The 2027 SKO Compete Playbook

How to Launch (or Relaunch) Your Compete Program at SKO

Your reps won't remember everything from kickoff, but they will remember a killer compete session. Whether you're launching compete for the first time or boosting adoption, SKO is your moment. This playbook shows you how to win the slot, run the session, and make it stick.

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Updated for 2027.

Think like your sales org

Reps tune out most compete sessions

Kickoff is packed with sessions. The ones that stick give reps something to say on Monday. The rest become slides nobody opens again.

What compete sessions usually cover

A tour of every battlecard
Feature-by-feature comparisons
Every competitor you track
Forty-five minutes of slides

What sales actually responds to

The line to say when a buyer names a competitor
The three reasons customers say they chose you
The two competitors that keep showing up in their deals
Twenty minutes of saying it out loud

The test for every slide: will a rep say something different on Monday?

Crayon

Updated for 2027

The 2027 SKO Compete Playbook

01 Win the slot

The note to send your CRO

Could I get 45 minutes with the sales team at SKO for a compete session? Competitors show up in most of our deals...

Yes. Put it on day one.

03 Run the session

Agenda: 45 minutes

0–5Where compete stands

5–15What changed this year

15–25Two talk tracks, demoed

25–40Practice: say it out loud

40–45Where answers live

What's inside

Everything from the ask to kickoff day

Win the slot

The case your CRO will say yes to, and the note to send them this week.

Prep fast

Find out which competitors really show up in your deals, and why you win.

Run the session

Agendas, four talk tracks, and practice drills reps remember.

New for 2027: AI

How to put compete inside the AI tools your reps already use.