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I spoke to a contact at a large software reseller who told me they sell $S and $CRWD to the SMB market. He could not tell me much about any product differences between the two but said they are selling more $S than $CRWD and sometimes $S is sold as a replacement for $CRWD.

Since there was no understanding by the sales rep as to why $S is better I can infer a few things.
$S is winning on price only with smaller clients who are more price conscious. Larger enterprise clients (Fortune 500 and governments) which lean to $CRWD are less price conscious and more concerned with product fit, scalability and reliability of the platform.

$S is looking to grow at all costs, sacrificing margins (profit and FCF) to a customer set that is more apt to churn while $CRWD focuses on higher margin, large enterprise clients that tend not to churn based on price alone.

Anyone have thoughts on this? Do you think this is accurate?

Ryan Mahony's avatar
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