The Situation
____________
An information security company needed up-to-date, actionable competitive intelligence to give their sales teams an edge in the highly competitive application security market.
The Solution
____________
The company partnered with Sedulo to develop in-depth battlecards on three key competitors . Sedulo’s approach combined:
- Secondary Research: Scouring competitor websites, industry resources, etc. to establish a baseline.
- Sedulo’s Persistent Source Network™: Accessing a network of high-value competitor contacts for unique insights.
- Conversational Interviewing Technique: Conducting blinded interviews for an unbiased, insider view of each competitor.
The Success
___________
- Detailed Tactical Battlecards: Each battlecard provided a head-to-head comparison with competitors, covering:
- Competitor Overview & Differentiators
- Pricing & Packaging Strategies
- Future Product Roadmaps
- Sales Messaging & Positioning
- Strengths & Weaknesses
- Direct Feature Comparisons
- Empowered Sales Team: Sedulo Group’s extensive battlecards equipped the sales team to counter competitor arguments, focus on their unique advantages, and close more deals with confidence.
