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Crush your quota.

We deliver insights on what your competitor is saying about you and show you how to exploit your competitor's weaknesses to close more business each quarter.

Services

You get strategic and tactical solutions that have a direct impact on revenue.

 

Battlecards

Focal Partners delivers critical, tactical information about your competitors to give you the winning advantage in the customer-engagement process.  Our research and analysis methods synthesize competitor company information from myriad sources, clarify marketing and sales tactics, expose major weaknesses in their overall strategies, identify how your competitors position themselves against you and specific actions to counter that positioning, and tactical recommendations for selling against them.  Focal Partners presents its findings in an easy-to-read format so that busy sales professionals quickly assimilate vital information.

Buying Criteria

Focal Partners isolates distinct buying criteria for a product or service, and then ranks the client’s offerings against those provided by named competitors.  Rankings are displayed as “Harvey balls”.  Buying criteria are selected to favor strengths of the client’s products and services.

Win/Loss Analysis

Focal Partners extends in-house win/loss analysis by evaluating the buying experience from the customer’s perspective.  We measure the importance and effectiveness of the client’s offering versus the customer’s needs and expectations; we evaluate the buying experience; and we correlate these findings with the client’s vendor positioning.  Information gathered through interviews provides key insights to all activities of the product lifecycle.  Ultimately, the result is an increase in the number of deals closed.

Research Methodology

Timeline-based Process

Vetted, Accurate Information

Focused on the Sales Process

 

A project round is 4-6 weeks and we can do multiple targets per round. We pride ourselves on on-time delivery.

 

We talk to prospects who have selected your competitors' products. We talk to competitors to find out what they are saying about you.

 

We translate competitive information into actionable instructions for sales teams. We apply our operating experience in field sales to the competitive intelligence we generate.

About Us

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PROJECTS

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Eric Kuhnen

Principal and Managing Partner

 

Eric Kuhnen is the Principal and a Managing Partner of Focal Partners Consulting. Eric is an expert in competitive analysis and response, and brings more than 20 years of experience in product research, development and management to every project.  Before joining Focal Partners, Eric was responsible for competitive positioning, product marketing, and product management at Astoria Software (acquired by TransPerfect), GoRemote (acquired by iPass), and Oracle Corporation. Since 1990, Eric has managed the launch of nine different software products across four different disciplines: on-demand, enterprise, equipment control, and government. Products that Eric has launched have set sales records in the first years of their operation, and one was awarded 2002 Software Product of the Year by Semiconductor International magazine. Eric also speaks and writes on a variety of topics including competitive intelligence and competitive selling.

  • Business Communications Hardware and Software (Contact Centers, Fixed Switches, Unified Communications, VoIP, Wireless Broadband, etc)

    COMPANIES ASSESSED:

    Aastra

    Alcatel-Lucent

    Avaya

    ADTRAN

    Cisco Systems

    Draytek

    Edgewater Networks

    Ericsson

    FirstHand

    Genesys

    HP/3COM

    Juniper Networks

    Mitel

    Netgear

    Nokia Siemens Networks

    Nortel

    OnRelay

    Polycom

    ShoreTel

    Siemens

    snom

    Vertical Communications

    Yealink

  • Business Process Management, Case Management

    COMPANIES ASSESSED:

    Appian

    IBM/BPM

    IBM/FileNet

    OpenText

    OpenText/Global 360

    OpenText/Metastorm

    Oracle

    PegaSystems

    SoftwareAG

    TIBCO

  • Cloud Services

    COMPANIES ASSESSED:

    HP

    Rackspace

    SITA

    TATA

    Verizon/Terremark

  • Homeland Security

    COMPANIES ASSESSED:

    Bell Canada

    Computer Sciences Corporation

    EADS

    Finmeccanica

    GE Security

    Indra Systems

    L-3

    Lockheed Martin

    Magal

     

    Motorola

    NICE Systems

    Northrop Grumman

    Raytheon

    SAIC

    SITA

    Telus

    Thales

    Unisys

  • Market Surveillance

    COMPANIES ASSESSED:

    NICE/Actimize

    Progress Software

    RedKite

    Reuters

    NASDAQ-OMX/SMARTS

  • Security

    (Access Control, IPS, Managed Security Services, etc.)

    COMPANIES ASSESSED:

    Cisco

    Counterpane

    Cybertrust

    Easyi

    Entrust

    ISS

    McAfee

    Microsoft

     

    Neustar

    Red Siren

    EMC/RSA

    Symantec

    Symantec/Verisign

    Trend Micro

    VMWare

  • Service-Oriented Architecture, Data Integration

    COMPANIES ASSESSED:

    Contivo

    DataXtend

    IBM/WebSphere (ESB, Message Broker)

    IBM/Tivoli Composite Application Monitoring

    SoftwareAG, TIBCO

  • WAN Optimization

    COMPANIES ASSESSED:

    Cisco

    F5 Networks

    Juniper Networks

    Riverbed Technologies

Sales Training

At the client’s option, Focal Partners includes training of sales personnel on delivered materials.  The trainer presents each section of the delivered research and explains how the data in that section should be employed in the client’s sales cycle.  The trainer highlights key elements discovered during the research activity and shows how these findings apply in specific engagements.  Participants are encouraged to ask questions regarding the research and application of the delivered materials.  Participants leave with a complete understanding of the delivered material’s suitability to the client’s sales engagement process.

White Papers

Focal Partners’ retinue of research professionals has written literally thousands of pages of white-paper content.  Projects typically span from two to twenty pages across a range of high-technology disciplines.

Battlecards

Sales Training

Win/Loss Analysis                    

White Papers

Technologies and Vendors We Cover

Buying Criteria