Evan covers very small orgs, up to 25 mil in revenue
Micro clients is where he focuses.
They don’t know how to d CI
N bandwidth
Don’t know how to do it
Check out the buyers guide
They see the platform as the magic solution
Always tells clients to prioritize working as a team
Do we do all the rearranging and talking internaally, or do we buy a tool
Most clients with these tools are cmpletely overwhelmed
They don’t know how or have the time to tweak the tool to deliver the best results
Getting people to work together, leverage the internal intelligence
WideNarrow - we don’t do deep analysis, they just provide an easy platform
Get together, discuss, leverage the insights
Needs to be a tool that integrates well, has an eas-to-use UI
Champion competitive intelligence, and work together
Little UI things that cause people NOT to share intle
Predictive analysis, is what a lot of tech CEOs want the tools to be
- Stealth product entries
- Forecast whether a competitor is going to make moves x, y, and z
- Where are competitors going to invest
providing an analsyt, but
He seems to think that providing an analyst isn’t the right approach
Champions need to be skilled at getting people to work together, and work as a team. Need to get groups to work together. it’s not just about having an analyst to help pick the right alerts
Almost always rooted in internal process, not a tech thing. It boils down to a lack of CI intelligence experience in the tech CEO sector. $25mil revenue and under.
That’s how competitive intelligence is done correctly — Sales Enablement
Can you work collaboratively within the tool?
Need to get everyone into the competitive intelligence ecosystem
Breaking down the boundaries
Need to have a champion within each department
Providing value:
- Being able to provide information that they don’t already know
Win / Loss is “tricky”
For tech CEO clients we say yes, do it
If you have unliminted funds, you get an outside org to do it
It’s biased when people try to do it internally
They recommend doing it if they can, but don’t treat it as a super reliable thing for small orgs
Don’t build entire strategies entirely around win/loss
Advises clients to not build entire strategies around win/loss
Deliverables:
- battlecards
- If there was a deliverable my clients were prioritizing, it would most likely be battlecards
Speak to Tech CEO about how they have a ton of internal knowledge already in their org, now your entire team can do competitive intelligence
Peter speaks to larger tech CEO client s
Need to book a meeting every month