TruVoice

New price reporting, competitive gap analysis and more

Our TruVoice release today brought new price reporting tools, competitive gap analysis and numerous updates to our research tools. Take a look at what’s new this month and see what improvements are planned for the summer.

Price Position Reporting and Filtering

Our release included a new Dashboard tile that describes your overall price compared to the competition. This win loss tile exposes your price relative to your strongest competitor (in deals where you win) or relative to the winning vendor (in deals where you lost).

We coupled this tile with a new Dashboard filter as well, so you can now filter any page on the Dashboard based on your price comparison. For example, you can filter your outcome reasons to see why you win when you’re priced higher than competitors. This filter can help reveal how you keep a strong value proposition and win–even when you’re more expensive than competing solutions.

We’re just scratching the surface with our price reporting. While this new tile and filter utilize our core interview question about overall price position, TruVoice will soon be showing detailed pricing comparisons by competitor. Check back later this summer to see how you compare to competitors in your custom and specific price criteria, such as subscription fees, total cost of ownership, etc.

Competitive Gap Analysis

One of the most insightful datapoints we capture are performance gaps between you and competitors. But, the context of each gap is one of the most important (and sometimes overlooked) details when comparing your performance to competitors. This is why we’ve nested competitive gap analysis within our Competitive Weakness reporting.

If you’re looking for competitive intelligence, here are the layers we evaluate:

First, find out why you’re losing to the competitor. Finding out why competitors win is certainly interesting and revealing of market perceptions, but here’s the thing: While you can come up with blunting campaigns or counter-measures, you can’t fundamentally change why a competitor wins. You can, however, change why you’re losing to a competitor. You can fix weaknesses that prompt you to lose. This is why we start by framing competitive intelligence in terms of your reasons for losing to the competition.

Second, once you have the story-line or hypothesis explaining why you lose, find out how different your performance is. This is where gaps come into play. Take a look at our example below. You can see that, “Understanding your business needs” is a top reason this client is losing to the competitor, Andem. This is part of our story-line or hypothesis.

Look further to see how far off our client is from Andem in performance gaps. You can see that our client maintains a -1.9 gap in understanding needs when they lose to Andem. But when our client wins, their gap is significantly higher (3.0).

 What conclusions can we make? Understanding needs is low-hanging fruit for our client to correct: This area is most often a minor impact reason for losing, and our client has the ability to do really well here (again, look at the 3.0 gap). Our client could easily review why they performed so well in wins and bring those behaviors into all deals.

What Else is New?

Dashboard: Add option to export certain Dashboard tiles into Excel, add definitions on hover for criteria shown in Importance vs. Performance

Data Export: Add ability to export secondary information, including custom fields, buyer role and buyer type

Framework: Add communications settings and allow programs to accept automatic updates to their templates or manage them solely through their own program

Visit Help Center for our full release notes.

Next up: We’ll be adding more price reporting, including competitive price analysis. We’ll also be enhancing the Experience Drivers functionality for customer experience programs.  And, we have a handful of improvements planned to boost your conversion rate and maximize the number of interviews completed from the sample you provide.

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Top 5 features you requested that are now in TruVoice

New TruVoice went live earlier this year, and since then we’ve been refining it by adding features you’ve requested. Here are the top 5 features you asked for that are now available:

Interview Exports (and updates to them)

On popular demand, interview exports returned to TruVoice—and with a bit of a makeover. We took exports to the next level by adding context and comparisons. You’ll find performance summaries in these reports and performance benchmarking to compare one interview against your average interview.

See all Outcome Reasons

Our Outcome Reasons page now provides quick access to all outcome reasons in both chart and table formats. We start out by showing the top 3 reasons, so you can organize priorities around them.   And from there, you can access the remaining list of outcome reasons to understand other nuances in your buyer base.

Finding out what didn’t help you win can be just as insightful as knowing what did.

Take one of our software clients for example. They had a stand-out feature that none of their competitors offered. Our client nearly always earned higher performance scores in their software tool because of it (competitors just didn’t have anything comparable). But, our client rarely won business due to this feature. It was at the very bottom of their “Why You Win” list.

Our client took this information back to their product team, who used this intelligence to prioritize their roadmap. They shifted their efforts to adding value in areas buyers said directly impacted their purchase decisions. While this feature acted as an occasional differentiator, its placement as a low frequency reason for winning helped them channel resources to more impactful areas.

A few more details… You can export the full list of reasons you win and lose (details here). And, each reason also comes with the ability to drill down, so you can find out what your buyers said about that reason and why.

Quicker Access to Interviews

There’s no doubt about it: interview transcripts are among the most viewed datapoints in TruVoice (if not the most viewed!). To make it easier to access, we reduced the clicks-to-transcript down to just 2 clicks.

