{"id":2141,"date":"2023-09-13T00:00:00","date_gmt":"2023-09-13T00:00:00","guid":{"rendered":"https:\/\/thecompetenetwork.com\/episode\/ask-us-anything-ce-live\/"},"modified":"2023-11-03T23:50:21","modified_gmt":"2023-11-03T23:50:21","slug":"compete-confidential-ce-live","status":"publish","type":"episode","link":"https:\/\/thecompetenetwork.com\/episode\/compete-confidential-ce-live","title":{"rendered":"Ask Us Anything (CE LIVE)"},"content":{"rendered":"\n<p class=\"has-text-align-center\"><em>Adam is joined by JFrog&#8217;s Competitive Intelligence Lead Gal Toren and Autodesk&#8217;s Competitive Intelligence Manager Dylan D&#8217;Urso to answer all your (no longer) confidential questions in this edition of the Competitive Enablement Show LIVE<\/em>. <em>Here&#8217;s a look at a few of the questions asked and answered. <\/em><\/p>\n\n\n\n<h2 class=\"wp-block-heading has-text-align-center has-medium-font-size\">Question 1: How do I get updated competitive Intel from the field? How do you keep that connection and remind teams in the field to pass along anything and everything that they&#8217;re hearing?<\/h2>\n\n\n\n<h3 class=\"wp-block-heading has-vivid-purple-color has-text-color has-medium-font-size\"><strong>Dylan D&#8217;Urso, Competitive Intelligence Manager at AutoDesk<\/strong>: <\/h3>\n\n\n\n<p class=\"has-black-color has-text-color\"><em>There&#8217;s no magic bullet. It all starts with asking and demonstrating why they should share information. Applaud and reward those who contribute. Establish a cadence for communication and provide a platform for them to share information.<\/em><\/p>\n\n\n\n<h3 class=\"wp-block-heading has-vivid-purple-color has-text-color has-medium-font-size\"><strong>Gal Toren,<\/strong> <strong>Competitive Intelligence lead at JFrog<\/strong>: <\/h3>\n\n\n\n<p class=\"has-black-color has-text-color\"><em>We have a competitive ambassador program where passionate individuals from different departments bring in intel. We also do periodic listening tours to gather the most up-to-date intel. Rewarding people and creating a direct channel of communication with them has been helpful.<\/em><\/p>\n\n\n\n<!--HubSpot Call-to-Action Code --><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-955de409-da42-42c5-a9b9-f2148bbe5994\"><span class=\"hs-cta-node hs-cta-955de409-da42-42c5-a9b9-f2148bbe5994\" id=\"hs-cta-955de409-da42-42c5-a9b9-f2148bbe5994\"><!--[if lte IE 8]><div id=\"hs-cta-ie-element\"><\/div><![endif]--><a href=\"https:\/\/cta-redirect.hubspot.com\/cta\/redirect\/2241989\/955de409-da42-42c5-a9b9-f2148bbe5994\" ><img decoding=\"async\" class=\"hs-cta-img\" id=\"hs-cta-img-955de409-da42-42c5-a9b9-f2148bbe5994\" style=\"border-width:0px;\" src=\"https:\/\/no-cache.hubspot.com\/cta\/default\/2241989\/955de409-da42-42c5-a9b9-f2148bbe5994.png\"  alt=\"compete week register small\"\/><\/a><\/span><script charset=\"utf-8\" src=\"https:\/\/js.hscta.net\/cta\/current.js\"><\/script><script type=\"text\/javascript\"> hbspt.cta.load(2241989, '955de409-da42-42c5-a9b9-f2148bbe5994', {\"useNewLoader\":\"true\",\"region\":\"na1\"}); <\/script><\/span><!-- end HubSpot Call-to-Action Code -->\n\n\n\n<h2 class=\"wp-block-heading has-text-align-center has-medium-font-size\">Question 2: How do you communicate your intel with the product and executive teams, and how do you adapt that content for sales teams?