Competitive Displacement Scenarios
Competitive: Defending Your Renewal Against an Aggressive Insurgent
You're the incumbent. A challenger has spent 6 months courting your customer's new VP. Renewal is in 60 days.
The situation
$910K ARR account, year 4 with you. A new VP took over the buying side 8 months ago. A challenger vendor has been running discovery with her for 6 months. You found out 30 days ago. Renewal in 60 days. Usage and outcomes are strong, but the new VP doesn't know that.
Key stakeholders
- Original ChampionchampionDirector (still in role, demoted under new VP)
- New VPneutralInherited the relationship; courted by competitor
- CSM (your team)championHas tactical relationships, not strategic
- Challenger AEblocker6-month head start
Step 1
Decision pointYou scheduled an exec business review () with the new VP. She agreed but tone is cool. Your warns: 'She's already mostly decided.'
How do you frame the ?