Competitive Battlecard

A one-competitor battlecard a rep can use mid-call: their pitch in their words, where you genuinely win and genuinely lose, the traps to set, the answers to their attacks on you, and the deals to walk away from.

A Markdown battlecard containing, in order: (1) 'Their pitch' in their language; (2) 'Why buyers choose them', honest and non-disparaging; (3) 'Where we win' with three claims, their proof and the sentence to say; (4) 'Where they win' with what to say instead of arguing; (5) 'Traps to set' with three discovery questions and why each works; (6) 'What they say about us' with three attacks and responses that concede what is true; (7) 'Walk away when' with two or three concession situations. [VERIFY] tags on every competitor claim not supplied in the brief.

# Battlecard — Loamly

## Their pitch
> The complete customer service platform. Every channel, every workflow, every report, with an app marketplace to connect the rest of your stack.

Breadth and maturity. They sell completeness and the safety of the default choice. [VERIFY — confirm their current homepage framing before quoting this to a prospect.]

## Why buyers choose them
Read this section before the rest. These reasons are good ones.

- **It is the safe choice.** Nobody is criticised for buying the incumbent, and a support platform is a system of record most companies change once a decade.
- **Reporting depth.** If a support leader is measured on a dashboard they built over three years, we cannot currently replace it. This is real.
- **The app marketplace.** Whatever obscure tool they need to connect, an integration probably exists. [VERIFY — the marketplace size claim moves; do not quote a number.]
- **Procurement is already done.** An existing agreement means no security review, no legal, no new vendor. This beats product differences more often than reps expect.

## Where we win

**1. Product usage context on the ticket**
- **Claim:** the support engineer sees what the customer actually did in the product, on the ticket, without switching tools.
- **Proof:** a win reason in every deal we closed last quarter. Demo it live — it takes forty seconds and it is the moment the call turns.
- **Say:** "When a ticket comes in, your engineer sees the last twenty things that customer did in the product, right there. How long does that take your team today?"

**2. Time to value**
- **Claim:** live in under a day, not a quarter.
- **Proof:** our own implementation record, and the second most common win reason last quarter.
- **Say:** "You could be running a real queue on this by tomorrow afternoon. What did your last platform migration take?"

**3. Built for product-led SaaS specifically**
- **Claim:** the workflows assume self-serve users and in-product signals rather than an enterprise call centre.
- **Proof:** the product's default configuration — show it rather than assert it.
- **Say:** "Loamly is built to handle every kind of support organisation. We only handle yours, and that is why setup is a day."

## Where they win
Do not argue these. Arguing costs the deal and the relationship.

- **Advanced reporting.** A real loss reason for us last quarter. **Say:** "If you need the reporting depth Loamly has today, they have it and we do not. What are the three reports you actually run every week?" Sometimes the answer is three reports we can do, and sometimes it is genuinely not — in which case see 'Walk away'.
- **The app marketplace.** **Say:** "They will have more integrations than us. Which ones do you actually use?" A specific list is usually short and often covered.
- **Existing enterprise agreement.** **Say:** "When does that renew?" Then stop. This is a timing question, not a competitive one, and the correct action is a calendar entry rather than a discount.

## Traps to set

**1. "When a ticket comes in, how does the engineer find out what the customer was doing when it broke?"**
Every honest answer describes switching tools, asking the customer, or guessing. It surfaces our strongest differentiator without naming it.

**2. "How long did your last support tooling change take from signature to live?"**
Sets up time-to-value with their own number rather than our claim.

**3. "Of the reports you have built, how many did anyone open last month?"**
Careful and only with a rapport. Reporting depth is often defended in the abstract and used in the narrow. If the honest answer is three reports, the reporting objection may be smaller than it sounded.

## What they say about us

**"They are a small vendor — what if they disappear?"**
Concede first: "Fair — we are much smaller than Loamly." Then: "That is why our contracts are annual with a full data export, so the switching cost back is a day. The question I would ask is what it costs you to be wrong for a year with each of us."

**"Their reporting is thin."**
Concede first: "That is true today." Then: "Which reports do you run weekly? If we cover those, the depth question is about reports nobody opens. If we do not, I will tell you now rather than in month three."

**"You will outgrow them."**
Concede first: "Possibly." Then: "You will outgrow anything you buy at this stage. What we would rather do is be right for the next two years and make leaving easy, than be a ten-year decision made this quarter." Never claim enterprise readiness you do not have — [VERIFY] anything you are tempted to say about our roadmap.

## Walk away when

- **Advanced reporting is a hard requirement and the weekly report list is genuinely deep.** It is a real gap, it lost us deals last quarter, and pursuing it wastes a quarter and produces a churn risk if you win.
- **Their Loamly agreement has more than a year to run and there is no compelling event.** Log the renewal date and leave. A deal fought against a paid contract is a discount request wearing a sales cycle.
- **The buyer is a support leader from a call-centre background with no product-led context.** Our core differentiator does not land, and the evaluation will be run as a feature matrix we lose.

_Every claim about Loamly not taken from the notes is training-data recall and tagged [VERIFY]. Check their live pricing and current capabilities before a rep repeats anything on this card in a call._