How Market Leaders Combine Win-Loss & Competitive Enablement

In this candid conversation hosted by Jason Smith, these two compete leaders broke down how they’ve turned win-loss data into rocket fuel for their compete programs. Dylan shared how his team serves hundreds of sellers while still making win-loss insights valuable to product and strategic leaders. Meanwhile, Claire revealed how SurveyMonkey’s product teams have become some of her biggest win-loss champions.

🌶️ Pipin’ Hot Takeaways:

1. Your reputation as a compete pro is built on transparency – trust comes from sharing unvarnished truths
2. Win-loss isn’t just for sales; it shapes decisions across the entire organization
3. Know your audience: insights that work in the boardroom need different packaging in your sales channels

🎤 Mic Drop Moments: 

1. On Integration: “With win-loss, you’re able to not just support the sellers on their individual deals, but now you’re providing something of value to product leadership, customer success leadership, strategic leaders, marketing…” – Dylan 
2. On Product Impact: “Our product team is really bought in… it’s really difficult to ask a customer what they don’t like about a product they haven’t bought yet. Win-loss gives us that insight.” – Claire 
3. On Delivering Win-Loss Insights: “I bundle it so there’s not a lot of noise. That way I can really have the biggest impact… it’s about meeting folks where they’re at in the channels that they live in.” – Claire