DOMAIN KNOWLEDGE – Company/Product Positioning

  • Why should prospect by from your company?
    • Expertise?
    • Experience?
    • Financial Strength?
    • Anchor customers?
    • How are we different/preferable than competitors?
  • Why should prospect buy your product versus alternatives?
    • Architecture?
    • Install Base?
    • Industry focus?
    • Innovation?
    • Solution/industry expertise?
    • Purity of design?
    • Cost of ownership over time?
    • ROI?

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