The Enterprise Edge - San Francisco
THE PROBLEM: Upmarket revenue misfires.
Enterprise revenue depends on three connected motions: win preference, earn approval, and prove value after the sale. They fail in completely different ways, and most revenue organizations are strong at one, adequate at the second, and quietly losing money on the third.
The trouble is that the one you are worst at never sends you a report. The reason is usually somewhere inside the customer organization, in a meeting you were not in.
THE OUTCOME: High performing revenue engine.
What if the one you are worst at stopped costing you quietly?
Your champion makes the same value case you would have made, in their own words, without you there to correct it. Procurement can defend the commercial logic. Finance understands the economics. When price pressure comes, the conversation stays anchored in total value instead of collapsing into discounting. And after the sale, the customer can see what was delivered and where more value sits.
THE PATH: Get the Enterprise Edge.
Overcoming upmarket revenue misfires and building a high performing revenue engine: that is the goal, and this masterclass is how. Three hours, and three people who have each spent a career on one of the three motions.
The Value Edge, with Bruce Scheer. Get them to say yes. Finding value, communicating value, and quantifying it in the customer's numbers rather than in yours. Bruce is the author of Inspire Your Buyers and a four time industry award winner, including CEB's B2B Campaign of the Year.
The Approval Edge, with Dean Edwards. Get the deal approved. What Procurement, Finance, Legal, InfoSec and AI governance actually evaluate. Dean spent 25 years on that side of the table, as Chief Procurement Officer at Kaiser Permanente, Yahoo and Levi Strauss.
The Expansion Edge, with Sandy Yu. Get them to expand. Making delivered value visible so customers renew, expand and advocate. Sandy led global teams across sales, customer success and product at Oracle, Cisco, PwC and WebEx, and ran eight go-to-market workshops across three continents in 2025.
WHO WILL BE IN THE ROOM: Peers with the same problem.
CROs, VPs and SVPs of Sales, and senior revenue enablement leaders at B2B companies with revenue teams challenged by the complexities of selling to the enterprise. Up to twenty-five participants, each one approved in advance, which is how the room stays that way.
Everyone there is selling into the enterprise and quietly losing money on one of the three motions. Probably not the same one as you. That is what makes the seat next to you worth as much as the agenda.
THE STEPS
One. Find your weak link. Nine questions, about three minutes, at getenterpriseedge.com. You get a shape across nine dimensions and the one edge costing you most, so you arrive knowing what you came for.
Two. Request your seat above. Up to twenty-five participants a city, approved in advance.
Three. Bring a live deal. The one that does not make sense. The opportunity everyone thought was healthy. The champion who went quiet. The deal that changed during approval. The account you won and have not expanded.
Four. Ask us anything. Bruce, Dean and Sandy are all reachable at getenterpriseedge.com, and we answer directly.
Come at 12:30 for drinks and networking. We start promptly at 1:00, and the best conversations tend to start before the first slide. Stay afterwards for a light meal and drinks.
US$99, and it is a token fee. It does not cover the room or the meal and it is not meant to. It is there because a seat that cost something is a seat that gets used.