How I Made My Client’s Competition Irrelevant in 90 Days (Without Spending More)
Three months ago, a SaaS company CEO called me with a familiar problem: “We’re getting crushed by competitors with deeper pockets. We can’t outspend them, and we’re losing deals we should be winning.”
Today, that same company closes 68% of their demos (up from 22%), and their biggest competitor just tried to hire their marketing team. Here’s exactly what we did.
The Counter-Intuitive Truth About Competition
Most companies try to beat their competition by:
- Matching feature lists
- Undercutting prices
- Spending more on ads
- Copying successful campaigns
This is exactly why they fail.
When you play the same game as your competitors, you’re asking prospects to compare you on a checklist. Someone will always have more features, lower prices, or a bigger ad budget.
Instead, we did something different.
The “Minimum Viable Market” Strategy
In our first week, we ignored the product completely. Instead, we interviewed 30 of their happiest customers, asking one question: “What did you hate about your old solution?”
The pattern was striking.
While their competitor served everyone from startups to enterprises, 90% of our client’s happiest customers were mid-market companies with the exact same pain point: They needed enterprise-grade features but couldn’t justify enterprise-level complexity.
We’d found our “minimum viable market.”
The 72-Hour Positioning Sprint
With this insight, we rebuilt their entire marketing strategy in 72 hours:
- Removed 60% of features from their homepage
- Rewrote every case study to focus on mid-market wins
- Created comparison pages that emphasized simplicity
- Trained sales teams to disqualify non-ideal prospects faster
The results were immediate. Demo-to-close rates jumped 41% in the first month.
Why This Works: The Psychology of Market Dominance
When you try to serve everyone, you serve no one particularly well. But when you dominate a specific market segment:
- Word-of-mouth accelerates naturally
- Sales cycles shorten dramatically
- Customer satisfaction scores spike
- Competitors struggle to copy you
The 90-Day Implementation Blueprint
Here’s the exact timeline we followed:
Days 1-30: Research & Repositioning
- Interview top 30 customers
- Identify patterns in win/loss data
- Rewrite core messaging
- Train sales team on new positioning
Days 31-60: Content & Conversion
- Create segment-specific case studies
- Build comparison pages
- Optimize sales materials
- Launch targeted lead magnets
Days 61-90: Amplification & Optimization
- Test new messaging in paid channels
- Build strategic partnerships
- Optimize conversion paths
- Scale what’s working
The Counter-Intuitive Results
By narrowing their focus, our client actually expanded their impact:
- Close rates increased 209%
- Average deal size grew 47%
- Customer acquisition cost dropped 38%
- NPS score jumped from 32 to 67
Why This Matters Now More Than Ever
In today’s market, trying to be everything to everyone is a death sentence. The winners aren’t the companies with the biggest budgets—they’re the ones who dominate their chosen segment.
The One Thing You Should Do Today
Look at your last 10 customers. Find the pattern. Who are you already winning with? That’s your minimum viable market.
Then, have the courage to say no to everyone else.
A Final Thought
Your competition isn’t beating you because they’re better. They’re beating you because you’re trying to be them.
Stop competing. Start dominating.
Want to learn how we can make your competition irrelevant? Let’s talk about your market and find your winning position. Submit an application to work together today.