A Little Bird
INDUSTRIES / B2B SOFTWARE
See how competitors sell, not just what they ship.
Org maps of competitor sales segmentation, territory design, solution engineering and customer success teams, for strategy and revenue leaders at enterprise software companies.
FUNCTIONS WE MAP
01 Sales segmentation
02 Territory design
03 Solution engineering
04 Customer success
Who uses it
Competitive intelligence, corporate strategy, revenue operations and sales leadership at software companies selling to enterprises and the mid-market.
The decisions it informs
Segment and territory design against how competitors cover the same accounts
Ratios of account executives to solution engineers to customer success managers
Entry into a new vertical or region where a competitor has already built a team
Partner and channel strategy, based on how competitors split direct and indirect sales
Win-loss follow-up, to tell whether a loss came from product or from how the account was covered
Why structure matters here
Product comparisons and win-loss interviews explain why a deal went one way. They rarely show the coverage model behind it, such as how many account executives a competitor assigns to a named-account list, whether it runs vertical teams, or how deep its solution engineering bench is. Profiles on professional networks overstate titles and lag reorganizations. A verified org map shows the current structure.
Questions we answer
How does a competitor segment its sales organization by industry, company size and region?
How many account executives, solution engineers and customer success managers cover a segment?
Has a competitor created a dedicated team for a vertical or product line, and who leads it?
How did the structure change after its latest reorganization or acquisition?