Case Studies > Interwise - Competitive Positioning
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Interwise, an international provider of web conferencing services, wanted to accelerate their sales by providing their sales teams with accurate, compelling competitive advantages.
EMI researched and summarized the competition’s marketing, sales and technical materials. To learn about competitors’ selling approaches and pricing, we “mystery shopped” Interwise’s three main rivals.
We distilled our findings into discussion points and brief summaries about how to sell against each competitor. We also developed a customer-ready product evaluation spreadsheet. This tool enabled prospects to objectively evaluate their options, and helped sales by suggesting evaluation criteria and providing supporting information about Interwise
In less than two months, EMI delivered competitive intelligence and selling tools that sped up the closing process for important sales. Our ability to learn Interwise’s technology quickly and our knowledge of the sales process helped us develop sales-force-ready materials that delivered an immediate return on investment to the client.
