Competitors · Capability comparison · Component
The comparison
How each rival stands on each dimension, including where they lead — because a comparison with no losses is not believed by anyone who has to sell against it.
The deliverable
What it is
The internal comparison and the published one are different documents with different purposes, and conflating them produces a document that is useless internally and unconvincing externally.
The entries where a rival leads are the valuable ones. They tell the organisation where it is exposed and tell sales what to expect.
One level in
What it is made of
Each element is a constituent part of the component. Follow one to see the attributes it carries.
The position
How each competitor stands on each dimension.
3 attributes: Competitor · Dimension · Position
LearnThe exposures
Where a rival is better on a deciding dimension.
3 attributes: Competitor · Dimension · Response
Learn
Where a rival leads on a deciding dimension is a short list, and it explains most of your competitive losses.