How to Do Competitor Analysis?

What evidence should you look at before deciding?

Decisions in this area go wrong when opinions substitute for observable signals. Look for three things: whether someone is already paying to solve the problem (competitors with revenue are proof of a market, not a warning), whether the buyer can name the cost of the status quo in money or hours, and whether you can reach that buyer through a channel you already have. Two out of three is usually enough to justify a paid test. Zero out of three means you are looking at an interesting observation rather than a business, and no amount of additional research will change that — only a conversation with a buyer will.

• Paying competitors validate demand; an empty market usually means no budget
• A buyer who cannot quantify the pain will not prioritise a purchase
• Existing channel access shortens the test from months to days

What is the fastest way to test this yourself?

Run a 14-day test with a written threshold. Days 1–3: write the problem statement in the buyer's own words and list 20 named prospects you can actually reach. Days 4–10: make the offer directly, with a price, and record every response verbatim. Days 11–14: count outcomes — paid, verbal yes, silence, explicit no — and compare against the threshold you set on day one. The output is a decision, not a report. Founders who run this loop repeatedly reach a workable direction far faster than those who spend the same two weeks refining a plan nobody has priced.

What do the outcomes actually look like?

Expect a wide distribution rather than an average. In the failure and outcome data we maintain, the difference between the top and bottom quartile is rarely talent — it is time to first paid customer and whether the founder had prior access to the buyer. A useful planning assumption: a well-scoped service-led start reaches first revenue inside two months, a product-led start inside six, and anything requiring regulation, hardware or marketplace liquidity inside 12–24 months with capital. Plan runway against the slower end of your own tier, because the cost of running out mid-test is losing the evidence you already paid for.