Competitive Displacement Scenarios
Competitive Displacement: Unseating a 6-Year Incumbent
Your prospect has used the incumbent for six years. Procurement defaults to renewal. You have one shot to shift the evaluation criteria.
The situation
Global manufacturer, 8,000 employees. The incumbent has been in place for six years and is embedded in the workflow. Renewal is in 4 months. Two operations leaders are quietly frustrated and have agreed to a discovery call. No formal RFP yet.
Key stakeholders
- Hannah VogtcoachDirector of Ops (Coach)
- Raj MehtacoachDirector of Supply Chain (Coach)
- Incumbent AEblockerEmbedded competitorHas 6 years of relationship equity.
- Procurement LeadskepticDefaults to renewal
Step 1
Decision pointYou have 60 minutes with Hannah and Raj. The does not yet know you're in conversation.
What is your strategic frame for this first meeting?