A ‘no competition’ scenario means that either your market is heavily controlled by regulations and geopolitical constraints, or because you are the pioneer in an emerging technology. Unfortunately, over 99% of businesses fall outside these scenarios. Losing market share as long as you continue to grow in absolute revenue terms may not seem a problem today, but they say “competition is like children, they grow faster than you realize and become a lot more troublesome as they grow”.
Enhancing your competitive edge through a lean and mean sales & marketing organization could be achieved by moving two levers.
- Improve the product’s availability or the customer’s ability to buy the solution by removing all possible impediments, like distance, time, processes, alternatives, information overload, etc. that the customer has to wade through.
- To differentiate and position the product ahead of competition and demonstrate the differentiation through actual performance.
Our solution to help our customers gain a sustainable yet competitive advantage consists of the following steps: