⚔️ How We Outmaneuvered Giants (And Closed Deals Faster)

#CompetitivePositioning #ObjectionHandling #SalesSupport

At Vectorflow, our biggest challenge wasn’t building a better product — it was proving it against legacy giants like Lenel, Brivo, etc. These names were everywhere. Clients assumed bigger meant better.

We needed a new strategy — not just for product, but for positioning.

The Competitive Playbook I Built

I created a deck specifically for our sales team that broke down:

“We had this deck open in three back-to-back calls — and it helped close two of them.” — Account Executive, Vectorflow

Objections Turned Into Proof Points

When clients asked “But Lenel is already in our building,” I walked them through the cost of integrations, customization delays, and how our AWS-native approach let us deliver in half the time — with better reliability.

Even skeptical CISOs responded well when we tied our compliance reports directly into the architecture diagrams.

SE Takeaways

There’s nothing more satisfying than watching a sales rep pull up your deck and say, “Let me show you exactly why we’re different.” Check out the Competitive Analysis presentation, here : Competitive Analysis