Leader quick-reference

Two outcomes: defend existing revenue (customer alerts to CS before renewal) and win net-new competitive pipeline (accounts already engaging competitors, surfaced to sales). A displacement tool that points your existing outbound at a much better list.

What makes it work

A working outbound motion. Conversion looks like your normal cold rate; what changes is that far more accounts are in-market. Fix outbound first if it isn’t landing.
A real reason to switch: clear differentiation and a strong offer that stands up mid-evaluation.
Enough sales-cycle runway: interception needs roughly 3-4 weeks of cycle left (45+ days early, 60+ confirmed).

What you need from the team

Work high/medium signals within 48 hours, multi-channel.
Cover the whole list: automation for the long tail, reps on priority, CS on customer alerts.
One clear owner per signal type.

How you’ll know it’s working

Volume: 40 to 200 high-priority accounts / month.
Validity: matched to your CRM, 1 in 4 high-priority accounts is a live competitive deal (1 in 7 across the full list) - only when the whole list is worked, on time.
Action: net-new accounts your team is working, plus confirmed at-risk saves.

Payback

One competitive win or one saved renewal usually covers the year. Use the ROI calculator on the Leader page with your own numbers.

Fit: for competitive displacement, not raw meeting volume. Best when you already win head-to-head.