I’m Farhan Manjiyani, Manager of Competitive & Market Intelligence (CI) at Grafana Labs, and I’m here to talk about some win/loss.

To give you a little background about me, I started my career in the sales world before going into product marketing. I've been a full stack product marketer, if you will, doing everything from launches to enablement to competitive.

Recently, I took over as full-time competitive for a company called Grafana Labs.

This is my second time scaling out a win/loss program, so I’ve tried to compile all the main lessons I've learned from running this program myself, but also from talking to some other CI practitioners out there to give you the blueprint.

If you're just starting out or if you already have a win/loss program in place, I think you'll find this pretty useful.

Let's dive in.