CRAYON COMPETITIVE
INTELLIGENCE BLOG

Picture this: You’re a sales rep at an email marketing software company.

One day, you hop on a discovery call with a prospect. As you’re chatting with them about their goals, they say this: “Easy automation is really the key here. In order to hit my targets, I need to send a ton of emails, and I just don’t have that much time on my hands these days.”

Good to know. Towards the end of the call, you ask the prospect if they’re evaluating any other solutions, and they say, “Yeah, I’ve got an intro call with XYZ next week.”

As it turns out, your colleague in product marketing recently told you something about that competitor: Their pricing model is based on the number of emails sent (whereas your company’s pricing model ...