Approved Quotes we can use in external content:
“In a contracting environment, you and your competitors are fighting over fewer dollars. It matters even more to understand your competitors moves.”
-Brian Murray, Partner & COO, Craft Ventures
"In a time of economic uncertainty, companies that want to remain relevant in their space need to double-down on competitive enablement, not dial back on spending and resources.”
-Tracy Berry, Director Competitive Intelligence & Communication, Freshworks
“The economic new means - everything matters. Differentiation is of primary importance and every opportunity is fiercely contested. So what will be your differentiation? You need to establish sustained agility of differentiation at scale.”
-Stef Eller, Managing Director Global Competitive Market Intelligence Strategy, Cisco
“Every deal matters more – customers are more price-conscious than ever, and you can’t afford to “win” a race to the bottom. You must outvalue your competitors.”
-Chris Agnoli, Competitive Enablement Lead, Juniper Networks
The business doesn’t win when you simply beat on price. Better competitive intelligence provides the opportunity to sell the true value of your solution, rather than crossing your fingers and hoping your discount structure wins the deal. Winning by delivering business value creates customer advocates. A customer that values your solution will go to bat for you at renewal time.”
-Chris Agnoli, Competitive Enablement Lead, Juniper Networks
“In challenging, more uncertain economic cycles, every deal and dollar will be scrutinized. The question buyers are now asking themselves is no longer "What is the best solution, and how fast can we get going?"; but rather "How badly do we need this? How quickly will we see the ROI? What are the alternatives? Can we just do this with what we already have!?
-Devon O’Rourke, Founder & Managing Partner at Fluvio
“It's a mistake to think your competition will cool along with the economy. Examine where and how you can expand while your competitors are cutting back. Champions are made, not born, and they train the hardest when nobody is watching. Your hustle needs to be louder than your mouth through this downturn.”
-Justin Topliff, Senior Manager, Product Marketing, Highspot
[willing to provide a quote…along lines of the excuse "no budget" or "budgets have been cut" is ringing in our sales reps ears - so every opportunity is even more critical to explain the value of what we bring to market - to make sure we are still budgeted.”
-Megan Menesale, Director of Product Marketing, SOCi
[we can write our wish list quote and send Rowan to approve]
-Rowan Noronha, Head of Product Marketing Community & PMM Executive
KAP Feedback:
approval to use for content from this audio clip; just share final quotes with him
Emma Stratton. feedback on messaging:
- “would love to see more around how Klue can help add value when “every deal matters more””
- Talk more about “How Klue can help you make this change”
- “for all of these we need an answer around how Klue is able to help”
- Needs a stronger payoff - “less money, less resources, more competition” wheras the sub talks more about how Klue helps you do more with less.
- “Defend your existing revenue” should be the headline. It’s more actionable.
- 10-year advantage doesn’t have the urgency or the why now. People are more interested and motivated by the short term. In the moment.
"Every deal matters more""You need to do more with less"
Straight to the point. I like "Renewals are harder" but I don't think it is worded quite right.
Maybe something more like "Work harder to keep your customers" or "Fight for every renewal" I like the fight because it grabs peoples attention - and you are fighting your competitors. I don't like "grab your 10-year advantage" it sounds too much in the future - many things can change. Plus strategy is so long term - I like the punchier - deal with the now scenarios you have outlined above.
“willing to provide a quote (we need to write up) along the lines of the excuse "no budget" or "budgets have been cut" is ringing in our sales reps ears - so every opportunity is even more critical to explain the value of what we bring to market - to make sure we are still budgeted.
“In a time of economic uncertainty, companies that want to remain relevant in their space need to double-down on competitive enablement, not dial back on spending and resources. Don't be pennywise and pound foolish - your competition might just be in for a penny, in for a pound.”
It's something I'm passionate about and was recently inspired by corporate leaders who spoke of similar feelings at the Clozd Win Loss Summit I attended just yesterday. Feel free to work with it or scrap it and say something for me!
Rowan Noronha: write a quote and he’ll approve; he loves the messages as is
Stef Eller - open to have a convo with us about the recession messaging to chat further, he wasn’t very clear on the slide/image with the message. @Jason Oakley
But he did provide this quote: “The economic new means as always everything matters, differentiation is primary importance and every opportunity is fiercely contested. So what will be your (reader) differentiation? Klue is here to help you established sustained agility of differentiation at scale . We will help you be the difference!
Great to hear from you! I’m happy to help. As I look at these graphics, while I agree that the four points on the left are absolutely top of mind, if I was to rate key items that are on our leaders minds, these are how I would order them:
- Every deal matters more – customers are more price conscious than ever, and you can’t afford to “win” a race to the bottom. You must out value your competitors.
- Renewals are harder – Your competitors first question is “When do you renew?” making your renewal cycle a threat to your business.
- Defend your base – These customers built your business, competitive take-outs fuel your competitors success.
- Do more with less – Equip your sellers with the BEST competitive intelligence and resolve these four 21 century challenges.
As to the public facing quote, yes I can help with that.
“The business doesn’t win when you simply beat on price. Better competitive intelligence provides the opportunity to sell the true value of your solution, rather than crossing your fingers and hoping your discount structure wins the deal. Winning by delivering business value creates customer advocates. A customer that values your solution will go to bat for you at renewal time.”
Yes, couldn't agree more with this messaging. More than happy to provide a quote and share/comment on LI once it's up. See below for a quote. I am also open to you crafting if you'd prefer.
“In challenging, more uncertain economic cycles like we are in now, every deal and dollar will be scrutinized. The question buyers are now asking themselves is no longer "What is the best solution, and how fast can we get going?"; but rather "How badly do we need this? How quickly will we see the ROI? What are the alternatives? Can we just do this with what we already have!?
Companies that understand their position in their competitive ecosystem, have internal alignment on their differentiators, and commit to a target ICP and persona will come out stronger on the other end.”
Re: #1 (messaging),
- I love the first 3 points--good coverage across what everyone is thinking about. "How do I win new business, retain what I have when customers are looking to tighten their belts and potentially regress onto cheaper/lesser solutions, and how do I make this happen when I, myself, have less to work with?" Definitely what we're feeling at Highspot.
- I like the 10yr advantage point, perhaps it would land better with an angle like "great companies get ahead in times like this because they double down" or "don't let off the gas" or something like that? I could see readers asking themselves "how am I supposed to worry about my 10yr vision when I'm worried about my pipeline?" and that could provide some encouragement and recenter their thinking?
Re #2 (quote), how's this?
- “It's a mistake to think your competition will cool along with the economy. Examine where and how you can expand while your competitors are cutting back. Champions are made, not born, and they train the hardest when nobody is watching. Your hustle needs to be louder than your mouth through this downturn.”
Re: #3 (share), you got it!