Competitive Positioning Framework(Built for SaaS)
Generic positioning frameworks don't work for SaaS. They're too broad, too slow, and built for different markets. Here's the framework RivalMatrix uses—designed specifically for SaaS companies.
⚠️ The Problem With Generic Frameworks
Most positioning frameworks (like Ries & Trout's classic model) were built for consumer brands, not B2B SaaS. They assume:
RivalMatrix Competitive Positioning Framework
6 steps to find positioning that actually differentiates
Map the competitive landscape
Identify all direct competitors, indirect alternatives, and substitutes. Include companies solving the same problem differently and non-software solutions.
Extract positioning signals
For each competitor, extract: target customer, primary use case, messaging, and pricing positioning.
Map positioning dimensions
Plot competitors across key dimensions: price, target customer size, use case complexity, technical depth, implementation speed.
Identify messaging overlap
Find which claims, words, and phrases are overused. If 4 out of 5 competitors say 'simple', that word is noise.
Find positioning whitespace
Where are competitors clustered? Where are gaps? Whitespace is where differentiation opportunities live.
Choose your position
Pick a positioning dimension where you can credibly differentiate and where there's customer demand.
Positioning Dimensions Explained
These are the dimensions SaaS buyers use to compare products—not features
Price
Target Customer
Use Case
Complexity
💡 Key Insight
Most SaaS companies position on features ("We have X, Y, Z"). But buyers compare on dimensions (price, target customer, complexity, use case). Position on dimensions, prove with features.
Applying the Framework With Real Data
Example: Analytics SaaS Positioning
From competitive analysis to chosen position
Competitors + Data Extraction
Analyzed 7 competitors (Google Analytics, Mixpanel, Amplitude, Heap, Plausible, Fathom, Simple Analytics)
Positioning Map
Price: $0-9/mo (privacy tools) vs $200+/mo (enterprise). Target: SMB vs Enterprise. Complexity: Simple tracking vs deep analytics.
Messaging Overlap
Overused terms: 'simple', 'privacy-first', 'powerful', 'actionable insights'
Whitespace Found
No one specifically targets mid-market B2B SaaS companies who need more than pageviews but don't need enterprise complexity.
Step 6: Chosen Position
Positioning: "Product analytics for mid-market B2B SaaS"
Differentiation: More powerful than privacy tools, simpler than enterprise analytics, priced for growing SaaS ($49-199/mo)
Messaging: Avoid "simple" and "powerful"—instead use "built for SaaS metrics" and "no-BS setup"
This is exactly the type of analysis RivalMatrix automates. Want to see it in action? Learn more about our approach to competitive positioning for SaaS or try our competitive analysis tool for SaaS.