Reference Deep-Dives — Page 30
White Space Analysis: Finding Market Gaps Through Customer Research
How to identify white space using customer research instead of spreadsheet analysis. Three types of gaps and the interview questions that surface them.
Why Customers Switch: Researching Switching Triggers and Brand Defection
How to research why customers switch to competitors. Covers the 5 switching trigger categories, research methodology, and why stated reasons differ from actual.
Win-Loss Analysis in Due Diligence
Win-loss research adds real signal to commercial DD — competitive positioning, deal velocity, and market share trajectory drawn from buyer voice.
B2B vs B2C Satisfaction Research: Different Rules for Different Relationships
NPS and CSAT methodologies produce misleading results when applied identically across B2B and B2C contexts. How to adapt your satisfaction research for each.
Building a Competitive Intelligence Dashboard: Metrics That Matter
Design a competitive intelligence dashboard: mention frequency, perception scores, win rates by competitor, switching triggers, and competitive response time.
CI for Sales Enablement: From Intelligence to Deal Execution
How sales enablement teams operationalize competitive intelligence into battlecards, talk tracks, and real-time deal support that actually improves win rates.
CI for Startup Founders: Competitive Intelligence on a Bootstrap Budget
Build a competitive intelligence program without enterprise tools: free monitoring, low-cost buyer research, and the founder CI stack for early-stage startups.
CI Program Maturity Model: From Ad Hoc to Always-On Intelligence
A 5-level maturity model for competitive intelligence programs with assessment criteria and practical guidance for advancing each level.
The Commercial Due Diligence Checklist (With Customer Research Integration)
A comprehensive CDD checklist that closes the customer evidence gap. Market analysis, competitive landscape, customer validation, and growth thesis testing.
The Commercial Due Diligence Report: Structure, Examples, and Best Practices
How to structure a CDD report that investment committees trust. Sections, evidence standards, and the shift from narrative to customer-validated IC memos.
Competitive Analysis Frameworks: SWOT vs Porter's vs Buyer-Centric
SWOT and Porter's reflect organizational self-image; buyer-centric frameworks reflect market truth. When each works, when each fails, and how to choose.
Competitive Intelligence Distribution: Getting CI to the Right People
A distribution framework for delivering competitive intelligence to sales, product, marketing, and executives in the format and cadence each team needs.