Note: these can be actual, real-world product challenges or perceived product challenges.
That is, which questions would you encourage a prospect to ask this competitor?
Include any stage of the sales process including lead generation, marketing, demos, collaboration across teams, access to sales resources, completion of RFPs, sales presentations
For example: Is there a demo team that does it? Is it part of the marketing and pre-sales process, or the responsibility of individual salespeople? Are demos canned or tailored?
Be as specific as possible,
Please include the customer name and country/region
Please share background and characteristics.
What can we learn?