Success Story

PROBLEM: One of our clients was a new Director of Marketing at a SaaS company. He wanted to understand the company’s strengths/weaknesses vs. competitors but couldn’t glean anything insightful from the salespeople’s short notes in Salesforce explaining why they won or lost (usually “price”). He suspected there was more to know than this, but didn’t have any other data to work with.

SOLUTION: We conducted win/loss interviews with recently closed accounts (both won and lost) and were able to provide the following:

• SWOT analysis vs. biggest competitors
• Competitive pricing for all opportunities
• Details about clients’ purchasing process and key criteria
• Root causes for lost sales by customer segment

RESULT: Improved close rates by 25% within a quarter.