Thoughts on SCIP 2016 and Compelligence

Cropped SCIP 2016

26 May, 2016 | Posted in Uncategorized

Compelligence had the pleasure of attending the SCIP 2016 annual convention in Orlando, FL in May 2016.  I’d like to take a moment and share some thoughts on what I observed, some of my interactions, and thoughts on the future.

First impressions: Lower numbers … What does that mean? Good? Bad? Other?

Overall, I think the final count came out between 400 and 500 attendees including the exhibitors.  This is down from a historic high of over 2000 attendees in the 90’s/early 2000’s.

I would ask the question of our profession:  What does this imply?  Certainly in the past the national convention has drawn a larger audience.  But something to consider is that now, SCIP is more of a global organization with 6 conventions (I believe) around the world?  In general we should consider our profession – are we involved in a practice that is adding significant value to an enterprise to be considered a growing profession?  Is the future bright… or bleak?

Side-bar:  The root cause of this decline (if you consider the decline significant) can be explored on many fronts including the global nature of the profession, the rise of the internet, the changing speed of the market place, or my personal favorite… has the needs of our customers changed vs. our own practices?  … I wonder.

Personally, I am excited!  I think the profession is changing and becoming more a part of everyone’s job and the most important component is going to be how the entire organization becomes an Intelligence Team.  But more on that later…

Second:  What tools support our profession? (from a exhibitor perspective)

SCIP 2016

SCIP 2016 and the Compelligence booth.

There were a healthy number of vendors in attendance coming in around 40.  Generally, I was really impressed with the quality of the vendors in attendance.  Booth’s were polished and attendees were professional.  There was a clear trend around analytics in the software available and big-data solutions were abundant.  Some traditional / old-school knowledge management solutions were on display.  Other groups in attendance were service-providers / research firms including both general managerial consultants to specific market experts.

As a previous practitioner, my general observation is that the landscape of tools has not experienced disruption.  There have been some significant gains in specific areas of search technology, dashboards, and discovery.  But if I were trying to build an Intelligence division, outside of our offer, I didn’t see a solution focused on helping solve the practical, operational problems of building a function.

Sales have Salesforce.com.  Operations have Oracle.  Human Resources have Successfactors.  … What do we have?  (Blatant promotion:  This is the problem we are trying to solve)

Third:  Where does Compelligence fit and what problems do we solve?

Well, I’ll offer a view of this in the next post.  But before I do, I would like to ask you to consider the question.  Do you have a tool on which to base your entire enterprise practice?  You see… a Salesforce.com dashboard is nothing without Salesforce.com and entire organization using and benefiting from it.  What is your platform, your Salesforce.com so to speak, that is grounding your operational excellence program?

What are your thoughts?

Ed & Mitch

 

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4 Breakthroughs to Increase Win Rates in 2015

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3 March, 2015 | Posted in Uncategorized

Wondering how your 2015 will be any different than 2014 competitively?

Want to lose fewer deals to the status quo and to the competition? In this interactive panel discussion, four senior sales leaders show you a holistic framework to

  • Understand the top 6 decisions in the buyers’ process
  • Align your content and conversations to more effectively influence these decisions
  • Assess deals and build sales skills to reduce the risk of losing these decisions
  • Use intelligent systems to increase sales effectiveness and shorten sales cycles

This is how you make BIG sales productivity gains in 2015.

Register to attend today:  https://www.brighttalk.com/r/tPl

It’s time to gain the new tactics, skills and techniques to increase your performance in 2015.

See you on the 11th!

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How to Transform Salesforce.com into a Competitive Sales Analysis App Using Intelligent Agents

Image courtesy of David Castillo Dominici / FreeDigitalPhotos.net

8 January, 2015 | Posted in Competitive Intelligence, Competitive methodology, Competitive Sales, Positioning, Sales Enablement, Sales Guidance, Uncategorized

I’ve been asked to discuss my views on how Competitive Intelligence is changing in 2015 with Arik Johnson of AuroraWDC. Many of you know that I am a strong proponent that Competitive Intelligence today must change with the markets. The days of long-drawn out projects based on the traditional CI methodology are over. Today, we need immediate on-demand intelligence solutions. That means utilizing Intelligence based systems to help us.

Join us on the 21st. I’d like to hear what your thoughts are…

Sign up at: http://aurorawdc.com/how-to-transform-salesforce-com-into-a-competitive-sales-analysis-app-using-intelligent-agents-intelcollab-webinar

How to Transform Salesforce.com into a Competitive Sales Analysis App Using Intelligent Agents

The Next IntelCollab Webinar from Aurora WDC
12:00 Noon Eastern /// Wednesday 21 January 2015
~ featuring ~

Ed Allison is Co-Founder and Managing Director at Compelligence Arik Johnson

Arik Johnson is Founder & Chairman at Aurora WDC

How will you compete in and win more deals in 2015?

You could simply work harder… but you probably already work hard enough. You could hire more analysts… but that requires getting requisitions approved and lots of training. You could stop doing less productive work… but those “less-productive” tasks usually are required by your management.

These are the things people typically do when trying to be smarter about competition. But will all of this ensure you deliver intelligence to the entire firm when and where they need it, both strategically and tactically?

The problem is that competition really isn’t just a matter of work, it’s a matter of scale. Consider this: If you have 100 sales people competing against five competitors with 10 opportunities per sales person each quarter, that represents 4,000 opportunities for intelligence delivery and collection per year. Each of those could be 1 of 5^4 (625) strategies. Do you have the tools and know-how to scale to that and deliver quarterly assessments to your strategic planners?

