Medication management company shapes up competitive positioning with win loss program

Challenges

• Understand the competitive landscape
• Equip sales teams with the tools to succeed

Solution

• Garnered actionable competitor intelligence
• Identified best sales practices

Why Primary Intelligence

• On Win Loss Program
  “I think in terms of competitive intelligence, it is hearing directly from accounts we have won and lost and then having a chance to hear firsthand what the competitors are saying. I think there is very good value for us and it is broadly recognized. I think the write up on each win-loss report, each specific individual report, is written up nicely. It seems like those interviews are managed well.”
• On Solid Partnership
  “I think [Primary Intelligence] is a market intelligence partner for us. I think [they] play a significant role and see a real partner in understanding the market.”

“[Our program consultant] does a very nice job of listening carefully to what it is we are trying to do and what our questions are, confirming that he has understanding.”
—VP, Product Strategy, Medication Management Company