How can Win/Loss Analysis help you find untapped markets? — On Product Management

One of the problems with Win/Loss Analysis is the focus on accounts where your company is already engaged. Can this analysis help you find untapped markets, or accounts where you are not being considered?
via How can Win/Loss Analysis help you find untapped markets? — On Product Management. Many companies worry about deals they're losing. What about deals they don't even know about? It seems that many companies are blind to what works and doesn't in the buying process. And blind to which markets they serve and which they should. Win/Loss is such a powerful tool but it's not a salesperson's job. Yet only 40% of product managers claim responsibility for it. What is your company doing to understand why you win and why you lose?
Steve Johnson

Steve Johnson

Steve Johnson was a founding instructor at Pragmatic Institute, a role he held for more than 15 years before he left to start Under10 Playbook. In his return to Pragmatic Institute, Steve supports the complete learning path for product teams, ensuring they are fully armed for success. 

Over the course of his career, Steve has helped thousands of companies and tens of thousands of product professionals implement product management processes. He has worked in the high-tech arena since 1981, rising through the ranks from product manager to chief marketing officer. Steve has experience in technical, sales and marketing management positions at companies that specialize in both hardware and software. In addition, he is an author, speaker and advisor on product strategy and product management.

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