If you've ever done retail then you know "never" diss the competition - especially if it (the compeditor's product) is already installed and you've been offered a chance to advance your cause.

It's a radical surgery just to convince the users (so that they can convince management) that your solution is worth the effort to make the change.

Remember - somebody that works there made the decision to install your compeditor's product - it would be ill-advised to make those involved in the original decision feel their decision was bad for their company and leads to the turmoil of a proposed conversion.

So - remember -
... The product they are currently using is a great product and has served them well, but in light of ... recent advances, requirements, etc ... it may be of benefit to take the next step - blah blah blah ..

This is where finesse and a proper ying/yang balance make all the difference!

It would be great to read a study on how your proposal faired - what your best was and what your worse was - I smell an excellent oppertunity for a case study here. Even if it ends up bloody (or bland) - your experience would be helpful useful information.

PS
Kick their arse!

>This one is lenghty.
>
>Here we go:
>
>We have a vertical market app. There is already established competition in that market. We saw the software offered from one of those competitors. From the demo we saw it's just awful compared to what we have to offer.
>
>But here's their situation. From the information we've been able to gather it looks like there are two branches to that company.
>
>There is what we'd describe as the parent company which is international and appears to be a big business. The software branch would be the other branch but it does'nt appear as professional as the main branch. I say not as professional as the main branch because in one sentence "The software is not really doing the job it should do".
>
>Now that lead us to think that perhaps originally the parent branch did'nt have a software solution to offer and an external company came to them to offer them something additional to offer to their already established client base. So apparently a deal was made. The external company took the name of the parent company and a sofware solution was born.
>
>So the big question to you UTers is this:
>
>Should we approach the parent company to show them the software solution we have?
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>If yes should we do it right away or wait until we have sold more of our solution?
>
>What would be the best ways to proceed?
>
>What are the risks in such a move?
>
>What negatives sides do you see in such a venture?
>
>Do you know cases where it's been done?
>
>Is there a book where strategies such as this one would be discussed?
>
>Any input from you will be welcome.
>
>
>Thank you in advance.