ࡱ> KMJq` bjbjqPqP <::: *******>FFF8~>!*FFFF~~~u!w!w!w!w!w!w!$#h&n!*~zz~~!**FF4!~R*F*Fu!~u!VU@**F Pe}ʑFR !0!Tn&"zn&n&* ~~~~~~~!!R~~~!~~~~>>>d>>>>>>****** Competitive Points List DifferentiatorMy CompanyCompetitor ACompetitor BYears in business current ownership12 years8 years3 yearsOverall financial strengthStrong low-risk D&B; good creditFair med-risk D&B; good creditWeak high-risk D&B; poor creditCustomers servedAvg. 8/yr.Avg. 4/yr.Avg. 23/yr.Key customer segmentMed./large businessFortune 500Small businessTraining/ certificationAll developers full-time employees and industry certifiedAll developers full-time employees and industry certifiedUtilize many part-time or contracted developersExperience/ expertiseAll key developers 5+ yrs. with usAll key developers 5+ yrs. with themMany contracted developersEvaluation/trial opportunityTrial availableTrial availableDemo onlyWarranty/return policy90 day no-charge on-site support180 day no-charge on-site support3 free support visits/callsReference story (see Customer Reference Story template)Wingtip ToysWoodgrove BankMargies TravelKey product/ service difference (see Vision Map)Proven technology that can be quickly adapted to your unique needsPremium, fully custom solutions at premium priceTend to bid low to get the job; tweak existing solutionsExample It doesnt surprise me that youve talked with  MACROBUTTON DoFieldClick [Customer Name]. Theyve done some good work, but let me tell you how wed approach your project a bit differently. We specialize in developing e-commerce solutions for rapidly growing medium and large businesses like yours, while  MACROBUTTON DoFieldClick [Customer Name] focuses more on small business projects. On average theyre working with three or four times as many clients as we are. This means that they have to rely on outsourced development and deliver less-customized solutions. We also realize that a situation like yours might require a pilot installation, which were very willing to work with you on. Id be happy to prepare a detailed analysis of how our service compares to our major competitors on a project such as yours.     NP   ! " $ % ' ( ) , 0 2 3 4 7 8 ; < > ? 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