# We cannot explain what we are competing against · Alternatives and criteria are assumptions

All stories are fictional. They do not describe specific people, companies or projects. Any resemblance is coincidental.

The customer says the proposal is the preferred option, but the team does not know which alternatives will be evaluated or how the choice will be made.

## Where we could start

I would include doing nothing and internal build as possibilities, separate facts from hypotheses and identify the smallest next qualification step.

## What you would have

An assumption-based deal risk review and a plan to validate the alternatives.

## Participants

The account owner, customer evaluation participants and relevant product or commercial specialists.

## Roles and decisions

The buyer owns its evaluation; I help examine the evidence without inventing competitor information.

## Factual experience, separate from the fictional story



[Alternatives are known, but the criteria are incomplete](https://apiperson.com/sales/sales-complex-deal-competition/alternatives/)

[Alternatives and criteria are assumptions](https://apiperson.com/sales/sales-complex-deal-competition/unknown/)

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mailto:pavel@apiperson.com