Selling to the Enterprise #4: Which Competitors Matter?
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Enterprise SaaS is brutally competitive. Markets are crowded and zero sum: customers are buying your product, a competing product, or nothing. The industry naturally leads teams to obsess about competitors. If you spend your entire day thinking about the competition, you’ll fail. The best companies succeed by building what their customers need, rather than analyzing their competitors’ actions. To stay focused (and stay sane), you need to relentlessly prioritize and only devote your team’s finite energy to your most significant rivals.
Selling to the Enterprise #4: Which Competitors Matter?
Selling to the Enterprise #4: Which…
Selling to the Enterprise #4: Which Competitors Matter?
Enterprise SaaS is brutally competitive. Markets are crowded and zero sum: customers are buying your product, a competing product, or nothing. The industry naturally leads teams to obsess about competitors. If you spend your entire day thinking about the competition, you’ll fail. The best companies succeed by building what their customers need, rather than analyzing their competitors’ actions. To stay focused (and stay sane), you need to relentlessly prioritize and only devote your team’s finite energy to your most significant rivals.