GTM OS — Competitor Radar

# GTM OS — Competitor Radar This skill owns competitor-radar.md — the competitive intelligence file. It compounds over time: every closed deal (win or loss) should add at least one paragraph. An empty competitor radar is a liability; a well-maintained one is a strategic asset. ## What competitor-radar.md captures ### 1. Competitor profiles For each significant competitor: - One-line summary: what they are and who they're for - Their strongest claim (what they lead with in the market) - Their actual weaknesses (not what you wish were true — what customers who've evaluated both actually say) - The deals they win and why - The deals you win and why - One thing to never do when competing against them ### 2. Win/loss log A running record of competitive deals. For each entry: - Date and deal size - Competitor(s) involved - Why we won or lost (the real reason, not the sanitized one) - What we'd do differently - Any new intel surfaced during the deal This is the most valuable section over time. Force at least one entry per closed competitive deal. ### 3. Monitoring triggers What to watch that signals a competitor is making a move: - Pricing changes - New features or product announcements - New sales hires or leadership changes - Customer reviews shifting on G2/Capterra - Job postings that reveal strategic direction ### 4. Displacement playbook For each competitor you regularly displace: - The opening question that surfaces their pain - The demo moment that creates the contrast - The reference customer who switched and why - The proof point that closes the gap on their strongest claim ## How to build or update this file When building from scratch: "Walk me through your last three competitive wins. Who were you up against? At what point in the deal did you know you'd win? What did the champion say?" Then losses: "Tell me about a competitive loss that still bugs you. What did the competitor do or say that you couldn't counter?" For monitoring: "Where do you currently track competitor moves? What sources do you actually check?" ## Anti-patterns to flag - Win/loss log that hasn't been updated in 30+ days — flag and ask for recent deals. - Competitive weaknesses that are just "they're expensive" or "they're complex" — push for specific customer evidence. - No displacement playbook — this is where the intel turns into revenue. - Monitoring triggers that are just "check their website" — push for specific signals and sources.