Win/loss analysis
In simple terms, win/loss analysis involves identifying and analyzing the reasons why an evaluator did or did not make a purchase decision.
Your sales teams will always tell you why the purchase did (due to a great salesperson,) or didn’t happen (due to too high a price or too crowded a market space;) but, that individual information has minimal value on its own, it’s the aggregate of all the individual stories that matters.
HarborLight has experience in speaking with evaluators to gain insight. Insight that can help you plan for your future or help in mid-course correction.