Competitive Displacement Scenarios
Competitive: Competitor Drops Price 40% in the Final Week
The classic late-stage price war. Most reps either match or fold. The professional path is neither.
The situation
Two-vendor finalist. You're the preferred technical choice; the competitor is the preferred commercial choice. In the final week, the competitor sends a revised proposal at 40% lower than yours. Procurement forwards it with: 'Match this or we're moving forward with them.'
Key stakeholders
- Champion (VP Engineering)championPrefers your platform
- EB (CFO)economic buyerCares about TCO and risk
- Procurement LeadskepticRunning the negotiation
Step 1
Decision pointYour privately tells you: 'I want you, but I can't justify a 40% premium without help.'
What do you do?