Good Products Lose Share as Buyer Criteria Shift Beyond Price and Reliability, Deborah Daily Says
Updated
Updated · Inside INdiana Business · Jun 15
Good Products Lose Share as Buyer Criteria Shift Beyond Price and Reliability, Deborah Daily Says
3 articles · Updated · Inside INdiana Business · Jun 15
Summary
Market-share losses often stem not from weaker quality but from a product’s advantage fading as buyers stop seeing it as clearly better.
Competitors close gaps quickly, turning former differentiators into baseline expectations and pushing customers to weigh speed, flexibility, visibility and long-term operating cost more heavily.
Sales teams usually spot the shift first as deals take longer, price matters more and losses become harder to explain even when the offering still performs well.
Daily argues leadership often misreads that erosion by pushing promotions, pricing or lead generation instead of reassessing where the offering still leads, sits at parity or has fallen behind.
The piece points to industrial sectors including energy storage, where traditional batteries now compete with lithium-based systems, as an example of how changing expectations can erode once-defensible positions.