- How SFDC does CE
- How can we plug SFDC and Klue, better together story
Touch on Win/loss* Talk about a ecosystem approach
Analytics, automation and workflow
Are we using Slides:
Crawl, walk, run
45 mins, including Q&A
Q&A Style, I’ll do a fireside chat
Fewer slides the better, but a visual aid would be great
Title
Abstract
Headshots and Bios
Emily - Operations Queen
Dan - Been doing CI for a long time.
Kiera - new to the team, in a sales role
What to consider when starting a CI team?
How to think about establishing IC, Crawl, walk, run
What limits you’re going to hit and how technology can help
What tech (like Klue) can help you get ahead, with content management and strategy
How do I structure my team, what time invlvement for different rucators
How do I structure a CI function, how do you interface with othwer teams
You can’t just do one or the other
I can enable sales to win more deals, or I can suggest a strategic acquisiton or build a whole new other thing that helps us win
It’s critical that we do well across all those levels
Our job is to have context across the business, it’s our super power
They have to have the context of what’s happening on the ground
Building the competitive muscle in the organizaton. the cmpetitive teams think they are. the ones to build the battlecards
You have to build a network of people who can do it together
They stopped doing it, turned it off, created pain, then asked for resources and committment to do it together
Klue is on the V2MOM for the SFDC PMM team
Competitive intelligence is not the responsibility of one team within your organization, nor does it just mean building battlecards for your sales team. It’s a strategic function that drives important conversations and big moves within your business.
In this session, we talk with the Competitive Intelligence team at Salesforce about how they’ve established this critical function.
Topics include:
What to consider when starting a CI team
The crawl, walk, run approach to establishing CI
How to structure your team
How to build a CI network within your org
How to enable all levels of the org, not just sales
The limits you’ll hit and how technology can help