Competitive Intelligence Case Study
Building a Key Competitor’s Organization Chart
Competitive intelligence services delivered
In this competitive intelligence case study, our client, a fast-growing startup, had recently secured a substantial round of funding. This influx of capital presented the company with an opportunity for competitive analysis to gain a deeper understanding of its competitors' sales and product organizations, and it planned to use competitive intelligence research to strengthen its sales, marketing and product strategies.
The primary objectives of the competitive analysis were two-fold. First, the startup aimed to determine the most effective allocation of its resources towards regional or industry-specific sales teams. The ability to identify the battlegrounds where it would encounter the greatest competition was critical in guiding its strategic decision-making process. As part of this, our client decided that by conducting a detailed analysis of their key competitor's organization chart, they could identify the areas where significant resources were allocated and develop a targeted approach to maximize their own market presence.
Secondly, the startup aimed to take a proactive approach by anticipating the investments its key competitor would be making in critical product areas, ensuring that it stayed one step ahead of the game. By understanding the competitor's organizational structure and reporting relationships, in tandem with our client's knowledge of market trends, our client could gain insight into the decision-making process and predict where future investments and focus would be directed. This foresight would enable our client to make informed decisions and allocate resources to areas of product development that would directly counter the competitor's efforts.
Building the organization charts
Aqute devised a comprehensive competitive intelligence research approach that combined both primary and secondary methods to gather the required information and deliver actionable insights. We would dissect the client's dissect direct competitors, build organization charts and use those to understand each competitor's strategy.
The primary research phase involved a series of in-depth interviews with current and former employees of the competitors. These conversations proved to be invaluable, as they provided firsthand competitive insight from individuals who possessed intimate knowledge of the inner workings of the competitor organizations - in direct functions such as sales and supporting functions such as human resources. By tapping into this rich source of corporate intelligence, Aqute was able to construct a cohesive and accurate organization chart for each company, complete with key roles, reporting relationships, and key insights into how different divisions collaborated with one another.
Additional competitor analysis involved an extensive examination of various external sources. The Aqute team meticulously analyzed metadata from thousands of LinkedIn profiles, carefully reviewed recent and active job postings, and scrutinized press announcements regarding executive hires. This meticulous approach to secondary research provided an initial framework for the competitor's organization chart. Competitor insights from primary research supplemented and enriched this framework with key insights into reporting structures and resource allocations, explaining how the competitors delivered against current customer needs and prepared for changing market trends.
To support the competitor intelligence research, Aqute also created a quantitative analysis of the size and composition of several crucial teams within the competitor's organization. By drilling down into areas such as regional sales, industry-specific sales, product marketing, and operational (back-office) functions, Aqute generated a detailed breakdown of headcounts and effectively identified areas that were experiencing significant hiring growth and restructuring.
Responding to the competitive threat
This business intelligence played a pivotal role in providing the client with a comprehensive understanding of where the competitor was focusing its resources, both in terms of product development and sales strategies. By identifying areas of significant hiring growth, Aqute highlighted the competitor's priorities and areas of investment. Armed with these insights, the startup could proactively plan and allocate their own resources accordingly, thereby gaining a significant competitive advantage in the market.
The study highlighted the importance of a robust competitive intelligence strategy. By leveraging both primary and secondary competitor intelligence, our client developed a comprehensive understanding of their competitors' organizational structures but also valuable insight into their decision-making processes, key roles, and areas of focus. Armed with this competitor intelligence, organizations can proactively tailor their strategies, maximize their resources, and outmaneuver the competition.
This competitive intelligence case study exemplifies the critical role that competitor analysis plays in equipping companies with valuable insight to make strategic decisions that deliver a competitive advantage. Through actionable competitive intelligence, companies can gain a deeper understanding of their competitive landscape, identify emerging trends, and gain the upper hand in today's fast-paced business environment. By staying one step ahead of the competition, organizations can position themselves to grow and win market share.
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