Identify the reasons your losing and winning business to improve your sales, marketing, and product development efforts.
“A formal and rigorous Win/Loss Analysis Program enables better segmentation, product strategy choices, and sales enablement…Those that take a more comprehensive approach have seen a 15% – 30% increase in revenue and up to a 50% improvement in win rates.”
Gartner, Tech Go-To-Market: Three ways Marketers increase Win Rates & Revenue. May 16, 2014
Author: Todd Berkowitz, Research Vice President
Our 3 Step Win/Loss Analysis Approach
1. Immersion Session
We begin every analysis with a company immersion session to identify the current status of your sales efforts, challenges your facing, customer segments targeting and company objectives.
2. Interview Selection and Discussion Guide
Working closely with your teams, we identify which new customers and lost prospects to interview based on your objectives and goals and develop an interview guide that captures the most informative insight.
3. Conduct, Analyze, Report
We conduct each interview, analyze the findings, identify unmet needs, and what these customers and prospects believe is the value your company offers. We bring this together uncovering commonalities amongst these customers and prospects to provide recommendations that improve your win rates.
- Individual Interview Reports for every interview conducted.
- Interview recordings/transcripts (When permitted by the interviewee)
- Summation Report with implications and strategy recommendations
Another step in Win/Loss Analysis is making insights actionable. If your organization needs help acting on the information we have obtained, we can provide strategies and support that can direct your product, marketing and sales efforts.
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