缩小您的竞争收入差距：如何利用竞争情报衡量和推动收入影响.pdf

1、Narrowing YourCompetitive Revenue GapJay NakagawaDirector,CIJason SmithCEO Klue helps sellers,and the teams that enable them,leverage win-loss and competitive insights to win more business.$80M+FundingKlue Quick Stats500+Clients200+EmployeesVancouverTorontoBostonLondonAmsterdam100+BadgesLeader in CI

2、Leader in Win LossLeader in Enablement Highest ROIBest UXBest RelationshipBest SupportEasiest to do BusinessMost Likely to Reco200,000+Users17,000+Battlecards3,000+Interviews27b+Influenced70+IntegrationsSOC 2 Type II Compliant17,000+Battlecards3,000+WL InterviewsLEARNINGS FROM Im still active in ena

3、bling the sales team because that gives me the credibility to sit in executive meetings and have people actually listen to what I have to say.Dan HamiltonVP Corporate Strategy“REVENUEWin more of it.Retain more of it.How can we impact revenue?Your Competitive Revenue Gap(The deals you are losing ever

4、y day to competitors)Lets say you have$100 millionin sales pipelineOf a$100m pipelineYou win20%You lose to status quo50%You win20%You lose to competitors 30%You lose to status quo50%You win20%Youre Losing$30 Millionto CompetitorsEvery YearThese are prospects whohad budget,investigated alternatives,b

5、ut chose someone else.That$value is what we call theCompetitive Revenue GapBut is it believable?Lets break it down further.Of the portion of pipeline you lose to competitorsLost to CompetitorsTotal PipelineLost because of:Product gapsLate to the dealExisting relationshipsCant match priceLets say 50%

6、you had no chance of winning.Total PipelineTotal PipelineLost because of:Product gapsLate to the dealExisting relationshipsCant match priceLost because of:Lack of differentiationFailure to prove valueExecution against the competitionThe other 50%are deals you could should have won Thats$15 millionth