The brief
Keep a commercial team current on rival products and distribution. Replace scattered presentations and saved pages with a shared comparison focused on the offerings, territories and customer questions that matter.
The research
Build a starting view of product ranges, positioning, published pricing and distribution. When a new partnership appears, compare it with the previous route to market. Review the announcement and partner’s product listings to establish which products and territories are covered, then investigate local availability and support.
Competitive research
A new distribution
partner.
A change in the route to market
- The change
- A competitor adds a regional distributor.
- What to investigate
- Which products and territories are covered, when stock will be available and who provides service.
What it could mean
Local availability and support may change how customers compare the two offerings. Update the sales team’s view before the next conversation.
The handoff
An updated comparison and short change note explain what is different, why it could matter and what still needs checking. The commercial team can prepare an accurate comparison for customers and decide whether the move warrants a closer look. Later product listings or territory changes keep the same view current.