Every entry needs a source, a date and a confidence level
The form won’t save without them. Add a link whenever the source is online, so anyone can check it.
ConfirmedSeen first-hand: a public product or price page, a published tender award.
ReportedFrom a client, partner or salesperson.
EstimatedOur own inference.
Two dates, two jobs
- Source date: when the information is from. You enter it.
- Logged on: when it went into the tracker. Recorded automatically.
- Last verified: when someone re-checked that the fact is still true. Use “Mark verified today” in the entry.
Re-check before you rely on it
An entry is due for re-check once its last verified date (or source date, if never verified) passes:
- Pricing: 90 days. Prices change fastest.
- Features and positioning: 180 days.
The CI owner clears the re-check list at each weekly review.
Deal outcomes
- Won: we won; list every competitor that was in the deal.
- Lost: a named competitor won, including “Status quo / build in-house”.
- No decision: the deal stalled: budget cut, project postponed, contact left. Don’t count it as lost.
- Open: still in progress.
Won and lost deals need a primary reason. Report win rate by count and by deal value.
Include non-telco competitors and the status quo
Log consultancies, cloud platforms and fintechs, and the client building in-house or doing nothing. In many deals that is the real alternative. Pick an existing competitor name from the list so entries group together.
Ethical sourcing only
- Use public sources, partner views, client feedback that clients choose to share, and our own deal experience.
- Always say who you are and that you work for IOH when you ask anyone a question.
- Never log material shared under NDA, confidential information from a former employer, or anything gathered under a false identity.
- Follow Indonesian law, including UU PDP: don’t log personal data about competitor or client staff.
Never quote competitor prices to clients
Say “we’re competitive for this scope”, not a competitor’s number.
Battle cards cite entry IDs
Every competitor claim in a battle card points to an ID here (F-### or P-###). Lost-deal reasons from Deal sightings feed each battle card’s “Why we lose” section.
One shared tracker
Everyone signed in sees the same entries, and the page refreshes every minute. Your name is recorded from your sign-in on every change. Only the CI owner can delete entries; every change, including deletions, is kept in an audit log.