Battle Cards!
Ever since we launched the IT-Harvest Dashboard in March of 2022 we have received interest from competitive intelligence teams. The use case is obvious. Track all of your competitors and get updates on their growth, product updates, security scores from Black Kite, even changes in hiring patterns, Glassdoor scores, and LinkedIn followers.
While we certainly have Dashboard subscribers that keep tabs on their competitors from a strategic perspective we have yet to be successful with CI teams.
I reached out to a dozen people on LinkedIn with Competitive Intelligence in their job title to see if there was a fit. I discovered that all of them were part of the field marketing teams. While they had a need to track metrics on their competitors, what they really wanted was battle cards.
If you are not in the competitive world of cybersecurity sales you may not know what a battle card is. It is usually a one-page document that is distributed to the sales team. It articulates the weaknesses in competitors’ products. It provides guidance for selling against incumbents or other competitors.
We have objective data on all cybersecurity vendors. Until last Wednesday we had nothing to offer a CI team other than continuously updated data.
I asked HarvestIQ.ai to create a battle card for 1Password. Apologies to 1Password in advance for using them. I chose them because they would be an almost unassailable vendor to sell against. Here is the prompt: “I am in the sales team at LastPass. Create a battle card for my team to use in selling against 1password”
Here is the mind-blowing response:
Battle Card: Selling Against 1Password
Competitor Overview
Vendor: 1Password
Founded: 2005
Employees: 2470
Annual Revenue: $759 million
Website: 1password.com
Key Strengths
- Password Management: Facilitates generation, storage, and autofill of passwords across multiple devices.
- Encryption: Implements AES 256-bit end-to-end encryption with a dual-layer security model.
- Multi-Platform Support: Functions across macOS, Windows, Linux, iOS, Android, and major web browsers.
- Two-Factor Authentication: Supports various authentication methods including SSO, MFA, and passkeys.
- Security Monitoring: Actively monitors stored credentials for vulnerabilities and provides alerts.
Key Weaknesses
- Complexity: May be overwhelming for users who are not tech-savvy.
- Cost: Higher pricing compared to some competitors, which may be a barrier for small businesses.
- Limited Offline Access: While it maintains local encrypted copies, some features require internet connectivity.
- Dependency on Ecosystem: Heavy reliance on the 1Password ecosystem may limit flexibility for users who prefer diverse tools.
Our Solution: LastPass
Key Differentiators
- User-Friendly Interface: Designed for ease of use, making it accessible for users of all technical levels.
- Competitive Pricing: Offers cost-effective plans suitable for small to medium-sized businesses.
- Enhanced Offline Capabilities: Provides robust offline access without compromising security.
- Flexible Integration: Seamlessly integrates with a wide range of third-party tools and platforms.
Features Comparison
Customer Testimonials
- "Switching to LastPass was a game-changer for our team. The user-friendly interface and competitive pricing made it an easy choice." - Customer Name
- "We appreciate the enhanced offline capabilities and flexible integration options that LastPass offers. It fits perfectly with our diverse toolset." - Customer Name
Sales Strategies
- Highlight Ease of Use: Emphasize the user-friendly interface and how it simplifies password management for all users.
- Focus on Cost-Effectiveness: Showcase the competitive pricing and how it provides value for small to medium-sized businesses.
- Demonstrate Offline Capabilities: Illustrate the robust offline access features and how they ensure continuous productivity.
- Showcase Integration Flexibility: Highlight the seamless integration with various third-party tools and platforms, offering greater flexibility.
Objection Handling
- Objection: "We are concerned about the complexity of switching from 1Password."
- Response: "Our team provides comprehensive onboarding and support to ensure a smooth transition. Our user-friendly interface will make the switch effortless."
- Objection: "We are happy with 1Password's security features."
- Response: "LastPass offers the same high level of security with AES 256-bit encryption and robust two-factor authentication, along with additional benefits like enhanced offline capabilities and flexible integration."
Conclusion
By focusing on ease of use, competitive pricing, enhanced offline capabilities, and flexible integration, LastPass offers a compelling alternative to 1Password. Use this battle card to effectively communicate the strengths of your solution and address potential objections during the sales process.
01/24/25 10:01 am
So yes, we have battle cards. Go ahead and try it out for free at HarvestIQ.ai. If you have that mind-blowing experience, subscribe.