Modern Competitive Intelligence: Use Customer Insights to Create Actionable Strategies

MessageThis Webinar is over
Date Feb 19, 2014
Time 02:00 PM EDT
Cost Free
Competitive intelligence (CI) efforts traditionally have focused on competitors’ data sheets, feature sets, financial statements and other more covert sources of their information. But our webinar panel, including experts from Oracle Corp. and Eigenworks Inc., is ready to tell you that it's time to turn that thinking around.

Focusing on competitors means we too often emphasize developing features just to keep up with competitive products. But does the messaging we provide on competitive differentiation even matter or resonate with customers? And at the end of the day, isn't that what really matters?

Modern CI strategies, tactics and job descriptions need to evolve toward a hyperfocus on buyer and customer needs, desires and experiences. Using win/loss analysis can not only tell you why you're winning and why you're losing, but also pinpoints your strengths, weaknesses and points of competitive differentiation from the customer's perspective.

This presentation will cover:
The pressure to change to a more modern CI approach
Using win/loss interviews to power customer-centric CI
Buyer intelligence: win/loss, stuck deals and predictive renewal analysis
How buyer intelligence can reshape sales approaches, marketing strategies, messaging and product management strategies


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