Competitive intelligence

Who is inside our competitor’s accounts, doing what, since when?

A competitor publishes its work with the client names removed. The model holds the relationships with the names on, because the same facts surface elsewhere, in what people write about their own work and in what the company is compelled to disclose.

The mapWho serves itWhat is in flightWhat it runs

See a competitor’s client list, the work they do there, the technology they use, and where the relationship is growing or cooling.

What you can run

9 jobs this record does, in the words the work is described in.

Each one is a read of the same account record rather than a separate product, and each carries the method that produced every line and the date it was last read.

01Build the client list of a competitor that has never published one.

02See what a competitor actually delivers inside an account, and on which technology.

03Track whether a competitor relationship is growing or cooling, year by year.

04Find the accounts where a competitor holds the staffing work but not the work above it.

05Read an approved supplier panel, and see which of the work sits off the panel.

06Size a competitor’s footprint in a market before committing to enter it.

07Prepare a displacement case with the incumbent’s first and most recent evidence dates.

08Check the book of clients behind a firm before acquiring or partnering with it.

09Build a battlecard for one account from the incumbent’s work areas and evidence dates.

What the model returns

Their clients

Every account where a competitor is placed, with first and most recent evidence, and the presence grade.

Their work

The programs they deliver, the technology they deliver on, and the roles they staff.

Their trend

Growing, steady or cooling on each account, read from the evidence by year.

Their gaps

Accounts where a competitor holds the fulfilment work and not the higher-value work, or where a panel lists one approved supplier.

Who asks this

Strategy and competitive intelligence teams at IT services and consulting firms

Practice leaders sizing a competitor’s footprint

Corporate development assessing a target’s book

How this is done today

Three ways teams answer this now, and where each one runs out.

The usual approach	Where it breaks
Read the competitor’s own case studies.	They are published with the client names removed, and usually a year after the work.
Ask the field who they lose to.	That is recall rather than record, and it covers only the deals that reached a bake-off.
Buy a logo wall or a customer list.	It shows presence at some point, not the work, the unit, the technology or the year.

An extract

One IT services firm, as the model reads it

Published client names	Zero across roughly 30 published engagements.
Clients on the record	More than 80, named, dated, with the delivery location.
Largest relationships	Two global banks, one with a relationship trail back more than a decade.

These rows are an extract, and the firm is not named on this site.

See a full account record →Where the evidence comes from →

Ask for a demo

Ask it about a company you name.

We run the record before the call and answer this question on it, with the evidence behind every line.

Common questions

Where does a client list come from if the vendor never publishes one?

From what the vendor does not control: disclosures that name an end client, and the accounts people write of their own work. An NDA binds what a company says about itself. It does not override any of those.

How do you avoid counting a person twice?

A relationship is credited to the employer at the time of the work, not to the person’s current employer, and every count is deduplicated on the person. The record states which basis was used.