HistoryHard
Dev Patel
Head of AI · TildeScenarioCompetitive displacement
The prospect already runs a competitor. The rep has to surface real dissatisfaction with the incumbent without trash-talking it, and beat status-quo bias to justify a switch.
Performance
63/100
DevelopingAssessment10:00
Surfaced the cracks, then gave ground too fast
A disciplined displacement call that gave back some of its own gains. Alex got a guarded builder to name his frustrations with Vapi and never disparaged the incumbent, which is the hard part done well. But he caved on switching cost a beat too fast and let the closing test stay vague, so a real proof never got firmly nailed down. Solid instincts, soft finish.
Strengths
- Surfaced Vapi's weak spots without a word of trash-talk
- Respected the existing build, which kept a guarded evaluator open
- Closed on a concrete head-to-head test on the buyer's own audio
Focus areas
- Conceded migration effort instead of right-sizing it with a number or timeline
- Reached for 'just hear it' before fully earning the value claim
- Left the test loose: who sends the recording, by when, and who turns it around