Winning vs. Competing: The 8 Moves That Separate Market Leaders from everyone else

Ever feel like you’re working hard in your market but not actually winning it?

You’re not alone — and it’s rarely a talent problem or a product problem.

It usually comes down to a set of strategic moves most companies never get around to making.

In this webinar, I’ll walk you through the exact eight-part playbook I’ve used with SaaS CEOs to go from “just competing” to genuinely owning their space — including the simple audience math that changed everything for one client almost overnight.

17% of TAM most companies actually engage

100% of TAM you can reach with the right strategy

The Eight Strategies You’ll Learn:

1. Develop Lighthouse Accounts. The magnet strategy that made an “in and out” program every major bank wanted to copy.
2. Position Yourself as the Industry Leader. How to claim the leadership position — credibly — before your competitors do.
3. Industry Conferences & Associations. Aligning with the gatherings your buyers already trust earns credibility you can’t buy any other way.
4. Sell to the Hero. Why positioning yourself as the hero kills deals — and what to do instead.
5. Reach 100% of Your Audience. Why 15–17% audience coverage is the industry norm, and exactly how to fix it.
6. Verticalize by Industry. The mistake horizontal SaaS companies keep making — and how to win one market at a time.
7. Map the Market Ecosystem. The approach behind a 300-partner network responsible for 50% of Intacct’s revenue.
8. Build Compelling ROI Stories. How to turn customer outcomes into business cases that sell themselves.

Your Host: Robert Jurkowski — Founder & CEO, On Demand Advisors. Former CEO of Intacct, acquired by Sage for $850M. He’s built 11 B2B Silicon Valley companies and mentored 1,000+ sales and go-to-market leaders. This session distills the exact eight-strategy framework his clients use to move from competing in a market to winning it.