Truths & Misperceptions about Win Loss Analysis © Primary Intelligence, Inc June 10, 2015

Connie Schlosberg Digital Marketing Specialist Primary Intelligence

Housekeeping This session will be available on our website All phone lines are muted Please ask questions using the Chat function

Carolyn Galvin Director of Industry Insights Primary Intelligence

The State of Win Loss How Organizations are Leveraging Win Loss Programs to Increase Buyer Understanding, Develop Competitive Strategies, and Improve Company Performance

Today’s Agenda Brief Overview of Primary Intelligence What is Win Loss? Background & Methodology Selected Key Findings Conclusions & Recommendations Q&A Upcoming Research Prize Winners

Ken Allred CEO & Founder

We analyze more than 3,000 deals and customer engagements annually We evaluate more than $20 billion worth of purchase decisions annually We manage 568 win loss and customer experience programs We support more than 6,000 sales, marketing, product, CI & customer leaders globally We work with 6 of the Fortune 20

What is Win Loss Analysis? Explains buyer choice Transformative

Win Loss in Practice Differences in program maturity Differences in organizational approach Primary Intelligence: Solution Performance Sales Impact Company Attitude Pricing

State of Win Loss Research Background Goals: Understand how organizations are performing Win Loss Analysis and using Win Loss data Understand impact of Win Loss programs on company results

State of Win Loss Research Methodology 60-question online survey Outreach timing: March – October 2014 Outreach to 5,400 individuals Feedback from 175 respondents

76% performing Win Loss

3x – 7x higher win rate

“Specific feedback on opportunities lost that assists to increase future win rates.” In the last six months, what was the most significant thing that your organization’s Win Loss Analysis program helped you with? “Improve sales process and measurement techniques…engagement model for sales reps to clients.” “It enables me to ask for best practices and I also learn what customer’s value.” “Competitive forces.”

Win Loss Data Frequency Fitbit Primary Intelligence

“Accurate update on what competitors are doing in real time instead of six months later.” – Account Manager, Workforce Management Vendor In the last six months, what was the most significant thing that your organization’s Win Loss Analysis program helped you with?

Win Loss Collection Methodology Potential customer contacts PI about WL Program No response from PI in over 2 weeks Prospect goes to competitor PI conducts Loss Review; interviews lost prospect “No response for over 2 weeks” SVP Sales -> Sales Rep: “Why not?” Sales Rep says he contacted prospect day he got lead Rep got lead 2 weeks after submitted Breakdown: s going to unmonitored inbox START FIX

Conclusions & Recommendations If no Win Loss program in place, start today Determine ways to implement real-time access for users Collect information from buyers and sales reps Watch your game tape More detailed results in full report Participate in 2015 State of Win Loss research

MORE INFORMATION 2014 State of Win Loss Report: Participate in 2015 State of Win Loss Industry Insights at Primary Intelligence: Industry Insights Mailing List: Primary Intelligence:

Questions?

Upcoming Research 2015 State of Win Loss/State of Customer Experience Sales Intelligence analysis Buyer persona research

And the Prize Winners are…..

Connect with us! linkedin.com/company

© 2015 Primary Intelligence, Inc. 37 Questions? Thank You! Thank you!