Play: Catching warm buyers in your competitor's orbit

The signal

ICP accounts engaging with a named competitor's posts, launches, or webinars in the last 21 days. Three or more interactions inside the window.

Satellyte tracks competitor engagement at the buyer level (not just the company level) so you see who specifically is leaning toward the alternative.

What it means

They are warm to the category, not yet committed. The price-sensitivity ladder is wide open. The vendor who shows up with one frame the competitor cannot answer often wins the seat.

The play

1. Lead with the differentiator, framed as a question

Not a takedown. A real question that surfaces the one thing your competitor cannot do. "How are you handling [edge case]?" works better than "Here is why we are better."

2. Offer a side-by-side, framed as an honest read

Where your competitor wins, where you win. Buyers warm to honest comparisons. They cool to one-sided decks.

3. Move fast on the calendar

Category-warm buyers are on a clock. The vendor who takes the second call often beats the vendor who takes the third.

Sample first message

When to skip this play

If the engagement is purely from a marketing IC (no buyer signal), the deal is not in motion. Save the play.

Where to go next

Pair with Tech Changes (competitor churn): the same engagement signal hits 3x harder once the buyer has actually pulled the competitor out of the stack.