Win/Loss Analysis Program to Improve Product

Win/Loss Analysis

Competitive Intel

Product Strategy

The Challenge (Before)

The reasons why sales deals were won or lost were based on anecdotes from the sales team, not structured data. This made it difficult to identify true product gaps or competitive threats.

The Result (After)

I implemented a formal Win/Loss Analysis program, conducting interviews with recent prospects. The insights directly led to the prioritization of a key integration, which was the #1 reason for losses to our main competitor.

Insight

Identified #1 Product Gap

Process

Formalized Program