Last month I shared five reasons why organizations choose DCIG to prepare competitive intelligence reports on their behalf. However, that list represented only a glimpse into why companies select DCIG. This month, I share five more reasons why companies engage DCIG to produce these reports to equip their sales staff and partners.
At a high level, anyone can prepare a competitive intelligence report. All one needs is an Excel spreadsheet, a web browser, access to the Internet, a list of your competitors, and a list of product features. Then, boom, just like that, you have a report. However, companies that engage DCIG to create Competitive Intelligence Reports want much more that an Excel spreadsheet with a list of features and check marks in order to truly empower their sales staff and partners.
Across more than twenty years as an IT Director, I had many sales people incorrectly tell me that their product was the only one that offered a particular benefit. Did their false claims harm their credibility? Absolutely. Were they trying to deceive me? Possibly. But it is far more likely they lacked accurate and up-to-date information about the current capabilities of competing products in the marketplace. Their competitive intelligence system had failed them.
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