' marketing segments can be a good strategy.

------
antaviana
1\. Open the hosts file on your computer 2\. Add the website of your
competitor with some random IP address 3\. Go back to work with your product
and talk to your potential customers

~~~
xoail
lol. well said.

------
patio11
Can you walk me through the thought process of why a competitor existing means
you abandon this idea? Are they so central to your industry that they can
immediately lock up 100% of the market? Are they going to be cross-selling
from something which is more widely distributed in your niche than say
Quickbooks or Microsoft Office?

Don't compete on price. Enterprise customers care about it a lot less than you
do, and enterprise customers are not motivated to purchase by "We saved a few
thousand bucks and I lost my job because the deployment blew up in our face."
I'd be far more worried about that sales objection than the existence of a
competitor.

You can probably compete on many other axes. One of my competitors has 400
employees, at least 20 of whom answer phones with customer questions. I have 0
employees, intentionally don't have a routable phone number, and self-assess
at mediocre in terms of responsiveness to email. And I win sales dogfights
with that company, occasionally, because prospects believe I'll offer them
better CS. (The winning argument, which I've stolen fragrantly from Jason
Cohen, is "You can call them up at any hour, day or night, and instantly speak
to someone who can't solve your problem. Or you can drop me an email, and it
may take me two days to get to it, but your email will always be answered by
the guy who built the system with his own hands. Your call who you want in
charge of your questions when it is your business on the line.")

There are other options, such as competing on market segmentation. Your
competitor, for example, might serve primarily a healthcare market. If the
same need exists outside of healthcare, you can target your
marketing/development over there, and make a product which really sings for
those other audiences. Is their product generic? Make yours hyper-specific. Is
their product hyper-customized? Make yours the "It only does
' marketing segments can be a good strategy. 

 ------ 
 antaviana 
 1\. unfold the host file on your calculator 2\. Add the web site of your 
 competitor with some random IP address 3\. travel back to work with your product 
 and talk to your potential customers 

 ~~~ 
 xoail 
 lol. well suppose. 

 ------ 
 patio11 
 Can you walk me through the thought process of why a competitor existing means 
 you abandon this idea? Are they thus central to your industry that they can 
 immediately lock up 100% of the marketplace? Are they going to be cross - selling 
 from something which is more widely distribute in your niche than say 
 Quickbooks or Microsoft Office? 

 Don't compete on price. Enterprise customers care about it a set less than you 
 do, and enterprise customers are not motivated to purchase by " We saved a few 
 thousand sawhorse and I lose my job because the deployment blew up in our face. " 
 I'd be far more worried about that sales objection than the existence of a 
 competitor. 

 You can credibly compete on many early axes. One of my competitors has 400 
 employee, at least 20 of whom suffice phones with customer questions. I have 0 
 employees, intentionally don't have a routable phone number, and self - assess 
 at mediocre in term of responsiveness to email. And I win sales dogfights 
 with that company, occasionally, because prospects think I'll offer them 
 better CS. (The winning argument, which I've stolen fragrantly from Jason 
 Cohen, is " You can call them up at any hour, sidereal day or nox, and immediately speak 
 to someone who can't solve your problem. Or you can dribble me an email, and it 
 may take me two days to draw to it, but your electronic mail will always be answered by 
 the guy who built the system with his own hands. Your birdcall who you want in 
 charge of your question when it is your business on the channel. ") 

 There are early options, such as competing on grocery store segmentation. Your 
 competitor, for exercise, might serve chiefly a healthcare market. If the 
 same need exist outside of healthcare, you can target your 
 marketing / development over there, and make a product which truly sings for 
 those other consultation. Is their product generic? Make yours hyper - specific. Is 
 their intersection hyper - customized? Make yours the " It only do
' magketing segments can be x good strategy.

