Work with us
Most people who spend a half day with us are deciding something bigger than whether the morning was useful. Here is what the rest of it looks like.
The four
The same three hours, run for your own revenue organization. The public sessions use examples. In-house uses yours: the stalled deal, the account that will not expand, the price challenge you lost last quarter. Everyone in the room owns a piece of the same number, which lets the conversation get specific in a way a public room never can.
Run as the anchor session, three hours that give the rest of the agenda something to hang on. A kickoff usually has plenty of energy and not much of a shared frame. This supplies the frame, and the team leaves with one story to align on and a shared read on where deals are leaking.
One of us on your stage, at a company meeting, a customer event or an industry conference. Shorter, sharper, and built around whichever edge your audience most needs to hear about.
Sustained work with one of us, on the part of the motion that is actually costing you. This is where most follow-on work lands, and it is contracted with that person directly.
All three, or one
The three edges are built to work together, and a team that hears all three gets the whole revenue motion in one morning. That is the version we would argue for.
It is not the only version. If your deals are dying in security review, you need Dean and you do not need a half day to get there. If every customer is happy and none of them expand, that is Sandy. If ten people in your company would describe your value ten different ways, that is Bruce.
Tell whoever you write to what is actually going wrong. If it belongs to one of the others, they will say so.
The three hours
01 The Value Edge
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.
02 The Approval Edge
Procurement, Finance, Legal, InfoSec and now AI governance were in none of the meetings where you built the case. They arrive at the end, they arrive sceptical, and they are measured on things nobody told you about. Dean spent two decades on their side of that table.
03 The Growth Edge
Winning the deal is the beginning. A year later there is a review you are not invited to, and it ends in expansion or in a quiet search for your replacement. Sandy works on what decides which.
How to start
Write to us or give us a call. Reach whichever of us you already know, or whoever owns the edge you most need. We will loop in the other two.
Bruce Scheer 
Dean Edwards 
Sandy Yu