Peter Mertens – Medium

Peter Mertens

Don’t skip analyzing competitive losses

I truly hate losing. I always have. As the youngest of four siblings who all are pretty driven individuals, it naturally fostered a pretty…

Apr 20, 2022

Apr 20, 2022

Competitive intelligence is a slow burn

Effective competitive intelligence programs must prioritize a deliberate approach to collecting, synthesizing & maintaining competitive…

Apr 10, 2022

Apr 10, 2022

Crossing the line in competitive intelligence

I’ve written about the topic of ethics in competitive intelligence before. While I didn’t expect it to get much traction, I’ve had more…

Dec 6, 2021

Crossing the line in competitive intelligence

Dec 6, 2021

Disagree and commit

I spend most of my time here writing about competitive intelligence. Obviously that’s because it is a core component of my role at Sprout…

Nov 20, 2021

Simpsons meme where Bart tells Marge the city likes the monorail idea best.

Nov 20, 2021

Why sales hates your battlecards & how to fix them

When I joined Sprout five years ago to build the competitive intelligence program, sales seemed to collectively scream at me, “WE NEED…

Nov 11, 2021

Simpsons screengrab of Homer saying the battlecards sucked

Nov 11, 2021

How to do win-loss analysis with a small team

Win-loss analysis is tough for small teams. Focus your efforts on the highest ROI and scalable strategy: quantitative analysis.

Dec 5, 2020

How to do win-loss analysis with a small team

Dec 5, 2020

Product use cases make the competitor, not features

Just because a product shares some of your features doesn’t mean that they’re your competitor. You may actually complement them.

Nov 22, 2020

Product use cases make the competitor, not features

Nov 22, 2020

The ethics of competitive intelligence

Don’t cut corners to collect competitive intelligence. Have a strong sense of ethics and hold your team accountable to it.

Sep 13, 2020

The ethics of competitive intelligence

Sep 13, 2020

Competitive intelligence is not a list of product features

“Do we have access to [competitor XYZ]’s products? I have something I want to test.”

Aug 9, 2020

Aug 9, 2020

Where competitive intelligence sits in an organization

In my three years at Sprout, here’s where competitive intelligence (CI) has lived in the organization:

Mar 4, 2020

Mar 4, 2020

Peter Mertens

Peter Mertens

My name is Peter. I live in Seattle. I work for Sprout Social. I’m a diehard Portland Trail Blazers and Oregon Ducks fan. That’s about it.

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