That's one way you can segment competitors. A few others you may want to consider: Persona that's most likely to purchase the competitor Company size that's most likel...Read More
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Hey there, I'm Andy 🙂 I'm the proud creator and owner of ClickUp's Competitive Intelligence program. My job is to inform our leadership and product teams of relevant market trends, and enable our s...more
How do you obtain competitive intelligence on a competitor's product that has very little public-facing marketing around it?
I had one gut reaction when I read this question. "Why isn't there much public-facing marketing around it?" A few thoughts come to mind: 1. They discontinued the produ...Read More
How do you get competitive pricing and packaging information from B2B complex sales companies i.e not saas, and with components on hardware, software, business services
To be 100% honest, I only have experience in SaaS so I'm probably not the best guy to answer this question. But I would venture a guess that win/loss could still help ...Read More
How do you effectively convey that competitive intelligence is a team effort, requiring input from all areas of the business, particularly customer-facing teams?
Most Competitive Intel functions begin as siloed efforts within organizations. Product, Sales, Marketing, executives... they're all interested in competitors and condu...Read More
What are some of the best practices and tools that you use to determine competitive positioning that you could recommend?
First, there is no one magic tool that will do your Competitive Intel program for you. All of the tools below require a strategy before using. But they can be extremel...Read More
How do you systematically organize & update your competitive intel when there's so much new information that can flow in every day?
Yeah, there's a lot of new info flowing every day. But a lot of it is noise. First make sure you understand what's important to the company. What are the big goals you...Read More
How do you create competitive intel that is really beneficial to sales (i.e. they actually read and use it)?
Get them involved. Interview them to learn about their encounters with competitors. Here are things that I regularly ask my sellers. Which competitors are coming up mo...Read More
There are a few documents that I maintain over time: Competitor product releases for the Product team (updated monthly) Competitive battlecards for the Sales team (upd...Read More
What metric, goal or KPI can you put on providing competitive intelligence to the company or product teams?
Competitive win rate is a great north star goal. But it can be challenging to accurately impact that in a positive way in a short amount of time. A couple other KPIs I...Read More
Relying on narrative differentiation is obviously essential when products are essentially the same across you and your competitor set, but it's also a tough thing to do? Any advice?
Don't use corporate jargon and you're already 90% ahead of everyone else (if I had a nickel every time I read a company referring to their product as "industry-leading...Read More
Credentials & Highlights
Head of Competitive Intelligence at ClickUp
Lives In Vancouver, WA
Knows About Competitive Positioning, Competitive Sales Enablement