<\/h2>\n\n\n\n<h3 class=\"wp-block-heading has-vivid-purple-color has-text-color has-medium-font-size\"><strong>Dylan<\/strong><\/h3>\n\n\n\n<p class=\"has-black-color has-text-color\"><em>Customizing the communication for different teams is important. For the product team, focus on win-loss reports and how the intel is being used by others. For executives, create reports like Landscape Reports that provide strategic insights. Sales teams benefit from battle cards and concise information that improves seller confidence.<\/em><\/p>\n\n\n\n<h3 class=\"wp-block-heading has-vivid-purple-color has-text-color has-medium-font-size\"><strong>Gal<\/strong><\/h3>\n\n\n\n<p class=\"has-black-color has-text-color\"><em>We have a competitor scorecard that ranks competitors based on win-loss data, mentions in customer calls, and overall impact on revenue. Transparent communication is key, and combining qualitative and quantitative analysis helps in understanding the pain points and strengths of competitors.<\/em><\/p>\n\n\n\n<h2 class=\"wp-block-heading has-text-align-center has-medium-font-size\">Question 3: How do you get execs engaged with your win-loss memos and research?<\/h2>\n\n\n\n<h3 class=\"wp-block-heading has-vivid-purple-color has-text-color has-medium-font-size\"><strong>Dylan<\/strong><\/h3>\n\n\n\n<p class=\"has-black-color has-text-color\"><em>Involve executives in the scoping of the win-loss project and demonstrate value by sharing specific findings that address their priority questions. Look for opportunities to present win-loss insights in existing executive meetings or arrange guest speaking sessions.<\/em><\/p>\n\n\n\n<h3 class=\"wp-block-heading has-vivid-purple-color has-text-color has-medium-font-size\"><strong>Gal<\/strong><\/h3>\n\n\n\n<p class=\"has-black-color has-text-color\"><em>Utilize win-loss findings to show the impact on revenue and prioritize competitors based on their influence. Demonstrating dollar amounts and statistics can catch the attention of executives and help them recognize the value of competitive intelligence.<\/em><\/p>\n\n\n\n<h2 class=\"wp-block-heading has-text-align-center has-medium-font-size\">Question 4: How do you prioritize your time and effort in a compete program?<\/h2>\n\n\n\n<h3 class=\"wp-block-heading has-vivid-purple-color has-text-color has-medium-font-size\"><strong>Dylan<\/strong><\/h3>\n\n\n\n<p class=\"has-black-color has-text-color\"><em>Prioritize competitors based on their impact on revenue and align the compete program with the company&#8217;s goals. Focus on the competitors that are most frequently encountered to maximize resources and crowdsource information for niche competitors.<\/em><\/p>\n\n\n\n<h3 class=\"wp-block-heading has-vivid-purple-color has-text-color has-medium-font-size\"><strong>Gal<\/strong><\/h3>\n\n\n\n<p class=\"has-black-color has-text-color\"><em> Involve sales reps in identifying top competitors and prioritize the ones with the most impact. Don&#8217;t spend excessive time on deep dives for each competitor, and focus on broad insights that provide quick wins for the field teams.<\/em><\/p>\n\n\n\n<iframe width=\"560\" height=\"400\" src=\"https:\/\/www.youtube.com\/embed\/2RBRd6qkWpQ?si=dBT-zkHNqt0iZny7\" title=\"YouTube video player\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" allowfullscreen><\/iframe>\n\n\n\n<p class=\"has-text-align-center has-vivid-purple-color has-text-color\" style=\"font-size:14px\"><em>  Check out this and all past episodes of Competitive Enablement Show LIVE on our YouTube Channel <\/em><\/p>\n\n\n\n<h2 class=\"wp-block-heading has-text-align-center has-medium-font-size\">Question 5: How do you establish a clear outline of what you will and won&#8217;t do as a compete team?