Product Positioning for B2B Companies — Who’s your competitor?

  • If you’re first to the market, then you’re either competing against a phenomenon or a notion. ie: Paypal (disruptor) vs checks/physical cash deposit/banking procedures
  • Sometimes, you may not find a competing product in your focussed geography but an alternative already exists elsewhere (imitation economics). Let your customers know that a similar model is working perfectly fine elsewhere
  • Stating that there’s no one like you insinuates that you’re a rollercoaster ride, both thrilling and scary at the same time. Not everyone likes rollercoasters and more often than not, there will always be this one non-evangelistic pragmatic stakeholder who will end up tanking your deal
  • For (target customers)
  • Who are dissatisfied with (the current market alternative)
  • Our product is a (new product category)
  • That provides (key problem-solving capability).
  • Unlike (the product alternative),
  • Our product (describe the key product features).

--

--

Get the Medium app

A button that says 'Download on the App Store', and if clicked it will lead you to the iOS App store
A button that says 'Get it on, Google Play', and if clicked it will lead you to the Google Play store