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…

3 min readApr 20, 2022

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Peter Mertens

Competitive intelligence is a slow burn

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

2 min readApr 10, 2022

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Peter Mertens

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…

3 min readDec 6, 2021

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Crossing the line in competitive intelligence

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Peter Mertens

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…

2 min readNov 20, 2021

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

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Peter Mertens

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…

5 min readNov 11, 2021

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Simpsons screengrab of Homer saying the battlecards sucked

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Peter Mertens

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.

4 min readDec 5, 2020

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How to do win-loss analysis with a small team

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Peter Mertens

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.

5 min readNov 22, 2020

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Product use cases make the competitor, not features

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Peter Mertens

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.

5 min readSep 13, 2020

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The ethics of competitive intelligence

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Peter Mertens

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.”

3 min readAug 9, 2020

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Peter Mertens

Where competitive intelligence sits in an organization

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

5 min readMar 4, 2020

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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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