Primary Intelligence

DECEMBER 8, 2021

Most often when people think of win loss analysis, they think of the sales process. But win loss analysis has tremendous benefits on the customer success side of a buyer’s journey. Customer experience can benefit from win loss insights in the following ways: Aligning Sales Promises and Delivery.

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Loss Win Analysis Sales 104

FedSavvy

NOVEMBER 10, 2020

FY2021 is upon us so this is as good a time as any to recap some of the wins and losses that ended FY2020. Knowing these contract wins is not only key for situational awareness, but to keep current with what past performance and success stories your competitors may use in the future. Highlights of major wins.

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Loss Win Intelligence Intelligence 130

FedSavvy

JULY 12, 2021

As we head into the second half of FY2021, it is important to recap and analyze some of the major ($200M+) contract wins that kicked off this fiscal year. This post is a follow-up of our November 2020 blog , which highlighted some of the major wins and losses at the end of FY2020. Highlights of major wins.

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Win Loss Counterintelligence Security 130

ArchIntel

JANUARY 4, 2021

Let’s discuss the best ways to use competitive intelligence in today’s market. As a business owner, there’s no doubt that you would focus on collecting data and researching the best marketing strategies solely for your business. What is competitive intelligence? ArchIntel™ -.

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Competitive Intelligence Competitive Intelligence Intelligence 193

ArchIntel

NOVEMBER 2, 2021

Adobe announced on Monday that it is currently recruiting a senior manager of competitive intelligence for placement in its offices in Lehi, Utah. The CI senior manager must be capable of analyzing data, distilling it and communicating insightful and actionable business intelligence for strategic decision-making.

Competitive Intelligence 104

Competitive Intelligence Competitive Intelligence Intelligence 104

ArchIntel

FEBRUARY 23, 2021

Khoros , a provider of digital-first customer engagement software, is looking for a manager of competitive intelligence who will join its market intelligence team. Khoros, headed by CEO Jack Blaha , also operates in New York, San Francisco, London and Sydney, according to enterprise intelligence company Craft.

Competitive Intelligence 104

Competitive Intelligence Competitive Intelligence Intelligence 104

Cooperative Intelligence Blog

JUNE 29, 2016

In May, I was honored to give a Win/Loss analysis webinar, as part of the competitive intelligence #IntelCollab series facilitated by Craig Fleisher, Chief Learning Officer at Aurora WDC. You can view the slides and listen to the webinar entitled: Win/Loss Analysis Captures and Keeps New Business.

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Loss Win Analysis Competitive Intelligence 100

Fuld

NOVEMBER 1, 2021

This was leading to negative articles in the national and business press, the erosion of customer confidence and trust, and, in some cases, the loss of large—scale contracts. The post Creating a competitive intelligence battlecard to help a client win new business appeared first on Fuld + Co.

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Battlecard Competitive Intelligence Win Competitive 52

Aqute Intelligence

APRIL 13, 2023

This is mostly the case if they target consumers or small businesses. It is rare for them to provide enterprise pricing, but you may be able to extrapolate roughly from the pricing offered to smaller businesses. Earnings calls For public companies, earnings calls are almost a mandatory resource in competitive intelligence.

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Competitive Intelligence Competitive Intelligence Intelligence 130

FedSavvy

JULY 20, 2023

As we enter the second half of the calendar year 2023, this blog summarizes some substantial federal contract wins and losses thus far. Some competitors celebrated while others mourned some rough losses. Read on to learn about some big highlighted wins and losses in this never ending game of federal contracting musical chairs.

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Win Gaming Loss Human Resources 100

Cooperative Intelligence Blog

JULY 28, 2016

Earlier this year, I was honored to give a Win Loss analysis webinar, as part of the competitive intelligence #IntelCollab series facilitated by Craig Fleisher, Chief Learning Officer at Aurora WDC. You can view the slides and listen to the webinar entitled: Win/Loss Analysis Captures and Keeps New Business.

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Loss Win Analysis Business 100

Cooperative Intelligence Blog

DECEMBER 28, 2016

Four of the top 7 competitive intelligence blogs were written in 2009. 2 were competitive intelligence analytic tools, which the other 2 were relationship skills: emotional intelligence; and marketing, R&D and product development relationships. These topics are timeless. Here they are in order of popularity: 1.

