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What ways have you found are successful to win against legacy incumbents as a newer technology that may have some feature gaps?

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2 Answers
Deal Strategy
  1. Sarah Mercedes (Osborne)
    Sarah Mercedes (Osborne)

    HubSpot Director of Sales • 8mo

    First, you need to be clear on where your product wins and then match that up against where your competition's product is weak. Focus there. In my experience, when in this particular scenario, the intangibles can go a long way. Below are a few that can be very meaningful in an evaluation against a legacy product, when applicable of course: Product Innovation- Legacy products can be notorious for not investing in future product development, including UI/UX. Is that the case here? Is your product, ...Read More

    506 Views
  2. Fabio Maglieri
    Fabio Maglieri

    Voyado Country Manager DACH • 2y

    No product has all the features, but barely people choose products because of one specific feature. Find out what the prospect really tries to solve with the legacy incumbent and what they are currently struggling with. Sometimes it takes time and effort to really find out the pain points because people got used to them and see them as unchangeable. Build up a story on where they will be like in 1-2 years with your products instead of sticking to the existing one. Make them want this future and ...Read More

    1,472 Views

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