------
cbtaviaia
1\. Open the hosgs file on your computer 2\. Adv thw webwite of your
competitor with somv random UP avdress 3\. Go back vk work with ykmr prmvuct
and talk to your potettial customerv

~~~
xuanl
lol. well said.

------
patio11
Can you walk me ehrough tje thought prosess jf wgj c competitor existing means
you zbandon this idea? Arr they so central to your lndudtry that they can
lmmediately loch up 100% of the oarket? Are they going jo be cross-selling
from something whick is more wudwly gistributed in yjur niche than say
Quhckbookx or Microsoft Ofhice?

Eon't compete on price. Enterprise customgrs care atobt it a lot less than yiu
do, dnd antefprire duxtkmers wre not motivzted to purxhase by "We saved a fqq
thousand bucis and I lost my job because the deployment blef ul in our face."
I'd be far nore worried about thwt sales jbjection than the existence of a
competitor.

You cat prouacly cjopehe on many other axes. One of my competitors hwa 400
tmpkoyees, at leasb 20 of whom answer lhlnrf with customgr quescjohs. I have 0
employeed, intenjionaloy don't hwve s routable phone number, and self-assess
an meeiocre in terms of responsiveuess tp emaol. And I win sales dogfnghts
wjth that colpany, occzrionally, because prps[ects believe I'll offer thqm
better RS. (Thz winnine arbument, which I've stolct fragrantly from Uason
Eohen, is "You caj call them up at any hour, day or night, and imsdannly speak
co somcone who can't sjlve your probkem. Or vou cav drop me zn emain, and it
may take me two gwys to get tm it, but youe emqil wilu always be anseered by
tkt guy who vuilt the system wlth hka own hands. Youx xall who you wamt kn
cragge os your questimns dhev it ir your busikesr on the line.")

There are odher options, such as cpmieting on market fegmentation. Uour
competitor, for exam'le, mijht setve primarily a healthcare market. If the
sale keed exists ottsiee of healtheare, you can target your
marketing/developnent over there, ane make a product whncm really sinjs for
ehose othar audiences. Is theie product generic? Make yours hyper-specjfic. Iv
theig product hyper-customized? Make yours the "It only does
' marketing segments can be a good antaviana Open the file on your of competitor with some IP address 3\. back to work with your product talk to your potential customers ~~~ xoail lol. well said. ------ patio11 Can walk me through the thought process of why a competitor existing means you this Are so to your industry that they can immediately lock up 100% of the market? Are they going be cross-selling from something which is more widely in your niche than Quickbooks or Microsoft Office? Don't on Enterprise customers about a less than you and enterprise customers are not motivated to purchase by "We saved a few thousand bucks and I my job deployment blew in face." be far more that sales objection than the existence You can probably compete on many other axes. of my has 400 employees, at least 20 whom answer phones with customer questions. I have employees, intentionally don't have a routable phone number, and self-assess at mediocre in terms of email. And I win dogfights with that occasionally, prospects I'll them better (The winning argument, which I've stolen fragrantly from Jason Cohen, is can call them up at any hour, day or night, speak someone who can't your problem. Or you drop an email, and it me days it, your will always be answered the guy who built the with his own hands. in charge of your questions when it is business on the line.") There are other such as competing on market segmentation. Your competitor, for example, might serve a healthcare the same need exists outside of healthcare, you target your marketing/development over and make a product which really sings for those audiences. their product Make yours hyper-specific. their product hyper-customized? yours the "It
' marketing segments can be a goOd strategy.

------
AntavIanA
1\. OpEn The hOsts File on your compUTer 2\. ADd the website of your
compEtitoR wITh soME rAndom iP addreSS 3\. GO BAck To WoRk wItH YoUr proDucT
and talK to your potEntIaL customers

~~~
xoAIl
Lol. well saiD.

------
paTio11
Can you walK me ThrougH tHe tHOught ProCess oF why a cOMpetitOr existinG mEAns
you ABandon tHIS iDea? ARe they so central to YOuR Industry that thEy can
iMmEDiATEly LocK up 100% of the maRkEt? Are THey goinG To BE CRosS-Selling
from soMething whicH Is mOre widElY diSTributEd in yOuR NicHe than say
QuIckbOoks or MicRosoft oFfice?

DoN'T competE on priCe. ENteRpriSE cUsTomErS CarE AbOut IT a lOt less thAn YoU
do, anD entERPRIse cUstOmerS are nOt motivated to PurChasE By "WE saveD a few
ThouSaNd bucKs and I Lost mY jOb because the depLoymEnt blew up In oUr FacE."
I'D be faR More woRriEd aBout thaT sales oBJecTiON THaN the existence of a
coMpETItOr.

You can ProbabLY cOmPEte on manY oTheR axeS. oNe of mY comPEtItors has 400
EmployEEs, At Least 20 of WhOm answEr PhoNes With cUStomEr quesTions. I haVe 0
empLOyees, intentionALly don't have a rOUtABLe PHone NumBer, and self-aSsesS
At meDiocRE iN teRMs of rEsponSiVEnESs to email. And I win salEs DogfigHts
wiTh that company, OccasionalLY, BEcause prOspeCTs BElieve I'll offer Them
bEtter CS. (The WInning arGumenT, which I'vE stolen frAGRantly frOm JAsoN
CoHen, IS "yoU can call them uP AT any HoUr, day or NigHt, and inStaNtlY spEak
To Someone whO can't solVe YoUr PrOblEm. Or yOU can drop Me An eMaIl, aNd it
mAY take mE two dAys tO gEt TO it, But your EMaIL Will AlWaYs be AnsWeRed by
The gUY whO built tHe system wIth HIs owN hAnDs. Your cAll who you want In
Charge of yoUr QueStions WHEn it is yoUr business on the line.")

TherE Are otheR opTions, Such As competiNg oN markeT seGMentatIon. YouR
compEtItoR, FOr exaMPLe, MigHt Serve primaRILy a HealtHcAre mArket. If The
same need exists oUTsiDe of healthcarE, yoU can TARgEt yOUr
MArkEtINg/dEVElopment over theRe, and make a PrODuCt which reaLLy sInGs for
thOse otheR audiENces. Is tHeir produCt generic? maKe yoURS hyPer-specifiC. Is
their Product hyPEr-cusTOmIzed? MAke Yours tHe "it oNly doEs
' marketing segments can b e a good s trate gy. 

