Overview

In this section, you will find information about competitive insights, including definition and the process to create a competitive insight. You will also find information about how to create a competitor within Salesforce.

Compliance / Legal Notice: One must never pro-actively ask for or accept detailed information on specific competitors. It is possible to ask/receive general info on competing price levels or terms /conditions if this helps to make a competitive offer. Always report to Solvay's Legal Department if detailed information about a competitor's offer is received or if any organized information exchange via the customer is suspected

Concerned profiles:

ALL

Table of content

Step By Step

Definition & added value

Competitive Insight: a process of registering and sharing market intelligence obtained from customers as a result of ongoing negotiations. Such info may be registered in SFDC if the source / circumstances in which the data is obtained are mentioned.

I.One must never pro-actively ask for or accept detailed information on specific competitors. It is possible to ask/receive general info on competing price levels or terms /conditions if this helps to make a competitive offer. Always report to Solvay's Legal Department if detailed information about a competitor's offer is received or if any organized information exchange via the customer is suspected.

Key added value of using Competitive Insights

•Build a knowledge base on Solvay’s competitors by collecting legally compliant information

•Use this knowledge base to price competitive deals, and support win rate

Create a competitive insight

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-4 13:28:27.png

David opens the account for which he wants to create a competitive insight

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-4 13:28:37.png

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-4 13:29:11.png

David hoovers the Competitive Insight related list and clicks on New Competitive Insight

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-8 10:55:48.png

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-4 13:30:3.png

In the first section Competitive Insight Information, David enters the following information

-Competitor Name: David searches for the competitor in the system

-GBU/Region: David selects his GBU and the Region

-Source of information: David details how he got the competitive insight information

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-8 10:55:58.png

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-4 13:31:22.png

On the left side of the section, David links the competitive insight to the opportunity and to the visit report he previously created.

You can link a competitive insight to multiple types of records, but only the link with a prospect/customer is mandatory

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-8 10:56:38.png

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-4 13:33:38.png

Once David linked the competitive insight to the 2 records, he can start filling in the details of the competitive insight

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-8 10:57:11.png

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-4 13:36:28.png

David enters the details of the competitive insight…

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-8 10:57:34.png

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-4 13:37:22.png

…and on the Competitor itself on this insight

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-8 10:57:47.png

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-4 13:38:1.png

Once David has finished to complete the information, he clicks on Save

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-8 10:58:2.png

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-4 13:38:37.png

Great! David has successfully created a competitive insight

The legal notice is mandatory and informs the user of what is legal or not. Please read it carefully when creating a competitive insight

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-8 10:54:44.png

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-4 13:39:36.png

The competitive insight is now available from the account page…

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-8 10:58:25.png

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-4 13:40:8.png

…from the opportunity page…

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-8 10:58:46.png

Syensqo IS - Customer Support > 19. Competitive Insights & Competitors > image2016-8-4 13:40:43.png

…and from the visit report.

That’s great! Any user opening an account, an opportunity or a visit report will see the competitive insight and be aware of it. Let’s share the word!