Ada: Defensible Differentiators

What are Defensible Differentiators?

• They can influence a technical buyer’s decision criteria through Required Capabilities.
• Each Differentiator contains a Description, Customer Value, Defensibility, and Trap-Setting.
• There are 3 types:
  • (U) Unique – Not available from any other vendor. Leading products or services that only Ada can provide.
  • (C) Comparative – Superior attributes when compared to other companies, often feature or service-based.
  • (H) Holistic – Attributes of Ada that would make a customer feel good about doing business with us.

Ada’S Defensible DIFFERENTIATORS

Ease of Deployment and Scale

Insights & Continual Improvements

Industry-Leading AI

Extensible Platform

Sustainable Innovation

Automated CX Expertise & Guidance

We explain the Defensible Differentiators using:

1. The Differentiator itself (such as Ease of Use).
2. Its value to the customer (in revenue, cost, and risk).
3. Its defensibility, similar to Proof Points, from our customer’s point of view.
4. Trap-Setting Questions; the topics you’ll want to bring up to drive prospects to the Differentiator.