Security services company enlightened on benefits of win loss analysis program

Challenges

• Keep apprised of buyer needs
• Understand the reasons for winning
• Increase sales in the mid-market sector

Solution

• Gained valuable buyer feedback from win loss interviews
• Emulated strengths to win more opportunities
• Analyzed win loss data and created action plans geared toward specific sectors

Why Primary Intelligence

• On the Win Loss Program
  “The information — I’ve got to tell you — has been very helpful. It was the first time we had ever done anything in this market to this extent. The objective was just to understand what is going on. We are getting that understanding.”
• On Improved Sales Efficiency
  “I alert the appropriate sales and/or installation team so that we can quell concerns or issues right up front. We have a customer satisfaction survey that we do…this gives us another avenue to make sure anything that is not right with the customer that we can handle [it] right up front.”

“The Vice President…  said [the win loss analysis program] was the best thing he had seen in his 11 years with the company.”
—Competitive Intelligence Manager, Security Services Company