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July 6, 2024 49 mins
In the fifth episode of the Launch Gravy podcast, I connect with Robert Rhame, an ex-Gartner Research Director, and current Advisor at Lionfish Tech Advisors on Market Intelligence. Topics include Market Intelligence, Win-Loss Analysis, Competitive Intelligence, and Persona Development. We also discuss the importance of developing a culture of market intelligence sharing within the sales organization, and across the company as a whole. Robert Rhame: LinkedIn: https://www.linkedin.com/in/robertrhame/ Lionfish: https://www.lionfishtechadvisors.com/ 00:13 Meet Robert Rhame: Market Intelligence Leader 00:39 Understanding Lionfish Tech Advisors 01:50 Robert's Journey into Market Intelligence and Cybersecurity 03:23 Defining Market Intelligence 06:10 Deep Dive into Win-Loss Analysis 15:36 Competitive Intelligence Strategies 25:27 The Importance of Persona Research 29:01 Market Trends and Decision Making in 2024 29:30 Understanding and Defining Personas 30:53 Deploying Research and Informing Teams 31:39 Sales and Market Intelligence 35:14 The Role of Competitive Analysis 39:37 Implementing and Updating Personas and ICP 47:45 Conclusion and Final Thoughts
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