Competitive Intelligence 100

Competitive Intelligence Competitive Intelligence Intelligence 100

Cooperative Intelligence Blog

AUGUST 26, 2016

I have worked in competitive intelligence for over 25 years and here are some timeless key findings. What Is Competitive intelligence Anyway? Competitive Intelligence is NOT competitor spying. Let Employees Create and Have Access to Customer, Sales & Market Intelligence. Costly move.

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Competitive Intelligence Competitive Intelligence Intelligence 100

FedSavvy

JULY 12, 2022

We introduced Accenture Federal Services (AFS) in our November 2018 blog to examine its service offerings and noteworthy contracts that define the business. Portfolio changes and noteworthy wins. Recent and noteworthy wins include: U.S. Win Loss trends. Since then, the company has experienced changes in its U.S.

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Win Loss Education Innovation 130

Evalueserve

OCTOBER 6, 2021

Competitive Intelligence (CI) gives sales teams critical information surrounding competitors, markets, and customers, which are all key factors when making strategic decisions. If done right, CI tools will empower sales and business development teams to: Get a better understanding of their targeted customers. Amazing even.

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Competitive Intelligence Competitive Sales Intelligence 52

Primary Intelligence

APRIL 13, 2020

One critical component to a successful revenue growth strategy is to increase win rates on deals in the pipeline. To accomplish big gains in win rates, an organization really needs to understand the answers to three critical questions. What are the unique win loss reasons for each individual sales rep? Download eBook.

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Win Loss Battlecard Advantage 106

Primary Intelligence

APRIL 13, 2020

One critical component to a successful revenue growth strategy is to increase win rates on deals in the pipeline. To accomplish big gains in win rates, an organization really needs to understand the answers to three critical questions. What are the unique win loss reasons for each individual sales rep? Download eBook.

Win 104

Win Loss Battlecard Advantage 104

Primary Intelligence

JANUARY 19, 2022

Sales reps must make the most of this shortened window of time by gaining a thorough understanding of what decision drivers cause won and lost deals and what specific things they can do as individuals to increase win rates. Additionally, over 50% of the time, sales reps will give a different reason for a win or loss than their buyer.

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Sales Battlecard Win Loss 160

Cooperative Intelligence Blog

APRIL 21, 2017

The Competitive Situation. A glass manufacturing company wanted to know why a competitor was still in the glass business, as its glass business was losing money, and had been for several years. Their ultimate goal was to predict when this competitor would exit the glass business so they could capture the competitor’s customers.

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Competitive Intelligence Competitive Intelligence Intelligence 100

ArchIntel

JUNE 1, 2021

The firm is looking for a new member of its GPS team, which is tasked with providing competitive intelligence about must-win capture opportunities. The post Deloitte Hiring Junior Competitive Analyst for Government, Public Services Business appeared first on ArchIntel™.

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Competitive Business Competitive Intelligence Win 104

Fuld

MAY 3, 2021

Sales acceleration is a form of competitive intelligence (CI) in the sales enablement ecosystem. An effective accelerated sales strategy arms your business with timely data and insights that ramp up the velocity and relevance of sales conversations. What do competitors say about their competition (i.e. Active Selling.

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Win Battlecard Sales Sales Enablement 111

Ellennaylor

JANUARY 17, 2018

This is our third blog of the widely used SWOT (strengths, weaknesses, opportunities and threats) analysis to assess the value of Win/Loss analysis. This blog outlines the opportunities and threats of Win Loss analysis. Win/Loss Interviews Provide Deep Insight. Win/Loss Analysis Doesn’t Just Help Wins.

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Loss Win Analysis SWOT 40

Alpha Sense BI

JULY 14, 2023

To survive in today’s fast-moving and always-evolving market landscape, every business needs competitive intelligence (CI)—comprehensive knowledge about your competitors and how your company stacks up. CI allows you to track competitor behavior and glean the insights you need to create competitive advantages.

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Competitive Intelligence Competitive Battlecard Intelligence 52

Ellennaylor

MAY 1, 2018

Last week, I gave a webinar for the Minnesota SCIP chapter entitled, Win/Loss Analysis: How to Capture and Keep the Business You Want. Check out my Win/Loss presentations to help boost your Win/loss program from my Slideshare presentations. They also won’t give a Win/Loss interview for free.

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Loss Win SCIP Value Chain 40

FedSavvy

SEPTEMBER 26, 2023

To win a recompete contract, many companies aim to bring innovation to improve program performance. However, doing so without having the proper risk mitigations in place can be a fatal flaw. Sin #16: Failing to define and anticipate risk U.S. Department of Homeland Security, U.S.

