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From YouTube: Competition
Description
(C) Competition: competitive strengths, weaknesses, and differentiators, including competitor’s champions
Handbook: MEDDPPICC
https://about.gitlab.com/handbook/sales/meddppicc/#competition
A
A
So
when
you
think
who
is
the
competition
and
what
is
their
strategy
to
beat
us?
You
first
want
to
remember
that
competition
can
be
internal
or
external,
so
internal
competitors
are
other
initiatives
that
could
be
competing
for
the
same
funding.
This
can
include
doing
it
internally
or
doing
nothing,
and
these
are
often
the
most
common
competitors
that
we
face
in
deals
now.
A
External
competitors
are
other
companies,
so
you'll
want
to
do
a
swot
analysis
to
determine
your
competitive
strategy
and
create
trap,
setting
questions
that
influence
the
client's
decision
criteria
in
your
favor,
so
swot
analysis
is
basically
looking
at
what
are
our
strengths,
weaknesses,
opportunities
and
threats.
To
closing
this
deal,
we
want
to
know
where
we're
strong
with
our
differentiators
and
where
we're
weak
relative
to
the
competition
as
perceived
by
the
customer,
because
perception
is
reality.
A
We
also
want
to
anticipate
their
strategy
understand
who
their
champions
are
and
where
their
champions
are
in
that
org
chart.
So
when
we
think
about
competitive
strategy,
including
political,
technical
and
commercial
components,
political
is
who
your
competitors
are
aligned
with
in
the
organization
so
again
going
back
to
who
is
their
champion?
What
is
their
role?
A
So
some
questions
to
ask
yourself
when
dealing
with
the
competition,
who
are
your
internal
and
external
competitors?
Have
you
discussed
this
with
your
client,
who
are
your
competitors
champions
and
what's
their
role
and
level
of
influence,
as
well
as
their
relative
power
and
influence
on
the
account?