Competitive Points List Differentiator My Company Competitor A Competitor B Years in business 12 years 8 years 3 years current ownership Overall financial Strong – low-risk Fair – med-risk D&B; Weak – high-risk strength D&B; good credit good credit D&B; poor credit Avg. 8/yr. Avg. 4/yr. Avg. 23/yr. Customers served Key customer Med./large business Fortune 500 Small business segment All developers All developers Utilize many Training/ employees and employees and or contracted certification industry certified industry certified developers Experience/ All key developers 5+ All key developers 5+ Many contracted expertise yrs. with us yrs. with them developers Evaluation/trial Trial available Trial available Demo only opportunity Warranty/return 90 day no-charge 180 day no-charge 3 free support policy support on-site support visits/calls Reference story (see Customer Wingtip Toys Woodgrove Bank Margie’s Travel Reference Story template) Proven technology Key product/ Premium, fully Tend to bid low to get that can be quickly service difference custom solutions at the job; tweak adapted to your (see Vision Map) premium price existing solutions unique needs Example doesn’t surprise me that you’ve talked with . They’ve done some good work, but let me tell you “It how we’d approach your project a bit differently. We specialize in developing e-commerce solutions for rapidly growing medium and large businesses like yours, while focuses more on small business projects. On average they’re working with three or four times as many clients as we are. This means that they have to rely on outsourced development and deliver less-customized solutions. We also realize that a situation like yours might require a pilot installation, which we’re very willing to work with you on. I’d be happy to prepare a detailed analysis of how our service compares to our major competitors on a project such as yours.”
Competitive Points List Differentiator My Company Competitor A Competitor B Years in business current ownership 12 years 8 years 3 years Overall financial strength Strong – low-risk D&B; good credit Fair – med-risk D&B; good credit Weak – high-risk D&B; poor credit Customers served Avg. 8/yr. Avg. 4/yr. Avg. 23/yr. Key customer segment Med./large business Fortune 500 Small business Training/ certification All developers employees and industry certified All developers employees and industry certified Utilize many or contracted developers Experience/ expertise All key developers 5+ yrs. with us All key developers 5+ yrs. with them Many contracted developers Evaluation/trial opportunity Trial available Trial available Demo only Warranty/return policy 90 day no-charge support 180 day no-charge on-site support 3 free support visits/calls Reference story (see Customer Reference Story template) Wingtip Toys Woodgrove Bank Margie’s Travel Key product/ service difference (see Vision Map) Proven technology that can be quickly adapted to your unique needs Premium, fully custom solutions at premium price Tend to bid low to get the job; tweak existing solutions Example “It doesn’t surprise me that you’ve talked with . They’ve done some good work, but let me tell you how we’d approach your project a bit differently. We specialize in developing e-commerce solutions for rapidly growing medium and large businesses like yours, while focuses more on small business projects. On average they’re working with three or four times as many clients as we are. This means that they have to rely on outsourced development and deliver less-customized solutions. We also realize that a situation like yours might require a pilot installation, which we’re very willing to work with you on. I’d be happy to prepare a detailed analysis of how our service compares to our major competitors on a project such as yours.”
competitive%20points.docx