Show notes
Tom Ebling is the former CEO of Demandware, a company that was acquired by Salesforce in 2016 for $2.8 billion. Today Tom is a Board Member and Advisor to SaaS companies. He joined Ryan to talk about how win-loss insights have driven him and his teams to make better, more strategic decisions. From identifying a product gap that led to an acquisition, adding some much-needed nuance to buyer intel limited by seller bias, and proving one of his CEO-competitors was making stuff up, win-loss analysis has been a fundamental part of every company Tom has worked at.You can watch the full interview on Klue's YouTube ChannelBlindspots is brought to you by the Compete Network: the #1 community for competitive intelligence and enablement professionals. Key Moments(00:10) Ryan's first-ever customer at DoubleCheck(01:29) How Tom leverages win-loss insights (04:29) How big is the gap between seller intel and buyer intel?(06:38) Using win-loss insights to drive decision making(08:23) Gaining competitive intelligence through win-loss analysis(12:15) Presenting win-loss insights at board meetings(14:26) How Tom used win-loss insights to inform mergers and acquisitions(18:13) Tom's advice for starting a win-loss programProduction Team:Host: Ryan SorleyProducer: Ben RonaldAudio Editor: Michael PanesSupervising Producer: Adam McQueen
