Gartner Blog Network

Competitive Labs, Do you have one? Are you losing out?

by Scot Kim  |  February 11, 2020  |  Submit a Comment

I get asked by a number of SMB and large enterprise vendors if they should employ a competitive lab.  My answer is always,  it depends on what type of investment and output you want from your competitive lab.  Some simple advice on what to expect to gain of running a competitive lab:

  • Understanding technical differentiators.  Not all technical features are created equal.  One vendor’s differentiators may not be in the software but could be in the hardware in itself.
  • Not all technical differentiators are indeed technical.  A differentiator could be the usability and experience of the product and not in the product itself.
  • Not all product’s differentiators can be found from doing tests in the competitor’s lab.

Fully understand what is expected in acquiring competitor’s products.  Remember to document the delivery, the useability, the installation, the maintenance of the competitor’s product.  Each phase of the experience may be a differentiator for the competitor.  Other things to consider while running a competitor’s lab is the ability to run performance testing with different types of specifications.  By performance benchmark testing of different workloads will validate if the competitor’s marketing and claims are either true or false.  This will allow you to debunk a lot of the mysteries that the competitors are claiming to the market.

Always a good rule of thumb is the dollar you invest in a competitive lab should garner nearly a 25x return.  In other words, every $1000 spent on procuring and tearing down a competitor’s gear, should expect to displace the competitor’s wallet share by at least $25,000.

Additional Resources

View Free, Relevant Gartner Research

Gartner's research helps you cut through the complexity and deliver the knowledge you need to make the right decisions quickly, and with confidence.

Read Free Gartner Research


Tags: competitive-intelligence  competitive-lab  

Scot Kim
Senior Research Director
1 years at Gartner
25 years IT Industry

Scot Kim is a member of the Technology and Service Provider research organization. Mr. Kim provides research and advisory services to clients that are in need of performing competitive analysis for all departments like product management, engineering, product marketing, solutions marketing, and sales. Read Full Bio

Leave a Reply

Your email address will not be published. Required fields are marked *

Comments or opinions expressed on this blog are those of the individual contributors only, and do not necessarily represent the views of Gartner, Inc. or its management. Readers may copy and redistribute blog postings on other blogs, or otherwise for private, non-commercial or journalistic purposes, with attribution to Gartner. This content may not be used for any other purposes in any other formats or media. The content on this blog is provided on an "as-is" basis. Gartner shall not be liable for any damages whatsoever arising out of the content or use of this blog.