Jason Oakley on LinkedIn: #productmarketing #competitiveenablement #competitiveintelligence... | 11 comments
How much revenue are you losing directly to competitors? Every #productmarketing team should do the math. And our new Competitive Revenue Gap calculator makes it easy 👇 We all have them. Those deals that had a real pain your product could solve. * They had the budget. * Justified the investment.
How much revenue are you losing directly to competitors?
Every #productmarketing team should do the math.
And our new Competitive Revenue Gap calculator makes it easy 👇
We all have them.
Those deals that had a real pain your product could solve.
Had the budget.
Justified the investment.
But chose your competitor instead 😣
The total value of that lost revenue is your Competitive Revenue Gap.
And spoiler alert — it’s a big number.
Every quarter, your executive team is faced with a spreadsheet full of winnable deals that you never should have lost.
I guarantee that in January your sales leader or CEO will look at a deal and think “how on earth did we lose that to [insert competitor]”
Now, there are always some deals you never had a chance at winning. For example, when there are critical product gaps or an existing vendor relationship.
But there are so many deals that you lost by razor-thin margins, that came down to:
A lack of differentiation
A failure to prove value
Loss of trust
How can you close your Competitive Revenue Gap?
Product changes take to long
Pricing changes come at a cost
Better hiring takes time
Enabling your sellers to effectively differentiate against competitors is the fastest, cheapest and easiest way to tip more of those winnable deals and close your Competitive Revenue Gap.
And that is fully within your PMM wheelhouse.
That’s why we built the Competitive Revenue Gap calculator.
To help you calculate the revenue you’re losing to competitors and the impact you can make by tipping more of those winnable deals.
Try it out for yourself in the comments below
#competitiveenablement #competitiveintelligence #competitiverevenuegap
Try the calculator here 👉 https://hubs.la/Q01vVs8d0