Did you know our interview transcripts are completely mobile-friendly? If you’re not already receiving automatic email notifications for each new interview, ask to be subscribed today. Once the notification email arrives in your inbox, you can access the new interview directly from the email—and on whatever device you may be using.

Buyer Analysis Usability Improvements

One of my favorite sayings is: “Ounces are pounds”.  I learned that the hard way when packing for a 22 mile hike along the Kalalau coast of Kauai. Turns out, all of the tiny extras I threw in my pack added up and made it a lot heavier (and kind of miserable).

In the case of Buyer Analysis, we’ve taken this approach—but with a positive twist.

Our analyst team identified a handful of small— yet very impactful—improvements we could make. We changed our scroll bar style, “froze” buttons in place, and improved the search functionality. These simple changes add up to make their work more efficient (which translates to interviews delivered faster for you).

Data Export (Beta)

Our program consultants capture detailed and nuanced insights from each of your buyers, and while our Dashboard pulls out the most important story-lines, there are endless ways you can slice and dice your interview findings.

Data Export makes it possible for you to create whatever custom analysis you need. And, it also gives you a head start: you can pre-filter your data-set before exporting, so that by the time the export arrives in your inbox, you’re already on your way to building a custom report.

Data Export is currently in beta. If you’d like to test it out and provide feedback, send us an email with the subject “BETA Data Export”.

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See all Outcome Reasons, find pricing and KPI data, and more

All Outcome Reasons are Available in TruVoice

Adding all outcome reasons to TruVoice has been one of the most requested features we’ve received since release. Along with expanding outcome reasons to show all reasons for wins and losses (and not just the top 3), we’re introducing an entirely new view of your outcome reasons. You can now toggle between a Summary or a Detailed view of your outcome reasons and view all reasons you win or lose in a chart or table format.

Find all of your reasons for winning or losing by:

Selecting the “Go to details” arrow in your main Outcome Reasons tile.

Then, look for the “Show More” option on your table or chart. Clicking “Show More” will expand your view to list every reason you win or lose. If you’re in table view, you can also see the raw frequency that each reason was a major or minor impact reason.

The new “Details” view now shows your outcome reasons by category or driver. We’ve rolled up all of your outcome reasons into broader buckets, so you can see if you win most frequently due to your sales process or solution, for example.

We often use these categories to frame outcome reasons; this is especially helpful if you’re introducing reasons you win or lose to a new audience. These bigger categories provide context for deeper analysis or discussion. In our example below, our client has a solution-related strength in nearly 90% of their wins, which makes for a great launching point when talking about specific solution strengths.

ICYMI, a little while back we added the ability to export all of your outcome reasons into Excel. This export also includes the “category” for your reference. Click here to see how to export.

How Important is Price? How do you Perform in KPI’s?

TruVoice can now answer both of these questions for you. In the detailed page for, “Importance vs. Performance”, you can find out how important price is to compared to other evaluation criteria. TruVoice also uses a percentile importance score to indicate importance.  Across all evaluation criteria, you can see how important each criterion is on a scale of 0% to 100%.

The percentile importance score has numerous benefits–one of them being that it is more viable to track importance over time and see if criteria “jump” from one percentile score to another. (For those of you accustomed to our weighted importance score, you can still find that as well in TruVoice.)

Compared to other evaluation criteria, how important is price to your buyers’ purchase decisions?

Your KPI performance is also available in the detailed view for “Importance vs. Performance”. And, you can also find out our your competitors stack up in KPI’s too.

You can find both pricing and KPI data by:

From the main Dashboard, locate the, “Your Performance vs. Importance” tile

Click the “Go to details” arrow in the top right

From the Importance vs. Performance page, click the “Go” arrow again

Questions and Answers Tile Includes More Question Types

We’re systematically expanding the list of available questions in the “Questions and Answers” tile. In addition to all open ended (qualitative) questions, this view now contains additional close-ended questions. You can now find an aggregate view of how respondents answered questions, such as:

Would you select the winner again? Did competitors do anything exceptional in their sales process?

Thank You

Did you know that each feature highlighted in this post was a result of your feedback? Thank you for sharing how we can improve TruVoice! We look forward to representing more of your ideas in each upcoming release. Click here to visit our UserVoice site to add and vote on your favorite features.

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TruVoice

Data Export is available for beta testing, export all outcome reasons, and more

May the fourth’s bug fixes and enhancements be with you! We’ve pushed a double release to TuVoice today. In addition to our weekly fixes release, we also pushed a major update that included some high-priority enhancements.

We’re introducing our new Data Export module (in beta). And you can now export a list of  all reasons for winning and losing. 

Data Export is Available for Beta Testing

TruVoice now supports the ability to extract data in aggregate for Premium subscribers. Data Export allows you to pull all of your interview data into a friendly-formatted Excel file. You can export everything from interview questions and answers to all of the analysis prepared for each interview.

