Feature Overview:
The Price Position module gives you a complete picture of how your pricing compares to your competitors, and how that pricing position affects whether you win or lose deals. Built on direct buyer feedback, it shows whether buyers perceived your price as Higher, Similar, or Lower than the strongest competitor in each deal, broken down by outcome and by competitor. Everything lives on a single screen: a competitor selector, an interactive stacked-bar chart, a detailed data table, and a drill-down modal that lists the exact opportunities behind any number you see.
Key Benefits:
Pricing Strategy Validation: See whether being priced higher, similar, or lower than your strongest competitor actually correlates with winning or losing, using real buyer-reported data rather than assumptions.
Competitor-Level Insight: Compare your price position against each individual competitor, or any combination of competitors, to spot who you're consistently underpricing or overpricing against.
Two Analytical Views: Pivot the same data by Outcome (how do wins vs. losses break down by price position?) or by Position (how do higher/similar/lower-priced deals break down by outcome?).
Count and Revenue Views: Toggle every chart and table between deal counts and monetary deal value to see both the frequency and the revenue impact of each price position.
Full Drill-Down: Every number is clickable — trace any chart segment or table cell down to the individual opportunities, accounts, and sales reps behind it.
Consistent Numbers Across Views: The chart, the table, the drill-down modal, and the dashboard dashlet all draw from the same data pipeline, so totals always add up.
Glossary:
Price Position: Your relative pricing position compared to your strongest competitor in each deal — Higher, Similar, Lower, or Unknown. It's captured by asking the buyer to compare your price to the highest-priced competitor, or to give a perception of your price when there was no competition.
Unknown: Deals where the buyer didn't or couldn't report a price comparison. These are grouped into their own Unknown category so they remain visible in your analysis rather than being excluded.
Strongest Competitor: The competitor identified by the buyer as your primary competition in that deal; price position is measured against them.
Top Competitors: The competitors that appear most frequently in your deals, ranked by frequency (1 = most frequent) in the Selected Competitors dropdown.
Deals: The number of feedback interviews contributing to a row or segment. If a single opportunity has multiple interviewed contacts, each interview counts as its own entry. This is consistent with how deals are counted across the rest of the platform.
Navigation:
The Price Position module is found in the main navigation under the Insights menu, with the breadcrumb Home > Price Position. It's available for Win/Loss and Voice of the Buyer programs, and requires Price Position module access rights. The module isn't available for program types that don't collect price position data.
Selected Competitors:
At the top of the page, the Selected Competitors dropdown controls which competitors are included in the chart and table below. The dropdown is organized into two sections:
Top Competitors: Your most frequently encountered competitors, each with a numbered rank badge (1, 2, 3, …).
Other Competitors: All remaining competitors, unranked.
An All Competitors option at the top of the list selects or deselects everything at once. A search box lets you find a specific competitor quickly. Selected competitors are shown with a checkmark, and changing the selection immediately updates the chart and table below.
Chart: Outcome vs. Position and Position vs. Outcome
The chart card shows a horizontal stacked-bar chart with a pivot toggle in the top-left offering two views of the same data:
- Outcome vs. Position: Rows for All, Wins, and Losses, with each bar stacked by price position — Higher, Similar, Lower, and Unknown. Use this view to answer "when we win (or lose), where were we priced?"
- Position vs. Outcome: Rows for All, Higher, Similar, Lower, and Unknown, with each bar stacked by Wins and Losses. Use this view to answer "when we're priced higher (or similar, or lower), how often do we win?"
Interacting with the chart:
- Hover over any bar segment to see a tooltip with the segment's count or value and its share of the row.
- Click a legend item to hide or show that series. Row totals update to reflect only the visible series.
- Click a bar segment to open the Opportunities drill-down listing the deals behind that segment.
Count / Value Toggle:
Next to the pivot toggle, a # Count / $ Value toggle switches both the chart and the data table between the number of deals and the monetary deal value. Currency values follow your organization's configured deal-size format.
Data Table:
Below the chart, the data table breaks the same data down per competitor. The tabs above the table adapt to the active pivot:
Outcome vs. Position: tabs for All | Wins | Losses.
Position vs. Outcome: tabs for All Positions | Higher | Similar | Lower | Unknown.
The first row is a totals row aggregating all selected competitors, followed by one row per competitor. Default columns are Competitor, Deals, Wins, Losses, Higher, Similar, Lower, Unknown, and Opportunities. Every non-zero value is a clickable link that opens the Opportunities drill-down scoped to exactly that cell — that competitor, that price position, and that outcome.
The Columns and Filters panels on the right edge of the table let you customize the view:
Columns: show or hide columns, including additional analytical columns that are hidden by default — Total Amount, per-position Count and Amount Frequencies (%), Count Win Rate, Amount Win Rate, and No Decision.
Filters: apply column-level filters to narrow the visible rows.
Columns can be sorted, resized, and reordered by dragging. Cells with no data show n/a. The table paginates at 25 rows per page.
Note: No Decision deals are tracked in their own hidden-by-default column rather than mixed into the Win/Loss buckets, so the visible columns always reconcile with the chart.
Opportunities Drill-Down:
Clicking any chart segment, table value, or Opportunities link opens a modal listing the individual deals behind that number. The modal title tells you exactly what scope you're looking at (for example, "Opportunities vs Force Management").
Columns include: Account, Opportunity (a link to the opportunity's feedback detail), Sales Rep, Price Position (color-coded chip), Outcome (color-coded chip), Value, Selected Vendor, and Published date. A search bar filters the list, all columns are sortable, and the download icon exports the list to CSV.
Filters:
The Filters control in the top-right of the page applies the standard TruVoice advanced filter to the entire module — products, industries, date ranges, CRM fields, and any saved filter workspaces. When you apply or change a filter, the competitor list, chart, and table all refresh to the filtered data set.
Exporting:
Chart: the download icon in the top-right of the chart card exports the chart as a PNG or PDF image.
Table: the download icon on the table card exports the current table view (respecting the active tab, visible columns, and Count/Value toggle) to CSV or Excel.
Opportunities modal: the download icon in the modal header exports the deal list to CSV.
Note: If a specific export option isn't visible, your user role may not include export rights for that view.
Example Use Cases:
Pricing Strategy Review: Check whether deals priced higher than the competition still win at an acceptable rate — evidence for or against premium pricing.
Discounting Discipline: If you're winning mostly when priced lower, quantify the revenue you may be leaving on the table by comparing the $ Value view across positions.
Competitor-Specific Tactics: Select a single competitor to see how your price position against them specifically affects outcomes, and arm the sales team accordingly.
Analyzing Losses: Open the Losses tab, find the price position with the most lost value, and drill into the underlying opportunities to read the deal-level detail.
Win-Rate Benchmarking: Enable the hidden Count Win Rate and Amount Win Rate columns to compare win rates per competitor at a glance.