Client Success:
Assessed Competitive Landscape for a Technology Company’s Flagship Software
Situation:
Required an understanding of competitor value propositions
Company knew who the competition was but needed to understand from their clients the strengths and weaknesses of their offerings
Needed to understand from the competitions selling process and value proposition from the source itself
Complication:
Competition was not forthcoming with IP information and customers pocketed within very large corporations
Understanding competitor sales processes and value propositions meant entering into the sales process with each competitor, which was not easy
The customers of the different competitor software lay deep inside large corporations, difficult to find and often only adjacently aware of the competitions’ products
Solution:
We identified and interviewed both the competition and their customers to better understand the market threat
Provided in depth qualitative accounts of competitor strengths and weaknesses
Company used our insights to better position itself within the market and increase sales