Over the next couple of weeks I am going to be focusing in on the use of win/loss analysis to further your business goals. To kick this effort off I have launched a short web survey that I ask you to participate in. The results will be tallied and reported on this blog and sent in their entirety to anyone that requests them to show industry best practices around this area. To participate in the survey click here.
For those of you who clicked “What’s win/loss analysis”, a quick description is that it is an interview conducted after a deal is either won or lost to gain business insights. This is an essential tool that provides a kind of product health check and can find weaknesses as well as opportunities for your company.
Win/Loss analysis, when done properly, can provide the above mentioned business insights that affect multiple organizations within your business. Here are just a few of the benefits that can be gained from direct interactions with prospects and customers at the conclusion of a sale or a lost deal:
- Competitive intelligence
- Pricing insights
- Product opportunities
- Product gaps
- Strategic messaging
- Partnering opportunities
- Media targets
- Organizational influencers
- Company reputation and perception
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Good luck!
I suspected what it was but did not know.
Best wishes with survey.
Thanks for the comment. Yes, I think there are a lot of companies that informally do win/loss analysis and who could benefit from a little more regular and formal process. I am going to post some of the preliminary results with comments tomorrow and post the final results in a week.
[...] Calling Tech Professionals: Launching Win/Loss Analysis Survey Aug 07 [...]
[...] are new to my blog and are an entrepreneur or technology professional, be sure to take part in my win/loss analysis survey launched last week. I will be wrapping up that survey and publishing the results this week. Share [...]