Audience
Sales, marketing, client success, and product teams
About WON
Win-Loss research helps organizations better understand why you win deals, and the reasons you lose to competitors. WON conducts comfortable, third-party interviews with your key contacts. You'll gain deep insight into their decision-making process, the strengths/weaknesses of your team and offering, and exciting insight into your competitors. As a result: - Sales learns how to improve their talking points and process. - Marketing learns the messaging that resonates and how better to position products to different customer profiles. - Product learns what features customers care about. - And Client Success teams learn what’s most important to their customers, and how to prevent churn.
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Market Test Interviews gauge interest in new offerings. The focus is on customer problems, existing solutions, and reaction to proposed offering. Pre-decision Interviews find out why prospects do not advance beyond a download or a pilot. The focus is on customer needs, alternatives, and sales engagement. Win/Loss Interviews determine how and why customers make their competitive choices. The focus is on buyer criteria and vendor ratings, gathering critical comparative feedback about your product, marketing and sales engagement. Churn Interviews find out why customers do not renew contracts. The focus is on customer needs, satisfaction, competitors and substitutes.
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Many companies conduct ad-hoc internal reviews of some of their bids, but a successful Win/Loss program is more comprehensive. Win/Loss analysis is an ongoing, systematic analysis of why a company’s deals are won and lost. The process is simple, but the results are powerful because they help decision-makers implement company-wide changes. Analysts conduct qualitative and quantitative interviews with decision-makers at prospect companies, for both won and lost deals. Our interview guides result in objective insights related to purchasing decision processes, solution capabilities and features, sales team effectiveness, pricing, and contracting. We regularly provide clients with individual reports for each deal so they can understand the nuances of each individual case. In the end, we deliver a summary report that analyzes trends across multiple deals over time. The aggregation of several deals over time lets us deliver recommendations about value proposition, product features, etc.
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Pricing
Starting Price:
$440 per interview
Integrations
Company Information
WON
Founded: 2021
Canada
won.studio/
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Product Details
Platforms Supported
Cloud
Training
Documentation
Live Online
Support
Phone Support
Online
