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2023 STATE OF COMPETITIVE INTELLIGENCE

The 6th edition of the industry’s longest-running report. Benchmarks & best practices to help you achieve your goals.

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66%

For the average B2B software company, 66% of sales opportunities are competitive.

No wonder 86% of CI leaders at software companies say they enable their sellers with competitive battlecards.

125%

Compared to 2018, CI leaders are 125% more likely to say they’re measuring success with KPIs.

Competitive win rate, revenue from closed-won competitive deals, and sales team confidence are 3 of the most popular KPIs.

NOT JUST STATS—BEST PRACTICES, TOO

“What has worked for our team is prioritizing ad-hoc requests [for competitive intelligence materials] based on urgency, impact to revenue, and impact to future partnerships and growth.”

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Casey Ward
Senior Product Marketing Manager
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63%

63% of CI leaders say the intel they get from their coworkers is extremely valuable.

Which means coworkers are considered the #1 most valuable source of intel, followed by win/loss analysis and competitors' websites.

88%

88% of those who rely on CI say they want regular updates on the competition.

As opposed to ad-hoc updates, that is. Specifically, most stakeholders want either weekly or monthly updates on the competition.

THERE’S MORE WHERE THAT CAME FROM

Download the 2023 State of CI and get the benchmarks and best practices you need to achieve your CI goals this year.
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