      kellblog.com · 2019-06-02
      · 2559d
    

Market Leader Play: Strategy and Competitive Response in B2B High-Tech Markets

This article explains how market leaders dominate B2B high-technology markets through increasing returns driven by corporate buyer conservatism. It outlines the four-part market leader play strategy (fundraising, PR, growth, strategic relationships) and presents three competitive responses for challengers.

2 metrics· Cited 0× in the knowledge base ·Open source ↗

Metrics in this report

Example SaaS Annual Cost

35$K

typical

low-switching-cost enterprise software with bypass-evaluation potential

Product Performance Advantage Required

30-40%

minimum

for non-leader to win enterprise deal against market leader