We also had a lot of requests to pre-filter data before exporting it. For example, you may have a large set of interviews but only need to export a certain set, such as interviews tied to a product, tag or outcome. Data Export makes it easy to filter your data-set before exporting, so that your file is ready-to-go when you receive it.

Want to participate in our beta program?

Don’t be left on the Dark Side and join our beta test. You can opt in be sending us an email at [email protected] with the subject “BETA Data Export”. If you already signed up for our beta test – Awesome! You can expect to hear from us by Friday, May 12 with instructions to get started.

Export All Outcome Reasons (top 3 and more!)

Need we say more? Now all of your outcome reasons are available at your fingertips. You can quickly pull a list of all reasons you win and lose by going to your Outcome Reasons tile, opening the options menu and selecting, “Export details”:

Quickly pull all of your outcome reasons into an Excel file

We also squeezed in another helpful datapoint with this export and included the category each reason belongs to. You can use these categories to bucket reasons for winning or losing. Do you win most often due to a sales-related reason? Or do most wins stem from a solution strength?

And one more thing: The Experience Drivers tile for Customer Experience programs also features this new export option. So if you’re viewing Experience Drivers — the reasons customers have a positive or poor experience with your organization — you can also pull the full list there, too.

Next up? You’ll have the ability to see those additional outcome reasons or experience drivers right in TruVoice.

Win Backs Tile Strikes Back: It now shows all potential targets

Our Win Back tile is a tool for marketing or sales teams to identify accounts for prospecting or re-targeting. What makes a good win back target? The short version: You lost the deal but the respondent still views you favorably.

Our Win Back tile now show you the full list of available accounts to review.

As always, you can view our full release notes here.

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TruVoice

Faster Access to Interview Transcripts, Save Your Dashboard Filters, Import Users and More Updates

In our short time since releasing new TruVoice, we’ve accumulated some amazing feedback along with feature requests and bug reports. We’re pleased to share that we’ve implemented many of those requests.

In this TruVoice update, you’ll find nearly 20 features that were a direct result of your feedback. Thank you for your input and for sharing how we can better support you. (And, if you haven’t shared your suggestions for TruVoice yet, go here to get started. We want to hear from you!)

Go here to see the full list of enhancements and fixes, or read the highlights of our update below:

Faster Access to Interview Transcripts
Interviews are now grouped by respondent by default. This means you can get to your interview transcripts in fewer clicks…. 2 to be exact, but who’s counting?

Save Your Dashboard Filters
You can now save your filters on the Dashboard and create as many unique pages as you like. You can access your saved filter sets between logins, too.  Here’s how to get started:

1. Add some filters to your Dashboard
2. Go to the options menu and pick “Save Dashboard as”. Give your Dashboard a name and save it.

3. Once saved, you can view this page or go back to a default view (no filters applied) using the control shown in the header.

Import Users to TruVoice
Bring on the users. TruVoice now supports importing users en masse, making it even easier to open access to your win loss or customer experience insights.

New “My Users” Report
We’ve had a lot of requests to show a full list of your users combined with their login history, group membership, and more. In the My Users report, you can see who – of your users – is visiting TruVoice, and you can export this list as well.

TruVoice

How you can influence our TruVoice roadmap

As a product management team, we’re hyper-focused on improving TruVoice, but we can’t make this happen without harnessing the experience and knowledge of the people who work with our tools, day in and day out. While we gain countless insights to define our TruVoice roadmap from our own win loss and customer experience interviewing, along with our TruVoice feedback survey, we have bigger plans to expand your influence on our roadmap.

In the upcoming year, we’ll be opening additional channels for you to share your TruVoice recommendations (more on that later). To get started, we’re asking you to help define our TruVoice roadmap by contributing your ideas to our User Voice feedback site. Visit this forum to add, vote and comment on ideas to improve TruVoice.

Here’s how you can influence our roadmap:

  1. Have an idea? (We were hoping you would!) Take a moment to outline the basics of your idea on our User Voice feedback forum. Your peers will then review it and vote it up if they’re a fan. No light bulb going off? Not a problem, you are welcome to contribute by voting on existing ideas.
  2. Our product management team will review your feedback and report back to you on which ideas have evolved to upcoming features on our roadmap.

We want to see your ideas come to fruition. To ensure we manage your feedback effectively, we will cycle our user feedback collection through open and closed periods. Ideas can be submitted, commented and voted on during open periods. Once we close the forum for review, you will not be able to contribute to the existing ideas until the next open period begins.

We are currently in an open period, so make sure to submit, comment and vote today. This open period will be closing on May 1, 2017 when our Product Management team initiates review.

Get Started: