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Athenahealth Uses Churn Research to Match Customer Insight with Corporate Initiatives
Athenahealth Uses Churn Research to Match Customer Insight with Corporate Initiatives
Four Strategies Your Organization Could Use to Leverage Its Churn Research  AT A GLANCE The Scenario As a data-driven organization, athenahealth understood the importance of not only gathering data from specific customer relationsh
by Ryan Sorley
BeyondTrust Gains Actionable, Granular Detail and Big-Picture Insight From Win/Loss
BeyondTrust Gains Actionable, Granular Detail and Big-Picture Insight From Win/Loss
Four Best Practices for How Your Organization Can Process Its Win/Loss Research Data AT A GLANCE The Scenario BeyondTrust is the result of the combination of four previously separate vendors: Avecto, BeyondTrust, Bomgar and Lieberm
by Ryan Sorley
Veracode Secures Insightful Competitive Intelligence Through Win/Loss Analysis
Veracode Secures Insightful Competitive Intelligence Through Win/Loss Analysis
Learn How Your Organization Can Use and Benefit From Win/Loss Insights AT A GLANCE The Scenario Having a clear understanding of why Veracode wins and loses has always been paramount to the organization.
by Ryan Sorley
Win/Loss Insight "Breathes Life" Into CRM Numbers
Win/Loss Insight "Breathes Life" Into CRM Numbers
Four Best Practices to Turn Win/Loss Insights Into Actionable and Measurable Change AT A GLANCE The Challenge To drive organizational change, a SaaS company understood that it was essential to expand its win/loss readership group b
by Ryan Sorley
Why Win Interviews Are as Crucial as Loss Interviews for Future Success
Why Win Interviews Are as Crucial as Loss Interviews for Future Success
“What is the value in win interviews?” It’s a question that I’m regularly asked by clients: “What is the value in win interviews?” Oftentimes, companies come to use win-loss analysis in search of the reasons why they’re losing deals.
by Kathleen Reidy
You Lost a Deal: Here is the Secret to Not Losing the Next One
You Lost a Deal: Here is the Secret to Not Losing the Next One
(this article was featured on Entreprenuer.com)
by Ryan Sorley
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