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.

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

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

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

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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

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On the right 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

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David enters the details of the competitive insight…

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…and on the Competitor itself on this insight

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

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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

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The competitive insight is now available from the account page…

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…from the opportunity page…

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…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!