Win/Loss Analysis
Fix your pipeline and score more accounts.
The Right People for Win/Loss Analysis
- Your customers.
- Competitors’ customers.
- The customers you want.
- Partners.
- Your sales team.
The Right Questions for Win/Loss Analysis
- What factors do buyers consider when generating a shortlist?
- How often does the competitor win?
- Have competitors changed their prices or discounts?
- Are you focusing on one-off solutions when buyers concentrate on platforms?
- How much did price factor into the purchase decision?
- Were partners involved in the sales process?
- How big is the competitor’s sales team and how is it structured?
- Are you losing deals to do-it-yourself or do-nothing?
- How often are customers engaged with after the sale?
- How much are customers willing to pay for support services?
Market Research Methodologies
- In-depth interviews (in-person & online).
- Focus Groups (in-person & online).
- Web Surveys.
- Online research communities.
- Quantitative studies.
- Social Media / Online Community Analysis.
- Longitudinal Research (Communities, Diaries, etc.).
- Secondary research.
Demystify losses with market research.
Just lost to an upstart that came out of nowhere? Wondering why enterprise accounts remain just out of reach?
Losing a deal is no fun, but it does present a learning opportunity. Our market research services can help you figure out how to readjust your product, marketing, and sales approaches for faster, more profitable sales.
Turn losses into wins.
Our win-loss analysis illuminates the strengths that drive your sales, weaknesses that cost deals, and how strategic readjustments can increase profits.
We can also deliver insight on your competitors such as their ideal customer profile, how they position against you, and where they are generating the most revenue.
What It’s Like To Work With Us
Cascade Insights has become our go-to resource anytime we have a tough market intelligence question.
– Microsoft
Cascade Insights is on my short-list when I look for guidance on any and all topics related to competitive intelligence.
– 3M
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B2B Revealed Podcast
B2B is a complex and challenging field, but most of all, it is fascinating. Join Sean Campbell, CEO of Cascade Insights, as he shares over 20 years of experience in the B2B market.