Be ready when a competitor slips
Does one of your target accounts use a competitor? A price rise, an unpopular update or a problem with their current supplier can open the door. Harpoons tracks these shifts so you can react while the account is open to a switch.
Why switching windows are short
Changing suppliers is hard work, so most companies only do it when something pushes them. That push often comes from the supplier: a price rise, a product change or a service problem.
When it happens, the customer starts to look around. If you reach out then, with a reason that fits, you’re part of the conversation. If you reach out six months later, they’ve already decided.
What we look for
- Which of your competitors an account uses, where a source shows it
- Price rises and plan changes announced by those competitors
- Unpopular product changes or service problems
- Signs that an account is reviewing its current supplier
- Partnerships or contracts that end
Where we find competitor changes
- The account’s website, help pages and documentation, which often name the tools they use
- Your competitors’ own announcements and pricing pages
- Posts and interviews by the account’s leaders
- Job postings that name a tool or a migration project
- News coverage
- Other sources we’ve checked for usage rights and quality
How we record a competitor change
A tool named on a company’s website shows they use it. It doesn’t show they use only that tool, or that they’re unhappy with it. We record what a source shows and mark anything we infer.
If we can’t see which supplier an account uses, the brief says it’s unknown. We don’t guess.
Make it one of your factors
A payments team might use a factor such as “Competitive opening: signs of an existing provider review.” When the evidence appears, the account moves up their list.
You agree your factors on your scoring call. See custom scoring.
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