Tracking Competitors

The Competitors record tracks information about any known companies competing for a particular opportunity. These records appear under the Opportunities record's Competitors tab. Follow these steps to add competitor information to an opportunity:

  1. Open the Opportunities record, if not already opened.
  2. Select the Competitors tab.
  3. Click the New icon in the toolbar to open a new Competitors record.
  4. Specify the Competitor. This field links to the Companies service.
  5. Enter the name of the salesperson for the competing company in the Sales Person field. This field links to the Persons service.
  6. Enter a description of the competitor and its approach towards the opportunity in the Description field.
  7. If the competitor is working with a reseller, enter that reseller in the Reseller ID field. This field links to the Companies service.
  8. Specify the competitor's current Status with respect to this opportunity. Available options are Active and Inactive.
  9. Select a Rank for the competitor from the drop-down list. This is a gauge of the relative strength of the competitor as a compelling alternative to your organization for this opportunity. The field includes a set of rank options from 1st to 8th.
  10. Enter a Probability percentage that the opportunity will be won by this competitor in the field provided.
    • You can enter any value in the Lost To Reason field or select from one of the pre-populated options, including Lowest Bid, Feature-Set Fit, Industry Experience, Local Presence, and Larger Company/Brand. If this opportunity has been lost to the competitor, an organization can track this information by selecting the Lost To option and specifying a Lost To Reason.

  11. Click OK to save and close the Competitors record.
  12. Follow the steps above to add information about other competitors as needed.
    • Alternatively, you can click OK and New in Step 12 to save the current sub-type record and open a new Competitors record in one step.
  13. Save the Opportunities record.
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