The Enterprise Edge - San Francisco
The Enterprise Edge
A half-day masterclass on the three motions that actually decide enterprise revenue — and where yours is quietly leaking.
Winning the deal, getting it approved, and making it grow after signature are three different disciplines. Most revenue teams are strong at one, adequate at another, and bleeding at the third without knowing it. This session puts all three in one room.
Who should attend
This is built for CROs, VPs of Sales, VPs of Customer Success, and RevOps leaders at B2B enterprise organizations - particularly teams running 50+ sellers, where the gap between one "edge" and the next shows up as real, measurable revenue. If you've ever wondered why deals stall in Legal, why champions go quiet post-signature, or why expansion revenue seems to happen by accident instead of by design, this is for you.
What you'll cover
Three sessions, one hour each, led by three practitioners who've each spent their careers on one edge:
The Value Edge (Bruce Scheer) — how to find, communicate, and quantify value so the buying group says yes without a discount fight.
The Approval Edge (Dean Edwards) — what Procurement, Legal, Security, and Finance are actually evaluating, and how to get through governance (including AI/InfoSec review) without losing the deal to a default discount.
The Expansion Edge (Sandy Yu) — why retention and expansion don't happen automatically, the moments after signature where accounts quietly start to leave, and what it costs when nobody's proactively driving expansion from the base.
What you'll walk away with
A clear-eyed view of which of the three edges is costing you the most revenue right now — and it's rarely the one you'd guess.
Concrete frameworks from each speaker, not just war stories: something you can bring back to your team on Monday.
Direct access to all three speakers over a shared meal and debrief at the end.
Format: ~3 hours, masterclass + networking, one hour per edge, capped at 25 seats. More information at www.getenterpriseedge.com.