1. Corporate Background

TABLE OF CONTENTS

RESEARCH template

1. Corporate background

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· What is their funding history?

· What is their revenue history?

o How are their revenues split by global regions?

o How are their revenues split by client size?

o How are their revenues split by industry?

· How many employees?

o How many engineers?

o How many sales employees?

o How many marketing employees?

· What segments of the market are they targeting? (e.g. countries, industries, size).

2. Customers

· What do customers like and dislike?

· Why do customers buy from the competitor?

· For prospects who did not convert, why did they turn down the competitor?

· Who are their key customers?

3. Product strategy and capabilities

· What is their range of products?

· What are the key product features?

· What are their capabilities for mobile?

· What are their analytics and reporting capabilities?

· What is their product roadmap?

· Is the product localized? What languages are available?

· How easy is the product to customize?

· Do they have a professional services team?

· What is the implementation effort required? How long does implementation take? What resources do they offer? What resources must the client provide?

4. Pricing

· How much does the product cost?

· What are the pricing tiers? What modules are an additional cost?

· What are typical discount levels for multi-year contracts, for volume and for competitive wins?

· How much is a typical deal?

5. Sales pitch

· What is their go-to-market messaging?

· How do they position themselves against competitors? Whom do they consider their primary competitors? How do they pitch against us?

· What are their proof points that they can successfully drive engagement and ROI?

6. Partners and developer ecosystem

· What percentage of revenue is from resellers and similar partners?

· Who are their significant partners? How much revenue do they generate?

· How successful is their developer ecosystem?

· How do they recruit and motivate developers?

· What tools and SDKs do they provide developers?