A half day for mid-market and enterprise revenue leaders

Get them to say yes. Get the deal approved. Get them to expand.

Three hours on the full arc of an enterprise customer, with three people who have each spent a career on one part of it.

Is your revenue team selling into the enterprise, and finding it harder than it should be? Then this is your room.

Find your weak link See dates and cities

Nine questions, about three minutes. No sign-in.

Next session San Francisco Thursday, October 8, 2026

Problem

Upmarket revenue misfires.

Enterprise revenue depends on three connected motions: win preference, earn approval, and prove value after the sale.

Most revenue organizations are strong at one of the three, 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.

Why it happens

They fail in completely different ways. Winning preference is a narrative and business case problem. Earning approval is a commercial, legal, security and governance problem. Proving value afterward is an outcomes and relationships problem.

The numbers bear it out. 64% of B2B buyers cannot tell one brand’s digital experience from another’s (Gartner). And when the information reaching them contradicts itself, they are 153% more likely to settle for something smaller and less disruptive than they set out to buy (Gartner).

That is the shrink, measured. It does not arrive with a reason attached.

The reason is usually somewhere inside the customer organization, in a meeting you were not in.

Outcome

High performing revenue engine.

What if the one you are worst at stopped costing you quietly?

Then your deals earn preference, survive approval, deliver visible value, and open a stronger path to renewal and expansion.

What that looks like

Your champion can tell the buying group the same value story you would have told, in their own words, without you there to correct it.

The wider organization gets the answers it needs. Procurement can defend the commercial logic. Finance understands the economics. Security, Legal and governance stakeholders can see how risk will be managed. When price pressure comes, the conversation stays anchored in total value rather than collapsing into discounting.

After the sale, the customer can see what was delivered, why it mattered, and where additional value can be created.

You will not be in every meeting that decides the deal. The system has to work when you are not in the room.

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 jobs. Three hours. Three people who have each spent a career on one of them. Most programs take one of the three, and the gaps between them are where the revenue actually goes.

Bruce will get your customers to say yes. Dean will make sure the deal gets approved. Sandy will help you expand the account.

Half-day outline

Customer acquisition

The Value Edge

Get them to say yes

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.

What this hour covers

Find Value is uncovering what buyers actually care about and why it matters now, in alignment with your market position and your differentiated value.
Communicate Value is turning your solution into a value narrative that sizzles for the people who have to say yes.
Quantify Value is making a CFO-ready business case, not vendor-centric black box math.

Plus a look at Value Buying from the buyer’s side, across three returns: return on the solution (ROI), return on the buying experience itself (ROE), and return on the future they are signing up for when they invest with you today (ROF).

Bruce Scheer Getting the business to believe you

Contracting and approval

The Approval Edge

Get the deal approved

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.

What this hour covers

What different enterprise stakeholders are really evaluating, and where seemingly strong deals become vulnerable.
How to identify approval risks before they become late-stage blockers.
How to strengthen the value, risk and implementation case across the customer organization.
How to respond to Procurement and commercial pressure without defaulting to discounting.
How to equip your champion to make the case internally when you are not in the room.

The goal is not to beat Procurement. It is to make the decision easier for the customer organization to approve. Every attendee leaves with a practical approval-readiness framework they can apply to a live deal.

Dean Edwards Building the organizational confidence that gets deals approved

Retention and expansion

The Expansion Edge

Get them to expand

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.

What this hour covers

Diagnose is finding where the account is actually leaking value, before it shows up as a surprise cancellation.
Design is building the specific roadmap: which playbooks, which owners, which processes, so that at risk arrives with a leading indicator and a fix rather than just a flag.
Drive is running the system with the team until retention and expansion become a repeatable motion instead of a hero effort every renewal cycle.

Sandy Yu Turning delivered value into retention and expansion

The half day

Three connected sessions. One enterprise revenue opportunity.

Interactive, practical and candid, with working frameworks, live deal discussion, and time to compare notes with senior peers.

DoorsDrinks and light networkingCome early. The best conversations start before the first slide.
Hour 1The Value Edge, with Bruce ScheerFind Value, Communicate Value, Quantify Value.
Hour 2The Approval Edge, with Dean EdwardsWhat Procurement, Finance, Legal, InfoSec and AI governance actually evaluate.
Hour 3The Expansion Edge, with Sandy YuMaking delivered value visible so customers renew, expand and advocate.
The mealDebrief, and no rush to leaveBring the deals that are stuck. That is the conversation.

The exact schedule varies by city, but every session includes all three edges, practical application, and time for peer discussion. Up to twenty-five participants a city, approved in advance to keep the room senior, relevant and candid.

The room

First-class venues. The room is part of the program.

We run these in the best rooms we can find: Clavius Wealth Management in San Francisco, City Club Los Angeles, The American Club in Singapore, Tower Club Dallas and The Austin Club.

That is not hospitality for its own sake. You are giving us a working morning out of a week that did not have one spare, and the room decides whether the conversation stays polite or gets somewhere.

Where a session runs into a meal, the meal is on the agenda rather than after it. An hour with the people in this room over a proper meal is not a side effect of the format. It is half the reason we cap it.

A seat costs a token fee. It does not cover the room or the meal and is not meant to. A seat that cost something is a seat that gets used, and twenty people who turned up beats sixty who meant to.

Clavius Wealth Management, the venue in San Francisco — **Clavius Wealth Management** San Francisco

City Club Los Angeles, the venue in Los Angeles — **City Club Los Angeles** Los Angeles

The American Club, the venue in Singapore — **The American Club** Singapore

Tower Club Dallas, the venue in Dallas — **Tower Club Dallas** Dallas

The Austin Club, the venue in Austin — **The Austin Club** Austin

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.

Bring the deals that do 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.

Cities

Where and when

Each city runs its own Enterprise Edge Masterclass, with its own registration. Pick yours to reserve a seat.

San Francisco Thursday, October 8, 2026 Doors 12:30pm 1:00pm to 4:00pm Clavius Wealth Management 555 Mission Street Light meal and drinks after US$99 Reserve a seat Los Angeles Thursday, October 15, 2026 Doors 9:00am 9:30am to 12:30pm City Club Los Angeles Downtown Lunch afterwards US$99 Reserve a seat Singapore Friday, October 30, 2026 Doors 9:00am 9:30am to 12:30pm The American Club Lunch included S$99 Reserve a seat

Dallas Wednesday, December 2, 2026 Morning Tower Club Dallas US$99 Registration opens soon

Austin Thursday, December 3, 2026 Morning The Austin Club US$99 Registration opens soon

Find your weak link Bring The Enterprise Edge in-house

Steps

What happens next

The hardest part is that the weak link is rarely obvious. It fails quietly, in meetings you are not in, and shows up later as stalled pipeline, lost deals, weak renewals or missed expansion.

Find your weak link. Nine questions, about three minutes. You get a shape across nine dimensions, the one costing you most, and the edge to start with. Start it here.
Check the dates. Five cities, first-class rooms, three hours plus the meal. See where and when.
Register. Each city is its own event. Up to twenty-five participants, approved in advance to keep the room senior and candid.
Ask us anything. Bruce, Dean or Sandy will answer directly. No form, no queue.

Find your weak link Bring The Enterprise Edge in-house