SaaS vendor improves win rate | Aqute Intelligence — Greenbook
SaaS vendor improves win rate
Presented by Aqute Intelligence
Challenge
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.
Proprietary solution
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.
Competitor talking points: we told our client exactly what each competitor said about them, which they used to craft their objection handling.
Competitor customer interviews: primary research that told our client which competitor claims were believed by customers, and which were not.
Result
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.
About this project
Business issue:
Gain new customers Develop, revitalise market Defend price premium Defend sales, volume Increase market share Increase sales, volume Brand / product / service repositioning
Market research specialties
Professionals / Executives Product Market Research Qualitative Research Telephone Market & Competitive Intelligence Full Service Price / Pricing B2B Research - General Brand Positioning Market Segmentation
Presented by:
Consulting
Qualitative Consultant
Full Service
Competitive intelligence for SaaS companies.
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