How to Do Competitive Analysis for Your SaaS

Most competitive analysis produces feature comparison tables and pricing grids. Those are the least useful outputs. One-star reviews of competitors on G2 and Capterra are a direct map of where the market is underserved - and they're public, free, and updated constantly. That's where the highest-ROI signal lives.

Why this happens

Feature tables are easy to build. Open your competitor's pricing page, list what's included at each tier, and you have a table in 30 minutes. The problem is that buyers don't choose products based on feature parity. They choose products because a competitor created a pain - a gap in support, a workflow that doesn't fit their use case, a price tier that doesn't exist - and your product fills it.

Finding that gap requires reading 100+ reviews and finding patterns. Most founders skip it because it's slow. That's exactly why it's still valuable.

What to check first

Four research moves that surface genuine positioning opportunities:

Read the last 50 one-star reviews of your top 3 competitors. Note which segment writes them - job title, company size, use case - and what the repeated complaint is. Not every complaint matters; the one that appears across multiple reviewers in the same segment is your signal.
Look at each competitor's homepage copy. Which buyer profile does it address - what job title, what problem, what company stage? The buyer it addresses is who it's optimized for. Everyone else is underserved.
Check their pricing page. Which tier is missing - where does pricing jump from $49 to $299 with nothing in between? That gap is a market segment the competitor decided wasn't worth serving.
Read their recent job postings for sales and customer success roles. The customer segments mentioned in role descriptions reveal exactly who their sales team is incentivized to close.

How to fix it

Map each competitor's weakest segment - the one that complains most, fits least, or gets ignored on pricing - and build your positioning to own that segment explicitly.

The structure that works: "For [underserved segment] who are frustrated with [specific competitor weakness], [your product] does [specific thing] better - without [the thing that makes the competitor wrong for them]."

This isn't an attack on the competitor. It's a clear signal to the right buyer that you understand their situation. A buyer in that segment who reads that positioning immediately recognizes themselves. That recognition converts better than any feature list.

Update the analysis at two cadences: a light quarterly check on new pricing pages, review trends, and content investments; and a deep analysis every 6-12 months before a major positioning or pricing decision.

Remove the guesswork

Manual competitive analysis tells you where competitors are theoretically weak. It doesn't tell you how that weakness translates into buyer preference for your product. RightPositioning tests your positioning against synthetic buyer panels across your target segments, showing you where you win versus competitors in the buyer's mind - not in a spreadsheet.

See how RightPositioning works