Work with us
Most people who spend a half day with us are deciding something bigger than whether the morning was useful. Here is what the rest of it looks like.
The four
The same three connected sessions, run for your own revenue organization. The public sessions use examples. In-house uses yours: the stalled deal, the account that will not expand, the price challenge you lost last quarter. Everyone in the room owns a piece of the same number, which lets the conversation get specific in a way a public room never can.
Run as the anchor session, three hours that give the rest of the agenda something to hang on. A kickoff usually has plenty of energy and not much of a shared frame. This supplies the frame, and the team leaves with new ways to stop upmarket revenue misfires and build a high performing revenue engine.
One of us on your stage, at a company meeting, a customer event or an industry conference. Shorter, sharper, and built around whichever edge your audience most needs to hear about.
Dependent on where you need support, Bruce, Dean and Sandy will work with you to get the Enterprise Edge.
All three, or one
The three edges are built to work together, and a team that hears all three gets the whole revenue motion in one morning. That is the version we would argue for.
It is not the only version. If ten people in your company would describe your value ten different ways, that is Bruce. If a champion’s support keeps failing to become organizational approval, and Procurement, Finance, Legal, Security or Risk each judge the deal differently, that is Dean. If customers are satisfied and none of them expand, that is Sandy.
Tell whoever you write to what is actually going wrong. If it belongs to one of the others, they will say so.
The three hours
01 The Value Edge
Your champion is sold. Nobody else in the buying group has met you. What reaches them is whatever your champion can repeat and whatever your champion can defend, which means your story is doing the selling long before anyone reads a proposal.
02 The Approval Edge
A champion’s support is not the same as organizational approval. Procurement, Finance, Legal, Security, Risk and executive stakeholders judge the same deal through very different lenses: value, economics, risk, governance, implementation confidence and internal defensibility. Dean spent more than 25 years inside those buying systems.
03 The Expansion Edge
Winning the deal is the beginning. A year later, the account either expands or churns quietly. Without a system to onboard, retain and grow what you just won, you do not only lose the renewal. You lose the reputation that gets you the next one. Sandy works on what decides which.
How to start
Write to us or give us a call. Reach whichever of us you already know, or whoever owns the edge you most need. We will loop in the other two.
Bruce Scheer 
Dean Edwards 
Sandy Yu