The Situation
A leading digital commerce solutions company required in-depth insights into their competitors’ go-to-market (GTM) strategies, pricing structures, product differentiators, and sales processes. The client needed actionable intelligence to enhance their competitive positioning and better address the needs of their ideal customer profile (ICP) restaurant groups operating more than 50 locations.
The Solution
Sedulo Group launched a comprehensive competitive intelligence initiative tailored specifically to the client’s strategic objectives. The engagement began with a virtual kickoff session involving key client stakeholders to clearly define research priorities and milestones.
The team then developed a structured research plan, focusing on clearly defined topics:
- Offerings, including POS features and hardware
- Key product differentiators
- Go-to-market (GTM) strategy (target markets, messaging, positioning)
- Sales processes and buyer journeys, including stated ROI metrics
- Pricing, packaging, and transaction fee structures
- Relevant competitor use cases
Utilizing its trusted network, Sedulo Group conducted ethical buy-side competitor research without disclosing the client’s identity. Leveraging a partnership with credible buyer organizations aligned with the client’s ICP, Sedulo Group’s primary research specialists engaged directly with competitors’ sales teams in authentic buying scenarios. This approach provided direct insights into competitors’ sales pitches, capabilities, and strategies.
Throughout the project, Sedulo Group supplemented primary research with open-source intelligence gathering and ongoing collaboration with the client’s internal stakeholders, ensuring alignment with evolving business needs.
The Success
The comprehensive Competitor Insights Report delivered detailed and actionable strategic intelligence. Key deliverables included:
- An executive dashboard summarizing critical insights and strategic implications
- Detailed presentations addressing each prioritized research area, clearly outlining competitor strengths, weaknesses, and strategic positions
- Intuitive data visualizations highlighting competitor positioning across pricing, packaging, product features, and GTM strategies
The insights provided empowered the client to refine their competitive positioning, enhance their sales strategy, and align their offerings more effectively with customer needs. This targeted intelligence directly supported strategic decision-making, resulting in improved market presence and clearer differentiation from key competitors.
