Trevor Pyle

We do 'market analysis' reports for in-flight opportunities These are effective solution requirement documents that position you against a competitor without naming them. Naming the competitor in external documentation tends to commoditize your offering and box you into a budget line item (especially if you have a differentiated offering). These would be delivered to our champions so they can deposition competitors and build requirements around our unique offering. You define in columns: * Key capability or solution requirement (tagless analytics, real-time alerting, etc) * Based on your unique or competitive differentiators * Your solution's advantage or approach to the key capability (Configurable alerting engine built on XYZ cloud platform enables real-time alerting etc) * This should help to define a requirement that is best in class and unique to your offering * 'The Other Guys' (Alerting engine with minimal configuration and latency) * Not stating the competition explicitly, but still allowing your champion to draw a comparison Let me know if this helps! Happy to expand. Oh, and never send a checklist comparison.