The definition of an indirect competitor is the subject of some debate and is nearly always stated in contrast to the definition of a direct competitor. When it comes to selling a newly developed technology, the difference in my mind is rather clear. Any solution that addresses the same need, relieves the same pain, or delivers the same benefit as your solution is a competitor. The distinguishing quality of a direct competitor is that your solution and the direct competitor’s solution are mutually exclusive. The only way to win a customer when there is a direct competitor is for the direct competitor to lose.