<\/h2>\n\n\n\n<h3 class=\"wp-block-heading has-vivid-purple-color has-text-color\"><strong>Dylan<\/strong><\/h3>\n\n\n\n<p><em>Prioritize competitors based on their impact on revenue. If resources are limited, focus on the ones that have the highest influence. Be transparent about the limitations and encourage crowd-sourcing of information for niche competitors.<\/em><\/p>\n\n\n\n<h3 class=\"wp-block-heading has-vivid-purple-color has-text-color has-medium-font-size\"><strong>Gal<\/strong><\/h3>\n\n\n\n<p class=\"has-black-color has-text-color\"><em>Set boundaries and expectations with the sales team regarding the depth of competitor knowledge expected from them. Ethically engage with competitors&#8217; resources and adopt a transparent approach to collecting information.<\/em><\/p>\n\n\n\n<h2 class=\"wp-block-heading has-text-align-center has-medium-font-size\">Question 6: How do you get your exec team on board with the value of compete and engage them for the long term?<\/h2>\n\n\n\n<h3 class=\"wp-block-heading has-vivid-purple-color has-text-color has-medium-font-size\"><strong>Dylan<\/strong><\/h3>\n\n\n\n<p class=\"has-black-color has-text-color\"><em>Link the value of compete to revenue and showcase the potential revenue increase through competitive intelligence. Back up your claims with statistics and dollar amounts. Find opportunities to present to a wider audience and communicate the benefits tailored to their priorities.<\/em><\/p>\n\n\n\n<h3 class=\"wp-block-heading has-vivid-purple-color has-text-color has-medium-font-size\"><strong>Gal<\/strong><\/h3>\n\n\n\n<p class=\"has-black-color has-text-color\"><em>Create a competitor scorecard to demonstrate the impact of competitors on revenue. Present clear facts and figures to show the importance of competitive intelligence. Highlight the value of compete in enhancing seller confidence and winning more deals.<\/em><\/p>\n\n\n\n<p><\/p>\n\n\n\n<!--HubSpot Call-to-Action Code --><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-2ec8b433-d3ef-4329-9949-285d167e8e33\"><span class=\"hs-cta-node hs-cta-2ec8b433-d3ef-4329-9949-285d167e8e33\" id=\"hs-cta-2ec8b433-d3ef-4329-9949-285d167e8e33\"><!--[if lte IE 8]><div id=\"hs-cta-ie-element\"><\/div><![endif]--><a href=\"https:\/\/cta-redirect.hubspot.com\/cta\/redirect\/2241989\/2ec8b433-d3ef-4329-9949-285d167e8e33\" ><img decoding=\"async\" class=\"hs-cta-img\" id=\"hs-cta-img-2ec8b433-d3ef-4329-9949-285d167e8e33\" style=\"border-width:0px;\" src=\"https:\/\/no-cache.hubspot.com\/cta\/default\/2241989\/2ec8b433-d3ef-4329-9949-285d167e8e33.png\"  alt=\"compete week register now\"\/><\/a><\/span><script charset=\"utf-8\" src=\"https:\/\/js.hscta.net\/cta\/current.js\"><\/script><script type=\"text\/javascript\"> hbspt.cta.load(2241989, '2ec8b433-d3ef-4329-9949-285d167e8e33', {\"useNewLoader\":\"true\",\"region\":\"na1\"}); <\/script><\/span><!-- end HubSpot Call-to-Action Code -->\n","protected":false},"featured_media":0,"menu_order":0,"template":"","tags":[],"series":[24],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.13 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Ask Us Anything (CE LIVE) - Compete Network<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/thecompetenetwork.com\/episode\/compete-confidential-ce-live\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Ask Us Anything (CE LIVE) - Compete Network\" \/>\n<meta property=\"og:description\" content=\"Adam is joined by JFrog&#8217;s Competitive Intelligence Lead Gal Toren and Autodesk&#8217;s Competitive Intelligence Manager Dylan D&#8217;Urso to answer all your (no longer) confidential questions in this edition of the Competitive Enablement Show LIVE. 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