MNTN's first Compete Program: GTM 0 → 1
Building a competitive intelligence engine from scratch, and getting a 500-person revenue org to actually use it.
The Gap
Sales was flying blind on competitive deals. Reps were googling mid-call, messaging was inconsistent across the org, and winnable opps were slipping. I validated the gap with sales leaders, front-line reps, and win/loss trends.
The Bet
Built the business case and secured C-suite budget for a 3P competitive intelligence platform. Evaluated the market end-to-end and chose Crayon for its monitoring edge, emerging-tech roadmap, and rep-friendly UX.
The Build
Stood the program up solo. Shipped 22 competitor battlecards in month 1 covering positioning, key differentiators, objection handling, and discovery questions. Soft-launched with 25 expert sellers to iterate and ensure stickiness.
The Adoption Hook
Led a company-wide enablement session, then shipped a weekly Slack digest of competitor moves, market shifts, and top angles to win, delivered where sellers already lived. Engagement spiked every digest day.
Influenced revenue since launch
Competitor cards live to date
Employees enabled org-wide
Slack digest cadence
Battlecard count & influenced revenue
A platform is only as good as the education and adoption ritual around it.
- Soft-launched with 25 expert sellers before going wide, so every battlecard shipped with real rep language.
- Weekly Slack digest lived where reps already worked, no new tab, no new login.
- Every card tied to positioning, objection handling, and discovery questions, not just feature comparisons.
- Program impact tracked in the same dashboards leadership already reviewed for revenue.