Which Battle Card Do You Need Most Urgently?
A prioritization tool for battle card backlog. Score each competitor on threat level and recent sales requests. Output: the card to build next and why.
Who it’s for: PMMs and sales enablement leads ranking a battle-card backlog when the list is longer than the quarter.
How often does this competitor show up in your active pipeline?
Answer for one specific competitor at a time — this wizard scores that competitor’s card priority, not the whole backlog.
Read it honestly, not charitably.
Three priority levels: urgent (now), soon (within 60 days), later (park and revisit). Run this wizard once per competitor. The output is a per-card verdict, not a full backlog ranking.
If you score three competitors as urgent, you have a capacity problem — the team cannot ship three high-quality cards in one quarter. Reduce to the top two and move the third to soon.
Three moves you can make this week.
- Run this for every competitor you track. Put the results in one table. The ranking is the plan.
- Cap urgent at two cards per quarter. Anything more and quality collapses. If three land as urgent, force-rank.
- Set a calendar review for parked cards — 10 minutes each, next quarter. The system only works if parking is not permanent forgetting.
Why these questions, in this order.
Seven questions because battle-card priority is the product of seven factors: deal frequency, win rate, sales demand, deal size, positioning overlap, competitor momentum, and current card state. A competitor strong on two of these is soon; one strong on four or more is urgent.
The scoring is deliberately threshold-based rather than linear. A “losing most deals” answer alone should push a card to urgent, even if everything else is quiet — because the hemorrhage is already happening.
Run the full Battle Cards.
Per-competitor rebuttal kits that auto-update when competitors move.
- Which Differentiator Fits You Best?Six questions → a recommended differentiation type, with the trade-offs.
- Should You Change Your Pricing Model?Seven criteria → a reasoned yes, no, or not yet.
- Is Your Positioning Defensible?Uniqueness, verifiability, sustainability, competitive response. A defensibility grade.