Win Loss Analysis Program Success Tip #2: Program Ownership

Win Loss Analysis Program Success Tip #2: Program Ownership

Organizations with well-defined and collaborative, win loss program ownership see significantly more benefit than those with a fractured approach. In this article, we outline three levels of program ownership and review their effectiveness.

Siloed

Providers at this level have no defined program ownership. There is no one department leading win loss analysis efforts, which may result in many organizations acting in silos, and not sharing their processes or results. Because of this, there is no consistency and certainly no rigor of a formalized, cross-organizational process aimed at communication that can improve win loss results.

Shared

At the intermediate level, the win loss analysis program is typically owned by sales and marketing leadership. This defined level of ownership can aid with structured communication and dissemination to a degree. However, concerns can arise when seeking win loss results from these two organizational teams. For instance, many sales groups only retain key client and competitor information on their wins, disposing notes from any losses. Additionally, according to Gartner’s report, entitled “Tech Go-to-Market: Three Ways Marketers Can Use Data From Win/Loss Analysis to Increase Win Rates and Revenue” by Todd Berkowitz, even ambitious programs can be sabotaged when sales staff fear that their failure to win will be held against them.

Leveraged

By assigning win loss analysis program ownership to a senior-leader sponsor or competitive intelligence (CI) function, these providers often report great success with circulating win loss intelligence amongst a broad range of key stakeholders and decision-makers. Senior leaders can thus fine-tune processes and strategies in product development, marketing, sales and customer service, to optimize performance and competitive advantage.

 

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Ryan is the founder of DoubleCheck Research a win-loss analysis firm focused on helping solution providers improve their win rates by turning buyer insights into competitive advantage. Having devoted more than 15 years in the research and advisory space working with leading retail and manufacturing companies, Ryan is no stranger to enterprise B2B buyers. At Gartner, he served as Area Vice President, Supply Chain Sales, where he directed a team of 34 field supply chain account executives and managers. Ryan and his team were responsible for servicing over half of the company’s global supply chain business. Prior to Gartner, Ryan served as Vice President of Retail & Manufacturing at AMR Research where he headed a team responsible for new business generation and client management. It was here, during an analyst call with a frustrated CIO, that he first recognized the gap between the executive’s buying process and the provider’s sales approach. After witnessing this scenario play out time and again, DoubleCheck was born.

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