Competitive Intelligence Case Study
Using Market Intelligence to Fight a New Competitor
Competitive intelligence services delivered
A global software vendor had recently experienced a setback when they lost a high-stakes sales pitch to a Latin American competitor. This key competitor, who had previously been under the radar, was only recognized within their own Latin American division. However, in addition to their defeat, the global software vendor began to notice a surge in the competitor's activities in industries including automotive and financial services. To make matters more intriguing, the competitor had recently established a new office in Spain. These developments raised several questions for the global software vendor. They were left pondering the significance of this competitor's presence in the United States and whether Europe functioned as their launchpad for expansion beyond Latin America.
The loss in the sales pitch provided the global software vendor with a wake-up call, signalling the urgent need for competitive intelligence. They realized that they couldn't afford to underestimate this Latin American competitor any longer.
As part of their effort to better understand their newly discovered rival, the global software vendor embarked on comprehensive competitor analysis. They sought to gather valuable insights about the key competitor's strengths, weaknesses, strategies, and market positioning, as well as understanding the broader competitive landscape. Through thorough research and diligent data collection, the vendor aimed to gain valuable insight into their competitor's capabilities and determine the potential impact on their own market share.
Understanding the significance of this competitor's presence in the United States became a top priority for the global software vendor. They recognized the potential ramifications for their own business and sought to proactively assess the competitor's strategies, customer relationships, and market share in the US. By gaining a comprehensive view of the competitor's activities, the vendor hoped to make informed business decisions and devise effective strategies to stay ahead in the highly competitive software market.
To navigate the uncertain landscape and formulate a successful response, our client turned to competitor intelligence research as a core strategic tool. The vendor recognized the importance of gathering and analyzing relevant market intelligence, competitive insights, and actionable information. By leveraging competitive intelligence research and analysis, the vendor aimed to gain a competitive edge over their rival and anticipate their future moves.
Collecting actionable competitive intelligence
Aqute embarked on a comprehensive research endeavor spanning multiple countries, including the US, Mexico, and Spain. With a team of dedicated local analysts, Aqute hit the ground running to gather essential competitive intel that was not readily available online.
In the initial phase of secondary competitor intelligence, Aqute diligently constructed a foundational profile of the competitor. This involved meticulously examining various aspects such as financial data, key clients, sector preferences, and indications of geographic expansion, to provide competitor insights. By analyzing official filings and conducting extensive market analysis, we were able to piece together a comprehensive picture of the competitor's position in the industry. We sought to uncover relevant digital footprints left behind by the competitor, including social media activity, published case studies, presentations, and even contract templates. We also scoured LinkedIn profiles, sifting through thousands of employee data to extract valuable insights regarding client contracts and the size of sales teams. This meticulous approach enabled Aqute to gather nuanced details about the competitor's operations and potential strategies.
While secondary coroporate intelligence provided valuable competitive insight, more value was to be had by gathering firsthand insights from the competitor's customer base. To achieve this, we conducted a series of targeted interviews with select customers. By delving deep into the motivations behind their choice of competitor, their customer experience, customer satisfaction, customer needs and other aspects of win loss analysis, we extracted competitor intelligence on what set the competitor apart. This primary research phase offered a unique vantage point, shedding light on the competitor's strengths and weaknesses based on real customer experience. Our client used actionable insights from this competitive analysis to make informed decisions about their sales, marketing and pricing strategy.
Through a combination of comprehensive secondary research and astute primary investigation, Aqute delivered key insights that encapsulated a holistic view of the key competitor. The client's commitment to thorough analysis resulted in a robust and in-depth understanding of the competitor's market position, strategic moves, and fundamental value proposition.
Quantifying the threat
Based on detailed competitive insight, Aqute provided a detailed review of the threat posed by this competitor. Through comprehensive competitive intelligence research, we were able to gain valuable insights into the nature and seriousness of this rival's impact on our client's business.
In our analysis, we assessed the level of seriousness of this competitor and gauged the potential risks they posed to our client's market share and competitive advantage. By examining various factors such as their market presence, product offerings, customer base, and growth trajectory, we were able to determine the extent to which this competitor could disrupt our client's operations and profitability.
Additionally, we delved deeper into the competitor's expansion plans to gain a better understanding of their strategic moves. We evaluated whether they were planning to formally enter both the lucrative US market and the highly competitive European market. By analyzing market trends, industry reports, and competitor statements, we were able to ascertain their intentions and assess the potential impact on our client's business.
Our findings also provided actionable insights regarding the competitor's global expansion strategy. We were able to identify key information such as who would lead their global expansion efforts, the timeframe in which they were planning to enter new markets, and the level of investment they had allocated for this endeavor. Armed with this valuable intelligence, our client was able to make informed decisions and formulate effective strategies to maintain their competitive edge.
By providing our client with corporate intelligence about the competitor's threat level, expansion plans, investment backing and other market analytics, we enabled our client to proactively respond to the challenges and opportunities presented by their direct competitor. Our comprehensive competitive intelligence case study equipped our client with the necessary knowledge and foresight to stay ahead in the ever-evolving business landscape.
Neutralizing a competitive threat
Competitive intelligence played a crucial role in empowering our client to effectively neutralize their formidable competitor. Recognizing the need to protect their market share and gain a competitive edge, our client took strategic actions based on insights derived from comprehensive research and analysis.
To begin their offensive maneuver, our client created a comprehensive battlecard highlighting the reasons why the competitor would not be a favorable choice for US buyers. By highlighting key weaknesses and drawbacks of the competitor's offerings, our client successfully influenced the decision-making process of potential customers, positioning themselves as a superior alternative.
However, our client didn't stop there. They understood the importance of staying one step ahead of their adversary. In order to divert the competitor's attention from their expansion plans in the US, our client deployed a carefully thought-out counter strategy in Latin America. This move not only helped them establish a strong foothold in a new market but also distracted the competitor, forcing them to divide their resources and attention.
Realizing the significance of the European market and the potential impact of the competitor's imminent launch in the region, our client took proactive measures to maintain their competitive advantage. They swiftly opened their own office in Spain, strategically positioning themselves to counter any marketing benefits that the competitor might gain upon their launch. By having a physical presence in Europe, our client effectively mitigated the competitor's potential influence and established themselves as a formidable player in the region. Key insights in the business intelligence that Aqute delivered underpinned our client's strategy.
In this competitive intelligence case study, a comprehensive and methodical approach to competitive intelligence enabled our client to not only neutralize their competitor but also assert their dominance within the industry. By leveraging valuable insights, our client was able to make informed decisions and execute well-planned countermeasures, safeguarding their market share and securing their position as a market leader.
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