A competitor
A competitor launches a cheaper entry range.
What the brief explainsThe new range costs less, but it leaves out what your larger customers rely on. For them, it is not yet a like-for-like alternative.
- Commercial leader
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Will this come up with the customers we are trying to win?
Prepare a short, factual answer for prospects who mention the lower price, and keep the current offer until there is evidence it is costing you business.
- Product or strategy leader
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Does our own entry offer still make sense?
Compare what the new range leaves out with what smaller customers actually need before changing your own entry offer.
- Founder
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Does this deserve leadership time now?
Hold course for now, and put it back on the agenda if the competitor extends the lower price to larger customers.