SaaS vendor improves win rate

Small SaaS marketing vendor in a crowded market. Losing share to the premium leader, who had strong anti-competitor pitches. And losing share to small peers, who competed on price and FUD.

1. Competitor ratecards: we delivered complete, accurate competitor pricing so our client could rework their own pricing, and choose where to compete on price and where to avoid being beaten down.

2. Competitor talking points: we told our client exactly what each competitor said about them, which they used to craft their objection handling.

3. Competitor customer interviews: primary research that told our client which competitor claims were believed by customers, and which were not.

Salespeople went into competitive sales pitches with confidence, and started winning deals they typically didn't win before. With higher margin by being better informed about competitor pricing.