Resources > Podcasts

How to Customize Your Win/Loss Program to Improve It’s Effectiveness

How to Customize Your Win/Loss Program to Improve It’s Effectiveness

“Win/Loss is a garbage-in, garbage-out exercise. There needs to be careful curation and vetting of the information in the program. Otherwise, information is going to be unreliable at best and misleading it worst.”

Not every win-loss program is the same. So how do you build the right one for your company? In this episode of Pragmatic Live, Rebecca Kalogeris, VP of marketing for Pragmatic Institute, interviews two win/loss experts from Anova Consulting: Zach Golden, director of client management, and Will Young, senior research analyst. Anova Consulting is a market-leading win/loss analysis firm. They build win/loss programs by combining technology with high-tough professional services and consulting.

They discuss:

  • The importance of getting strategic alignment before starting a win/loss program
  • When is it appropriate to use open-ended or leading questions
  • How to leverage data and then go beyond the data by bringing together cross-functional teams
  • Determining how many win/loss interviews are sufficient for gathering insights

Here are Anova’s latest articles:
Win/Loss: A Tool Used to Identify Your Company’s Distinctive Competencies
Going Beyond Win/Loss Data

Additional Resources

There is a new course update to Market.
This course helps you gain a thorough understanding of your buyers and how they like to buy so, you can build the product marketing strategies that deliver results.
Learn More

Author

  • Pragmatic Institute is the transformational partner for today’s businesses, providing immediate impact through actionable and practical training for product, design and data teams. Our courses are taught by industry experts with decades of hands-on experience, and include a complete ecosystem of training, resources and community. This focus on dynamic instruction and continued learning has delivered impactful education to over 200,000 alumni worldwide over the last 30 years.

Author:

Other Resources in this Series

Most Recent

Podcast

How Asset Assessment Can Help You Outmaneuver The Competition

This episode is from our latest Product Chat webinar >> watch the webinar Join us as we welcome Sandi Olson, Senior Marketing Content Manager at Microsoft for a conversation on how utilizing the right asset assessment techniques can help you to analy...
Podcast

How to be Dangerously Good at Go-To-Market Strategies

“Go-to-Market work is delayed compounding work, meaning there's delayed gratification, and it compounds over time. So if you're changing up your execution, it’s because there's no strategy. So if you create the strategy and then you do consistent exe...

OTHER PodcastS

Podcast

How Asset Assessment Can Help You Outmaneuver The Competition

This episode is from our latest Product Chat webinar >> watch the webinar Join us as we welcome Sandi Olson, Senior Marketing Content Manager at Microsoft for a conversation on how utilizing the right asset assessment techniques can help you to analy...
Podcast

How to be Dangerously Good at Go-To-Market Strategies

“Go-to-Market work is delayed compounding work, meaning there's delayed gratification, and it compounds over time. So if you're changing up your execution, it’s because there's no strategy. So if you create the strategy and then you do consistent exe...

Sign up to stay up to date on the latest industry best practices.

Sign up to received invites to upcoming webinars, updates on our recent podcast episodes and the latest on industry best practices.

Training on Your Schedule

Fill out the form today and our sales team will help you schedule your private Pragmatic training today.

Subscribe

Subscribe

Training on Your Schedule

Fill out the form today and our sales team will help you schedule your private Pragmatic training today.