How Should You Manage a Win Loss Analysis Program?
IN HOUSE
PRIMARY INTELLIGENCE
TIME
- Difficulty creating a win loss program in-house from scratch
- 30 minutes to conduct average buyer interview
- 15+ interviews per month for decent data volume
- 20+ hours a month spent interviewing, sending surveys, refining questions, and compiling reports
- Easily implemented automated surveys and meaningful buyer interviews conducted by our team of experts
- Pre-built, time-tested interview and survey guides
- Seamless, digestible win loss reports
- Buyer feedback gathered and compiled automatically so your team can focus on other marketing objectives
COST
- $115,745 a year – the average salary for an in-house employee tasked with running win loss analysis on top of other goals and objectives. Limited bandwidth makes it difficult to gather enough buyer feedback to see significant buyer trends.
- $45 per seat – the starting monthly cost for our team of experts to conduct a full win loss analysis and gather buyer feedback for all your rep’s deals. This includes access to our seamless reporting platform and time-tested survey guides.
DATA INTEGRITY
- Third-party sources used to supplement data due to limited bandwidth
- Insights not technically from your specific buyers
- Inability to see rep-specific feedback for personalized training and coaching
- First-party data gathered from your specific buyers
- Unbiased and relevant feedback, giving insight into your buyer’s true perceptions
- Specific data by rep to customize training, pitches, and strengthen sales experience
EXPERTISE
- Learning curve caused by lack of expertise in win loss analysis
- Trial and error to find out what questions prompt honest and clear answers on what buyers care about
- Hard-to-customize surveys and interviews based on buyer type
- Over 20 years of experience and over 55,000 buyer interviews conducted
- Knowledge of what questions to ask to get insight into true buyer perceptions
- Custom interview guides to ensure high volumes of quality feedback
FEEDBACK
- Buyer hesitance when giving honest feedback directly to the company
- Potentially skewed data based on presentation of questions or answers by in-house reps
- Honest answers given when buyers feel more comfortable speaking to a third party
- Comfortable environment created during every interview conducted with respect and decorum
SHARABILITY
- Tough to share insights with other stakeholders or teams
- Difficulty creating reports and presentations that are easily digestible at all levels
- Frequent, manual updates to win loss reports
- Easily shared insights for all stakeholders and departments
- Ability to drill down, filter, and customize reports to show relevant data
- Real-time insights and updated dashboards