Adding intelligent agents will help you meet these challenges. Learn how you must use tools and systems in 2015 in order to win more deals, learn more from the field, and collect systematic information from the environment.

Learning objectives:

Understand how systems can conduct and deliver competitive analysis to sales teams at scale.
Learn how to apply machine analysis to environmental scanning increasing the relevancy of news analysis.
Discover how Competitive Intelligence and Analysis techniques are changing based on a changing world of new data management tools.
Working to change the way companies compete and win, Ed Allison is the Managing Director and Co-Founder of Compelligence, Inc., a competitive, market and sales intelligence platform. Ed previously served as a competitive team leader at Cisco Systems, Symbol Technologies, Juniper Networks and Polycom. In his most recent engagement, Ed helped Polycom, the leader in video communications, grow from a $1B to a $1.4B annual sales. Ed brings a history of frontline competitive experience. He’s a practitioner, not a theorist, of competitive, market, and customer intelligence leadership at large, marketing-leading technology companies. Ed developed analysis and strategy techniques as a military officer in the U.S. Army (Signal Corp) and has adopted those techniques to strategic planning and sales effectiveness. Ed Allison speaks regularly at industry events such as Frost & Sullivan Mind eXchange, The Altamont Group executive education series, Strategic and Competitive Intelligence Professionals (SCIP) and other industry events.

Ed will present 30 minutes on how you must use tools and systems in 2015 in order to win more deals and will be joined by webinar moderator Arik Johnson, Founder & Chairman at Aurora WDC.

The second half of the hour will continue with questions from the online audience and thoughts on what the future holds for helping business leaders make more confident decisions in uncertain times, concluding with a description of the next webinar and other upcoming activities in the Intelligence Collaborative series.

We hope you can join us.

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Ed Allison joins Compelligence, Inc. to Help Deliver Competitive Sales Strategies

Ed

22 July, 2014 | Posted in Uncategorized

Compelligence, Inc. welcomes Edward Allison as Managing Director to help customers build competitive sales strategies

Compelligence expands its leadership team to help redefine what it means to deliver dynamic competitive sales strategies

 

Pismo Beach, CA – July 22, 2014 – Compelligence, Inc. today announced that Ed Allison, who has successfully led competitive teams at Cisco Systems, Juniper Networks, Symbol Technologies and Polycom,  has joined the management team in the role of Managing Director working with Mitch Emerson.

Allison will have oversight of the strategic direction, expansion and operation of Compelligence, Inc. in addition to being responsible for client success using the Compelligence system.

“I am looking forward to having Ed on our team,” said Emerson. “He brings a strong passion for competitive intelligence and is an experienced competitive team leader.  His experience will help us to further our unique solution and to provide many powerful insights to our clients. We enable our clients to build competitive sales strategies not only through technology, but also by guiding them through the process of establishing competitive best practices”

“I am thrilled to join Compelligence, and very much look forward to working with clients and making it easier for their sales teams to win competitive deals.” said Allison. “Today’s business environment has evolved and companies face competition from many new directions.  Traditional competitive intelligence techniques, practices and systems are no longer sufficient.  Something needs to change and Compelligence, Inc. has the only solution that delivers on-demand, custom competitive sales strategies that helps team’s win.  I’m excited to help take that solution to the next level.”

Allison joins Compelligence, Inc. from Polycom where he rebuilt the competitive team exceeding all business & financial metrics for his organizaiton.  Prior to Polycom, Ed led competitive teams at Symbol Technologies, Juniper Networks and Cisco Systems.  Allison holds a Master’s Degree from Troy University and Bachelor’s Degree from Shippensburg University.

The Compelligence app enables sales teams to win competitive deals faster by providing them with on-demand, customized sales strategies that are tailored to each deal. Compelligence is currently available as a stand alone cloud solution or on the AppExchange at www.appexchange.com.

Additional Resources

About Compelligence

The Compelligence solution allows companies to create on-demand, account-specific competitive sales strategies that improve win rates.  It is the first of its kind Competitive Marketing Management System. Compelligence is a privately owned corporation that was founded in 2010.

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Webinar Playback and Content

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22 April, 2014 | Posted in Uncategorized

On April 22nd, 2014 we presented a  webinar with Ellen Naylor from The Business Intelligence Source and Dean Davison from Forrester Research.  The topics covered included techniques for collecting competitive intelligence from sales teams, methods for communicating competitive guidance to sales, and ideas on how sales teams can better sell to customers.

 

If you have any questions or comments about the webinar, please do not hesitate to contact us!

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Increase your revenue by partnering with Compelligence!

8 March, 2013 | Posted in Uncategorized

The Compelligence platform was developed to allow Enterprise companies to win sales deals faster by delivering highly-relevant, deal-specific guidance to sales teams on demand.  Now, it can also help CI companies add revenue and value as well.  Compelligence, Inc. has formed a new partnership program that allows partners to leverage our solution.  We have 3 levels of partnership that range from simple referrals to enabling a “CI-as-a-Service” solution for providers.  Please join us to learn more about this exciting program!

WHAT:  We will host a demo and information session that showcases the capabilities of the Compelligence system, and also provides an overview of our partner programs.

WHO:  This session will be of interest to individual CI consultants, small CI firms, and CI companies that offer a variety of services and support to enterprise customers.

WHEN:  The Webinar will be on March 21st, 2013 at 11:00am PDT

SIGN UP: You can register for this event via the following link: http://www.anymeeting.com/PIID=E953D680814731

Please see our partner page here for more information about our partner programs.

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