# SaaS vendor improves win rate

Presented by [Aqute Intelligence](/content/company/Aqute-Intelligence/index.html)

## 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

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.

## 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](/content/market-research-firms/gain-new-customers/index.html) [Develop, revitalise market](/content/market-research-firms/develop-revitalise-market/index.html) [Defend price premium](/content/market-research-firms/defend-price-premium/index.html) [Defend sales, volume](/content/market-research-firms/defend-sales-volume/index.html) [Increase market share](/content/market-research-firms/increase-market-share/index.html) [Increase sales, volume](/content/market-research-firms/increase-sales-volume/index.html) [Brand / product / service repositioning](/content/market-research-firms/brand-product-service-repositioning/index.html)

Market research specialties

[Professionals / Executives](/content/market-research-firms/B2B-professionals/index.html) [Product Market Research](/content/market-research-firms/new-product-research/index.html) [Qualitative Research](/content/market-research-firms/qualitative/index.html) [Telephone](/content/market-research-firms/interviewing-telephone/index.html) [Market & Competitive Intelligence](/content/market-research-firms/competitive-intelligence/index.html) [Full Service](/content/market-research-firms/full-service/index.html) [Price / Pricing](/content/market-research-firms/price-research/index.html) [B2B Research - General](/content/market-research-firms/b2b-industry/index.html) [Brand Positioning](/content/market-research-firms/brand-positioning/index.html) [Market Segmentation](/content/market-research-firms/market-segmentation/index.html)

Presented by:

[**Aqute Intelligence**](/content/company/Aqute-Intelligence/index.html)

Consulting

Qualitative Consultant

Full Service

Competitive intelligence for SaaS companies.

[Learn more](/content/company/Aqute-Intelligence/index.html)

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