Competitive Intelligence Best Practices

Competitive Intelligence Best Practices Matt Bennetti, salesforce.com Cathy Bensink, Tandberg

Safe Harbor Statement ,[object Object],[object Object],[object Object],[object Object]

Matt Bennetti Senior Product Marketing Manager [email_address]

Agenda ,[object Object],[object Object],[object Object],[object Object]

Why Track Competitive Information? ,[object Object],[object Object],[object Object],[object Object],[object Object]

Where do I track Competitive Information? ,[object Object],[object Object]

When do I Track Competitive Information? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

How Can I Make Competitive Intel Available? ,[object Object],[object Object]

How Do I Improve Competitive Visibility? ,[object Object],[object Object],[object Object]

What Benefits Will I Get? ,[object Object],[object Object],[object Object],[object Object]

Recommendations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

[object Object],[object Object],[object Object],Tandberg – Video Conference Leaders ,[object Object],[object Object],[object Object],[object Object],[object Object]

Business Challenge ,[object Object],[object Object],[object Object],[object Object],[object Object]

1. Attack Our Competition’s Accounts ,[object Object],[object Object],[object Object],[object Object],Profile Information worksheet includes competitive information

2. Improve our Strategic Selling Process ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Competitive information tracked on the Account detail

3. Extract Best Practices from Wins ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

4. Deeper Pipeline Analysis ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Next Steps ,[object Object],[object Object],[object Object],[object Object]

Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],Save time! Use your cell phone or mobile device to send Feedback via SMS/Text Messaging! Send a message to 26335 In the message body: Session 138, #### For example, “ Session 123, 5555 ” Session ID: 138 Session ID # Scores for 4 categories SMS Voting powered by:

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Competitive Intelligence Best Practices