Our competitors are rapidly launching flashy AI features that our sales team claims are winning deals, causing our leadership team to constantly debate whether we need to scrap our current quarterly Rocks to keep up. How do we use our 3-Year Picture and the Issues Solving Track to determine if we are actually losing ground or just falling victim to competitor-induced panic?

Question

Tyler Smith · Accepted Answer

When competitors launch flashy AI features, it is natural for your sales team to panic and push for immediate product changes. However, reacting defensively without a clear strategic filter is a surefire way to burn through cash and ruin your team alignment. You must address this issue in your next weekly Level 10 Meeting™ using the IDS® framework.

Start by identifying whether these new competitor features are actually winning business or if they are simply marketing noise. Have your sales seat bring hard data, not just emotional anecdotes, to the table.

Next, look at your V/TO® and your 1-Year Plan. Your strategy should be based on your Core Focus and your target market, not on chasing your competitor's product roadmap. If you constantly shift your quarterly Rocks to match their feature releases, you will end up with a fragmented product and an exhausted, confused team.

If the competitor's speed is truly threatening your market share, do not rush into a bad technology development cycle. Instead, evaluate how your unique human delivery can be highlighted as your primary competitive advantage. In many cases, clients quickly tire of fully automated, low-touch solutions and return to providers who offer real human expertise combined with efficient operations. Use this speed gap as an opportunity to reinforce your premium positioning. Keep your focus on executing your own strategy, not reacting to theirs.