Best Practice Report

Competitive Analysis Model: Responding To Vulnerable Competitors

January 1st, 2018

Summary

The Forrester Competitive Analysis Model characterizes a vulnerable competitor as weak in both go-to-market and disruptive capabilities. Attack vulnerable players with a leadership message and highlight the risks of partnering with organizations that have low recognition. Enable sales reps to clearly communicate unique value vs. the lower-cost option from the vulnerable competitor.

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