The Enterprise Edge - San Francisco

Which of your three motions is quietly losing money?

Enterprise revenue depends on three connected motions: win preference, earn approval, expand the account. Most revenue organizations selling into large companies are strong at one, adequate at the second, and quietly losing money on the third. The one you are worst at never sends you a report. The reason is usually inside the customer organization, in a meeting you were not in.

The system has to work when you are not in the room. That is what this half-day, in-person masterclass is for.

Who it is for

CROs, Chief Sales Officers, CMOs, Chief Customer Officers, COOs responsible for revenue, and founders, at B2B companies of any size selling into large organizations where a buying committee has to say yes. Teams moving upmarket that have not won the first one yet are welcome.

The three hours

The Value Edge, with Bruce Scheer, author of the bestseller Inspire Your Buyers: the positioning and go-to-market narrative your team sells from, so the buying group says yes and your champion can make the case without you in the room.

The Approval Edge, with Dean Edwards, former Fortune 500 Chief Procurement Officer: getting through complex enterprise approvals, Procurement, Legal, Security, Finance and AI governance, without stalling and without giving the margin away.

The Expansion Edge, with Sandy Yu, who led global customer success at Oracle, Cisco and PwC: retention and expansion after signature, and the leaks that quietly drain it.

What you leave with

A clear read on which motion is costing you the most. A one-page positioning and narrative spine canvas for your team, built to hold up as a CFO-ready business case. An approval-readiness framework your team can run on every enterprise deal. A map of the three leaks that drain expansion after signature, scored against your own accounts. A signed copy of Inspire Your Buyers. And you hear from peers about their toughest challenges selling into the enterprise.

Come with the motion that is costing you the most. You can find it before you arrive: nine questions, about three minutes, at getenterpriseedge.com.

Logistics

Come at 12:30 for drinks and networking. We start promptly at 1:00 and finish at 4:00. Stay afterwards for a light meal and drinks.

Limited to twenty-five participants. Seats are approved one at a time to keep the conversation relevant and at the right level, and you will hear back within a day. More at getenterpriseedge.com.

This event is part of #SFTechWeek, a week of events hosted by VCs and startups to bring together the tech ecosystem. Learn more at www.tech-week.com.