2M Strategy at ServiceTitan to share how she's earned and kept a strategic seat at the table for her competitive enablement programs throughout her career. Check out the brand new Compete Network to find the industry's best competitive content all in one place. Timestamps: (02:53) - Getting executive visibility into your compete program (06:24) - Taking care of your primary stakeholder before broadening your efforts (11:18) - Measuring success...
Jun 23, 2022•41 min
On this Klue Original podcast, Slack's Senior Product Marketing Manager Clara Smyth interviews the best competitive professionals in the business to discover how they got from where they started to where they are today. Subscribe and follow Back Office to Boardroom on Spotify, Apple Podcasts or wherever you get your podcasts. And check out more great podcasts like this on the Compete Network . Host: Clara Smyth Guest: Alysse Nockels , Sr. Director, Head of Competitive Intelligence at Elastic Abo...
Jun 21, 2022•37 min
Adam is joined by Senior Market Intelligence Manager at Postscript Mindy Regnell for this month's edition of the Competitive Enablement Show LIVE. In this episode, Mindy shares her best practices on how she tiers and prioritizes competitors in a competitive market. Check out the brand new Compete Network to find the industry's best competitive content all in one place. Host: Adam McQueen Producer: Ben Ronald Timestamps: (0:00) - Introducing the Compete Network (7:43) - First step in prioritizing...
Jun 16, 2022•59 min
Adam is joined by Brock Everett , Competitive Intelligence Ambassador at Shopify, to talk about building competitive content sales reps love based on his experience moving from a sales role to competitive intelligence. Check out the brand new Compete Network to find the industry's best competitive content all in one place. 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.c...
Jun 09, 2022•37 min
In the second part of this seven-part series, Adam talks to DoubleCheck Research CEO Ryan Sorley (01:51) and Klue's Senior Director of Product Marketing Jason Oakley (15:07) 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...
Jun 07, 2022•30 min
Adam is joined by Mayur Palta , Competitive Intelligence Leader for Data Management and Win/Loss Program Leader at Databricks, to talk about what's made Mayur successful as a Compete and Sales Engineering pro at massive companies like Oracle, Dell and AWS. They also dive into how Mayur recommends building a competitive intelligence flywheel to strengthen the culture of compete within an organization, and his top three tips for building out a win-loss program. Read Mayur's full LinkedIn article o...
Jun 02, 2022•43 min
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...
May 31, 2022•25 min
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.co...
May 25, 2022•49 min
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...
May 19, 2022•35 min
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. Timestamp...
May 11, 2022•1 hr 1 min
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 ...
May 04, 2022•20 min
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 ha...
Apr 28, 2022•21 min
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 o...
Apr 14, 2022•56 min
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...
Apr 07, 2022•1 hr 3 min
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 ve...
Mar 24, 2022•35 min
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) ...
Mar 17, 2022•45 min
Adam is joined by Benevity's manager of growth and market intelligence Tara Scott to discuss the opportunities and challenges of competing as a market leader. Tara talks about their journey from earning dual English Lit degrees to becoming a product marketer and landing in their current role in charge of competitive at Benevity — the market leader in Corporate Purpose Software. Timestamps: (01:36) - Tara's career journey from English Lit. to Competitive Enablement (08:46) - Tara's advice to Comp...
Mar 11, 2022•42 min
Adam is joined by Federico Jorge, founder at Stack Against, for this month's installment of Competitive Enablement LIVE! Federico and Adam dive into what makes for a killer comparison page that sets your company apart from the competition. They answer questions from the audience about the dos and donts of a comparison page and even walk through two real-life examples of pages built by Federico. (Links to the comparison pages below). Don't forget to sign up for our weekly Coffee & Compete New...
Mar 03, 2022•56 min
On January 8th, 2022 BlackBerry closed its phone service for good. Meanwhile, during that time Apple has emerged as the smartphone market leader within North America, generating just under $39 billion in 2021 on iPhone sales alone. So, how the heck did Blackberry rise and fall as the pre-eminent smartphone in a blink of an eye, and what did Apple do to erase their biggest competitor? Don't forget to sign up for our weekly Coffee & Compete Newsletter for your weekly dose of the best competiti...
Feb 25, 2022•36 min
Adam is joined by Imperva's Head of Competitive Intelligence Pat Wall to talk about how to compete and differentiate in the ultra-competitive cyber security space. Pat and Adam dive into what makes or breaks a deal in the scorching hot cyber security industry. Pat's take on why mud-slinging is the wrong sales tactic. The importance of partnering with sales. How Pat enables his HR and Marketing teams with competitive intelligence And much more. Don't forget to sign up for our weekly Coffee & ...
Feb 17, 2022•30 min
Adam is joined by Klue's own Competitive Enablement Manager Brandon Bedford in the first installment of our new series, Brandon Builds a Competitive Enablement Program . In this episode, Brandon shares his take on the importance of building a Seller Confidence Survey and how he designed the internal survey he sent to Klue's Sellers. Brandon and Adam dive into: Why seller confidence might be the most important metric for a competitive program The most important questions to ask and how to ask the...
Feb 10, 2022•30 min
Adam is joined by Product Marketing Manager at LeadIQ Mitch Comstock, Account Executive at Klue Qayam Noorani, and hundreds of other guests for our second-ever Competitive Enablement Show LIVE! Mitch and Q answer questions from the audience on topics like: How product managers and sellers can work together to crush the competition, Where to find the best competitive intel to win more deals, And what makes for a compelling competitive newsletter. Subscribe to our weekly Coffee & Compete newsl...
Feb 04, 2022•54 min
Adam is joined by Chris Agnoli, Competitive Enablement Lead at Juniper Networks, to talk about what it's like to create a highly successful competitive enablement program — from scratch — at the enterprise level. Chris is a true pioneer in the world of Competitive Enablement. Hear Chris and Adam dive into: The differences between the old way of doing competitive intelligence and why competitive enablement is the wave of the future. Why it took 7+ months for Chris to get his Competitive program u...
Jan 27, 2022•30 min
We're kicking off Season 2 of the Competitive Enablement Show with a bang (or a bolt). Every month, we're going to be taking a look at some of the fiercest competitions between iconic brands. For this month's instalment of Klue's VERSUS Series, we dive into how Tesla is losing ground to carmakers like Volkswagen in the battle for electric vehicle supremacy. Host Adam McQueen is joined by Klue's Content Writer (and producer of this podcast) Ben Ronald to learn more about the research he did for t...
Jan 21, 2022•31 min
