Market analysis
Nobody won that deal
Losing to a competitor and losing to nothing at all look identical in the pipeline report, and they call for opposite responses.
Rialto Bridge
Market analysis
Articles on market analysis.
Market analysis
The competitor you never quote against
Most loss logs name a rival. The deals that actually got away usually never got that far, and they respond…
Market analysis
What a competitor’s pricing page actually tells you
Competitor pricing pages are read for their numbers. The numbers are usually the least informative thing on them.
Take it further
This is the general pattern. Your business is the specific case.
Everything here is free to read with an account, and always will be. What it cannot do is tell you which of these applies to your numbers, your market and your constraints. That is the work we do with clients.