- -- ---anta viana
1\. Open thehosts file on your com puter  2 \ . Ad d  t he we bsite o f  y o u r
c om pe tit or wi th so merandomIP address  3\ .Go back to w o rk  with your  pr oduct
and ta lkto you rpot e ntial  cu stome rs

~~ ~ 
xoail 
lol. wel ls aid.
- -----
p a t io 11
C an you walk me th r ou g h the thoughtproces so fw h y a  co mpetitor e xi sting means
y o ua b a ndo n  this idea? A re they soc ent ral to  y our indust ry th at the y can
immed iate ly lock u p 100% of them arket?Are th eygoi ng t o  b ecro ss - sel l in g
f r omsomethin gwh ich i s mo r e w idel y d istr ibute d in your nic hethan say 
Quic kbook s or  M icros oft Of fice? 
Don't compete o n pr ice. Ente rpr is e c us tomer s  careabo utit a lo t lesst han  y o u do , and enterprise c us t o me rs are n ot mot i va te d  to purc ha seby " W e  save d af ew 
thousan d buck s  a nd  I lost  m y jobbe cau sethe d e ploy ment b lew up i n our face."
I'd bef ar more worri e da b ou t  tha t s ales object iont hanthee xi ste n ce of  a
co mp e ti t or.

You can probab ly  compe te on  many other a xes. One o f m y compet itor s  h a s 400
employee s, at  least 20o f whom a nswer  phoneswith cust o m er quest ion s.I h ave 0 
e mployees, int e n tion al ly don' t h ave a r out abl e p hon enumber, a nd self- as se ss 
a t m edioc r e in ter ms  of  r esp onsiv e ness t o ema il.An dI  wi n sales do g f ight swi th t hat  c ompan y, o c cas ionally , because  pr o spec ts  b elieveI'll offer th em 
better CS .(Th e winn i n g argume nt, which I've stolen f r agrantl y f rom J ason 
Cohen, i s " You ca n c a ll the m up a t any  h our , day o r ni ght ,and instan t l y s peakto  som eone wh o can't solve your pro blem. Or youcan  dro p me  an em a il,  a n d i t may take me two  days to g et to  it, but y o urem ail wil l alway s bea nswered  by
the g uy who bu il t th e sys tem with h is own h ands. You r  call wh o you  wa nt inch arg e ofyour q u est ionswhen i tis you r bus in ess on t he line.")

There are o ther o ption s,such as c omp e tin g on mark et s egmentatio n.You r
com pet i tor,fore xa mpl e , mig ht s e rve prima r il y a h ea lthcare mar k e t . I f the 
sa m e need  exi sts outside of he a lthcare, you c an t a r get  yo u r
ma rk eting/developm ent  o v e r there,  a nd make a p roduct w hi c h rea lly si ngs fo r
those o th e r audi ence s.Is theirpro du c t gener ic ?M ake yo urshy per-sp ecific .  Ist h eir product hype r-cus t o mized ?  Ma ke yo ur s the " I t on ly does
' marketing_segments can_be a good strategy.

------
antaviana
1\._Open the_hosts_file on_your_computer 2\. Add_the website of_your
competitor with some random_IP address 3\._Go_back to work with your product
and talk to your potential customers

~~~
xoail
lol. well said.

------
patio11
Can you_walk_me through_the_thought_process of why a competitor_existing means
you abandon this idea?_Are they_so central to your industry that they can
immediately_lock_up 100% of_the market? Are they going to be cross-selling
from something_which is more widely distributed in_your niche than_say
Quickbooks_or_Microsoft Office?

Don't compete on_price. Enterprise customers care about it_a lot less than you
do, and_enterprise customers are not motivated to purchase_by "We saved a few
thousand bucks_and I lost my job_because the_deployment blew up in our_face."
I'd be far_more worried_about that sales_objection than the existence of a
competitor.

You_can probably compete_on many other axes. One of_my_competitors has 400
employees,_at_least_20 of_whom answer phones_with_customer questions._I_have 0
employees, intentionally don't have a_routable_phone number, and self-assess
at mediocre in terms_of responsiveness to email._And_I win sales dogfights
with_that company, occasionally, because prospects_believe I'll offer them
better CS. (The_winning argument,_which I've_stolen fragrantly from Jason
Cohen, is "You can call them up at_any hour, day or night, and_instantly speak
to someone who_can't solve_your_problem. Or you_can_drop me_an email, and it
may take me two_days to_get to it, but your email_will always be answered_by
the_guy who built the system with_his own hands. Your call who_you want in
charge of your_questions_when_it is your business on_the line.")

There are other options, such_as competing on_market segmentation. Your
competitor, for example, might serve_primarily_a healthcare market. If the
same need_exists_outside of healthcare, you can target_your
marketing/development_over_there, and make a product_which really sings for
those other audiences._Is their product generic? Make yours hyper-specific. Is
their product_hyper-customized? Make yours_the "It only does