Ryan Sorely introduced ReadyGo, a new 17-question assessment model designed to help teams launch successful win-loss programs. Jose Gonzalez then shared his experience as an early adopter, showing how the framework helped SentinelOne build a program from scratch and prepare for launch.

🌶️ Hot Takeaways:

1. Program readiness is crucial. Program owners often lack clear guidance, programs aren’t one-size-fits-all (but we try to treat them that way), and diagnosing issues is challenging. The key? Start with an honest assessment of where you stand.
2. Win-loss program owners fall into four archetypes: Rising Stars (eager newcomers), Changemakers (research geeks), Easy Buttoners (hands-off managers), and Sales Enablers (sales-focused drivers).
3. The best programs start with seller buy-in, so you can train them to position win-loss interviews during deals

🎤 Mic Drop Moments: 

1. On Getting Started: “It’s like your first kiss, right? You go in there, you’re not quite sure what you’re doing, but you just hope for the best.” – Ryan
2. On Getting Seller Buy-In: “For some reason, sellers tend to think that if I bring up a win-loss interview, it’s an indication that they’re going to lose the deal. But it’s not.” – Jose Gonzalez

Session slides below