DoubleCheck specializes in win/loss analysis. Working with you to gain a deep understanding of your business and program goals, we create customized and flexible research programs that reveal why people really buy from you and why they don’t.

How It Works

Schedule Consultation

Have a quick call with a DoubleCheck team member to discuss your program goals, review planning best practices, and determine if our program fits your needs.

Select Program Options

DoubleCheck program options are flexible. Select a pre-built option or customize a program to suit your needs. If you're new to win/loss, consider a focused pilot to begin with before rolling out the program.

Two-Week Onboarding

New client onboarding includes a knowledge transfer and stakeholder workshop, creation of your customized survey and interview guide, and the development of an internal and external communication plan.

Outreach Begins

With planning completed and your program framework in place, DoubleCheck will work with your team to connect to the right buyers, begin the data collection process, and send along completed reports!

FAQs

How do we select the right interview targets?

There are four primary factors. We recommend selecting interview targets from deals that (1) closed within the last 90 days, regardless of whether they were wins or losses; (2) went the distance through your sales stages; (3) were competitive in nature, and a selection was made; and (4) have been vetted and pre-approved by your sales leadership team.

How do you gain sales to buy-in?

Sales teams are not always warm to the idea of a win/loss program at the start. However, to ensure program acceptance, we recommend including sales leadership in the initial planning process, communicating the program benefits and sharing our process with the sales team, allowing us to work with you on accountability measures, and using the findings for regular sales recognition.

How do you get people to respond?

We have a proven approach that includes leveraging the sales lead to introduce us to their primary contact, explaining the process in a simple and straightforward manner, and providing a “feel good” incentive—we offer a donation to a charity of the interviewee’s choice as a thank you for their time.

We know why we won or lost. Why do we need to outsource our win/loss program?

There are three reasons why some organizations choose to outsource: (1) It’s hard to do well internally, (2) the data gathered is incomplete or unreliable, and (3) some believe that an impartial interviewer can collect deeper and more honest feedback.

How do your programs scale?

Well! Our clients range from startups to some of the largest technology companies in the world. Our team is well-equipped to handle thousands of interviews a year on behalf of our client base. 

Who from DoubleCheck conducts the interviews?

Our analysts have deep experience in the technology space, having served in product marketing, sales leadership, and industry analyst roles at leading research and technology firms. Research firms include 451 Research, Forrester, Gartner, AMR Research, and Giga. Technology firms include EMC, Acquia, Documentum, Alfresco, Sun Micro, Aspen Technology, and LogMeIn.

Don’t see your question here?