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

Zoominfo

MAY 20, 2018

A win/loss analysis is the process of studying past business deals in order to generate valuable insights about your company’s selling practices. The insights garnered from this type of analysis can be instrumental in growing your business and increasing revenue. Step 2: Develop your win/loss analysis questions.

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Loss Win Analysis Sales 223

Primary Intelligence

OCTOBER 24, 2019

Win Loss Analysis continues to gain popularity as a buzz word for self-help improvement within sales and marketing teams. You can’t do a couple of half-baked actions on the side of everyday business and expect it to be the equivalent of a full-blown win loss analysis program. But it isn’t a quick fix.

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Loss Win Analysis Sales 104

Primary Intelligence

JANUARY 23, 2023

Boston and Draper, UT – Primary Intelligence , the leader in win-loss analysis, and Crayon , the premier competitive intelligence platform, today announced a first of its kind integration that seamlessly embeds valuable win-loss insights directly into competitive intelligence deliverables.

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Competitive Intelligence Loss Win Data Analysis 104

Primary Intelligence

OCTOBER 24, 2019

Win Loss Analysis continues to gain popularity as a buzz word for self-help improvement within sales and marketing teams. You can’t do a couple of half-baked actions on the side of everyday business and expect it to be the equivalent of a full-blown win loss analysis program. But it isn’t a quick fix.

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Loss Win Analysis Sales 81

CIO

DECEMBER 13, 2022

In our conversation, we acknowledged that doubts about their worth is a symptom that the business is not equipped to derive full value from the program. It’s a situation that calls for empowering the business to read, analyze, work, and even argue with data — effectively and confidently. Arguing with data?

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Win Loss Capital Advantage 662

Cooperative Intelligence Blog

FEBRUARY 9, 2017

Recently I was interviewed about Win Loss analysis. Question: Why did you write this book, Win/Loss Analysis ? Ellen: There wasn’t a book written on Win/Loss analysis and every time I complete a Win/Loss project, and my client makes the changes that I recommend, they make more money.

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Loss Win Analysis Market Segmentation 100

Cooperative Intelligence Blog

APRIL 6, 2017

I just had another client tell me he was getting pushback from his salesforce to do Win/Loss analysis. They felt that win/loss analysis would be a critique of them, and only them. The objective of Win/Loss analysis is to win and retain more business, not to critique sales people.

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Loss Win Analysis Knowledge 100

Zoominfo

MARCH 16, 2017

A win/loss analysis reveals why and how a sales opportunity turned into a new customer (or not). What Is A Win/Loss Analysis? A win/loss analysis is the process of studying past business deals to evaluate why sales opportunities became wins and losses. What made it better?

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Loss Win Analysis Sales 100

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

CIO

OCTOBER 23, 2023

In today’s uncertain economic landscape, it is no surprise that organizations are driven to optimize business costs. It’s a win-win scenario when moving to an as-a-service model. Dell APEX solutions support these goals and empower companies to drive sustainability within their businesses.

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Briefing Win Loss Finance 658

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

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

CIO

FEBRUARY 1, 2024

The State of the CIO 2024 survey published by CIO, states that 85% of CIOs are becoming a changemaker, increasingly leading business and technology initiatives. With CIOs now often reporting directly to the CEO instead of the CFO, the emphasis has shifted from technical proficiency to business acumen.

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Learning Loss Education Win 616

CIO

OCTOBER 24, 2023

It starts with the business policies of the organization — with education and setting a foundation to understand and recognize the risks that generative AI entails. When it comes to generative AI, it’s not a question of whether it’s a win for the enterprise or not. The importance of policy extends to the regulatory sphere.

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Intellectual Property Education Loss Security 852

Crayon

MARCH 21, 2023

Product marketing in particular often owns competitive intelligence (and all that goes with it) but can’t dedicate head count to this critical, strategic area of the business.

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Competitive Intelligence Competitive Intelligence Intelligence 325

CIO

JULY 21, 2022

However, it was not all good news for the German business software group. In its Q2 statement, SAP said it still expects to see those losses. While the geopolitical climate has had an impact on SAP’s overall revenue, the company’s two business segments performed strongly during the quarter. billion, which is up 12.7%

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Loss Win Technology Technology 617

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

CIO

DECEMBER 26, 2023

CIOs need to own, or at the very least contribute substantively to, the overarching narrative regarding IT’s business context — what is going on, what has gone right, what has gone wrong, which technology developments require action, and so on. Business IT Alignment, IT Leadership, IT Strategy

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Briefing Sports Knowledge Loss 696

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 104

Zoominfo

APRIL 30, 2021

That’s where she sees the biggest wins because those people are seeking out that content. Rather than splitting new business from customers, we went deeper and segmented follow-ups into buckets, like new business, existing business, enterprise, non-enterprise, and international,” Daly says.

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Loss Sales Win Marketing 264

CIO

NOVEMBER 15, 2022

Veeam has already been working on an outcome-based engagement with select clients, where it helps them meet stringent business continuity requirements with an RTO/RPO (recovery time objective and recovery point objective) of less than 15 minutes. “We

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Loss Innovation Capital Win 325

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

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. Fuld + Company Solution.

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Battlecard Competitive Intelligence Win Competitive 52

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

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

Aqute Intelligence

JANUARY 17, 2024

The definition of a winning edge in the business world nowadays requires more than just savvy marketing campaigns and brilliant services. It’s about understanding your competition and using that knowledge to drive your business forward. Just like any other business process, success comes with quantifiable metrics.

Competitive Intelligence 130

Competitive Intelligence Competitive Intelligence Intelligence 130

mention

MARCH 27, 2023

If you’re someone who has experience with trying to grow a business, you’re no stranger to the challenges of acquiring new customers and the pain caused by the loss of the customers you had on board. Are you wondering which offers your business a better return on investment (ROI), particularly when you can’t pour resources into both?

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Business KPI Win Loss 130

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

FedSavvy

NOVEMBER 28, 2022

Being creative in capture strategy and solution development can help your prospective chance to win (a.k.a. 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. This among other factors led to the loss. the dreaded Pwin).

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Win Loss Gaming Competitive 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

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

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

Smart Data Collective

NOVEMBER 7, 2023

Implementing Effective Cost Reduction Controlling expenses is key to any successful business, especially when it comes to web hosting. In addition, machine learning’s predictive capabilities also facilitate proactive problem-solving which reduces downtime and the financial losses typically related to it.

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Learning Loss Knowledge Algorithm 254