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Business Win Innovation Security 130

FedSavvy

MARCH 16, 2023

Read on as we continue our series in win-loss trends. DISA used the CIOSP3 GWAC to drive competition for a small business set-aside competition featuring two mentor-protégé joint ventures in Octo Metric and Valida-Tek CITI. Note the summary of the evaluation of the win in table 1 below.

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Intellectual Property Win IT Loss 130

Ellennaylor

NOVEMBER 17, 2017

Adopt these 7 Win Loss Tips to Improve Sales and Customer Receptivity to Win Loss interviews. Don’t Let Sales Conduct Your Company’s Win/Loss Interviews. Don’t put the onus on them to conduct Win/Loss interviews. Sales thinks that Win/Loss is totally an assessment of them.

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Loss Win Analysis Competitive Intelligence 40

FedSavvy

NOVEMBER 28, 2022

Being creative in capture strategy and solution development can help your prospective chance to win (a.k.a. This is especially important when many competitions are the proverbial game of inches. Even when a trick play can win the day, it can also unravel a win just as quickly. This continues our series in win-loss trends.

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Win Loss Gaming Competitive 130

Evalueserve

JULY 2, 2021

Round Table Recap: Competitive Intelligence Best Practices for Professional Services Firms. Listen to C-Suite when they talk about their business and investment priorities. 25 industry professionals shared their experiences in professional services firms that utilize competitive intelligence.

Competitive Intelligence 52

Competitive Intelligence Competitive Intelligence Intelligence 52

Ellennaylor

SEPTEMBER 16, 2017

I was blogging about competitive intelligence at SCIP’s 2009 annual conference in Chicago. I met my SCIP friends and many new people, including some of you on the Competitive Intelligence Ning who I had only met electronically ( I notice the CI Ning is not as popular today as it was in 2009.

Competitive Intelligence 40

Competitive Intelligence SCIP Competitive Intelligence 40

Primary Intelligence

OCTOBER 13, 2021

Most often, buyers described missteps in the sales experience as the reason for lost business – even above price or product features. However, according to a study by Gartner1, sellers will often blame their losses on pricing and feature issues, or claim it as an accident and credit their wins to their own heroics.

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Analysis Sales Loss Win 164

Primary Intelligence

SEPTEMBER 29, 2021

Most often, buyers described missteps in the sales experience as the reason for lost business – even above price or product features. This disconnect between why sellers think they lose and why they really lose according to their buyers is why buyer feedback is so crucial to helping sales teams increase win rates. The Challenge.

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Sales Win Loss Competitive Intelligence 129

ArchIntel

MARCH 10, 2021

In a marketplace that has suddenly been made more fertile by crisis, it will be up to each cybersecurity company’s competitive intelligence professionals to generate the insights needed to give them the distinct advantage. For more than a year, he developed and executed competitive strategies for the company’s security business.

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Competitive Intelligence Profiling Loss Competitive 104

Evalueserve

JANUARY 28, 2021

Market Intelligence can be a daunting task to start for a business—it takes a lot of time to complete all the necessary research before even getting down to the analysis and implementation. That’s why we want to break Market Intelligence down into 5 easy steps for you. What is my win-loss ratio to competitors? .

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Market Intelligence Intelligence Intelligence Marketing 98

Contify

AUGUST 25, 2020

The new normal requires new tools to navigate and gain a competitive advantage. Erik Glitman has over three decades of experience in consulting and managing key competitive and market insights research to support clients’ strategic planning, sales, marketing, and growth initiatives.

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Competitive Intelligence Research Primary Research Competitive 64

Contify

SEPTEMBER 24, 2020

The webinar was hosted by Contify, a leading competitive intelligence company. The webinar focused on the evolving nature of competitive market intelligence and provided an essential guide to business professionals for augmenting growth with the integration of ‘Primary and Secondary’ intelligence advantage.

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Competitive Intelligence Research Competitive Primary Research 52

Contify

AUGUST 6, 2020

Businesses are embracing a technology-driven approach to gain a competitive advantage. The immediate challenge for the survival of many organisations during the current time is how to recognise, prioritise, and adapt to the range of real external threats that now impact competitive advantage.

Competitive Intelligence 52

Competitive Intelligence Competitive Intelligence Intelligence 52