*Client Confidential * SAI Global OpData Sales Insight Form

OpData Sales Insight Questionnaire (c) Prompt Inc. 2018

Name

POSITIONING

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1a. Please choose the one competitor that this feedback relates to * 1a. Please choose the one competitor that this feedback relates to

1b. Which SAI Global division does this feedback relate to [please mark all that apply] *

2. In which geographies or regions do you have experience of this competitor? *

3. What is this competitor's company mission, vision or direction? *

4a. Compared to SAI Global, do you think that the competitor has a stronger, weaker or matching *marketing* capability? *

Stronger

Matching

Weaker

Don't know

4b. Compared to SAI Global, do you think that the competitor has a stronger, weaker or matching *demo* capability? *

Stronger

Matching

Weaker

Don't know

4c. Compared to SAI Global, do you think that the competitor has a stronger, weaker or matching *sales presentation*? *

Stronger

Matching

Weaker

Don't know

4d. Compared to SAI Global, do you think that the competitor has a stronger, weaker or matching ability to *close sales*? *

Stronger

Matching

Weaker

Don't know

4e. Compared to SAI Global, do you think that the competitor has a stronger, weaker or matching ability to *implement* its software? *

Stronger

Matching

Weaker

Don't know

PRODUCTS

1a. What is your overall opinion of this competitor's products? *

1b. What do you think are the competitor's strongest product areas? *

1c. What do you think are the competitors's weakest products? *

2. What do you think are SAI Global's strengths when competing head-to-head against this vendor? *

3. What do you think are SAI Global's weaknesses when competing with this vendor? *

Note: these can be actual, real-world product challenges or perceived product challenges.

4. If you were a prospect evaluating this competitor, which awkward questions would you want to ask? *

That is, which questions would you encourage a prospect to ask this competitor?

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SALES STRATEGY

1. What areas of the sales process do you feel this competitor is very good at? *

Include any stage of the sales process including lead generation, marketing, demos, collaboration across teams, access to sales resources, completion of RFPs, sales presentations

2. What areas of the sales process do you feel this competitor is weak in? *

3a. Is price a key differentiator for this competitor, do you have any insight into its pricing strategy? *

3b. What is the competitor's tactics for discounting? *

4.How does the competitor deliver demos? *

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?

5. How does the competitor deliver trials or PoCs to prospects? *

6. How does the competitor deliver proposals, RFIs and RFPs? *

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CUSTOMER VIEWS

1. Why do you think customers choose to work with this competitor? *

2. Are you aware of any problems that customers have with this competitor? *

Be as specific as possible,

3. How would you say this competitor's customer retention compares to SAI Global's customer retention? Why? *

4. Are you aware of any customers that SAI Global has won from this competitor? Please name them. *

5. Are you aware of any customers that SAI Global has lost to this competitor? Please name them. *

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6. If you have assisted on or won any deals against this competitor, what factors contributed to the win(s)? *

Please include the customer name and country/region

7. When you were working with this competitor what were the characteristics of a great customer win or customer account? *

What were the sales process characteristics of the best deals you experienced at this competitor? What helped you to close the deal? *

Please share background and characteristics.

9. When you worked with this competitor, which competitors did you lose deals to and why? *

10. Did you compete against SAI Global at this competitor? How did you compete and how did you win? If you lost deals do you know why? *

11. If you were advising a prospect on a potential purchase, which objections would you encourage them to ensure that they understood this competitor's real-world position and ability to deliver? * *

12. Which objections do you think SAI Global needs to be better at addressing to win in deals against this competitor? *

What can we learn?

1. Based on your insight from this competitor and others, which processes, practices or sales tactics do you think that SAI Global should update, change or adopt? *

2. If you could take one practice that this competitor has across marketing, sales, pre-sales, post-sales, PS, implementation and replicate it at SAI Global - what would it be? *

3. If you could take one practice that this competitor has across marketing, sales, pre-sales, post-sales, PS, implementation that you would NEVER want SAI Global to replicate, what would it be? *

4. Summarize SAI Global's competitive advantage over this competitor in one line: *

Finally, which other employees, contacts, customers or business partners should we speak to in order to gain other observable or anecdotal competitor insight? *

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Any other comments you would like to add about this competitor? *

If you would like a written summary of this form, please include your email below: