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Competitive Intelligence

Home Services Competitive Intelligence

Buyer-centric Competitive Intelligence

The problem with most competitive analyses is that they start from the product or company, not the market. They dissect the competing products and produce comparison charts without considering what real buyers are saying.

Market-driven Competitive Intelligence turns that idea around. We start by identifying the deals where your competitors play, winning and losing, and provide you with:

  • An objective view of the decisive factors
  • The weaknesses in your competitors that could be exploited, including things their customers learn AFTER the purchase
  • The importance of price and relative pricing levels
  • Market-driven assessment of your own strengths and weaknesses
Results

Client Situation

Our client’s sales team was over reacting to a single upstart competitor.

Buyer Interview Revealed

The upstart competitor was viewed as interesting but insufficient. Buyers provided a list of a handful of features that were most compelling which our client put on their roadmap. Most important, buyers told us how to eliminate the upstart vendor from the evaluation.

Impact to Our Clients

Eliminate a competitor from $500k deals quarter after quarter.

Find out if your customers are lying to you.

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