How challenging is it to sell against competitors as a sales professional at Cloudinary?

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It's difficult, and the biggest reason is that there is no direct competitor to cloudinary's flagship product. Various vendors compete with Cloudinary in a limited aspect (i.e., some companies have image optimization, but not video, some can auto-transform, some can't). The second biggest reason is that the majority of the target market doesn't understand the impact of manually carrying out some of these things through an in-house solution or without a solution at all. They have an enterprise competitor (if you could call it that, since features are lacking in comparison to Cloudinary), and from what sales enablement has taught me is that we blow them out of the water for multiple reasons; however, I've sourced a large enterprise displacement deal against them in the past where they were using that enterprise solution as a competitor and CLD still lost.  Cloudinary has a large feature set and that is a blessing and a curse as a newer product in the market.

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How challenging is it to sell against competitors as a sales professional at Cloudinary?

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