WHAT IS WIN/LOSS ANALYSIS?
At Blue Lemon Partners we focus on Sales Performance Management by providing our clients with Actionable Insights that reduce Client Acquisition Costs and Client Churn and result in higher, more predictable revenue and stronger profits. We achieve this through our application of Five-Quarter Pipeline Management, Win-Loss Analysis and Customer Experience Analysis.
WHAT IS WIN-LOSS ANALYSIS?
Win-Loss Analysis is the market research practice focused on identifying Actionable Insights into why clients chose to buy your products and services, and why other prospects decided to select another vendor instead of you. This usually entails conducting extensive telephone interviews with new clients or lost prospects. By identifying why you win and lose, you can systematically replicate what is working, and develop strategies to address the reasons you lose. The bottom line: These insights and your associated action plan drive improved
bottom-of-funnel conversion rates resulting in lower CAC.
FIVE-QUARTER ROLLING PIPELINE ANALYSIS?
Many organizations have very limited visibility into their sales pipeline. This often results in a high degree of uncertainty and volatility in revenue results. The lack of long-term pipeline also limits leadership’s ability to make informed decisions about investments into the business.
BLP has helped our clients develop high quality Five Quarter Rolling Pipelines “5QRP." We accomplish this by developing a clear understanding of the organizational barriers that are preventing the development of the pipeline and creating the appropriate Management and Sales personnel behaviors, processes, and tools that encourage and support the development of a longer-term Pipeline. In addition, we can help your organization translate the reams of data generated from your CRM systems and turn it into Actionable Insights which can be used by your Sales Managers and Salespeople in the day to day management of your pipeline.
TESTIMONIALS
WHAT IS WIN-LOSS ANALYSIS?
Win-Loss Analysis is the market research practice focused on identifying Actionable Insights into why clients chose to buy your products and services, and why other prospects decided to select another vendor instead of you. This usually entails conducting extensive telephone interviews with new clients or lost prospects. By identifying why you win and lose, you can systematically replicate what is working, and develop strategies to address the reasons you lose. The bottom line: These insights and your associated action plan drive improved
bottom-of-funnel conversion rates resulting in lower CAC.
WHAT IS CUSTOMER EXPERIENCE ANALYSIS?
Customer Experience Analysis is a market research practice that focuses on proactively identifying the issues that are preventing your customer’s implementation and full-scale rollout of your software or services. This usually entails conducting extensive telephone interviews with your clients. By providing these insights, we enable our clients to identify and eliminate subscription revenue recognition issues, reduce overall client churn and improve the likelihood of upselling your clients with additional capabilities.
HOW WE CAN HELP
At Blue Lemon Partners we focus on creating competitive advantage for your Sales organization. We do so through the implementation of a Win-Loss Analysis process. This process provides your organization with actionable insights from new customers as well as insights from lost opportunities in order to help you better understand why you win and why you lose business.
Knowledge is a competitive advantage. With these insights you can reinforce the reasons you win and develop strategies to over come the reasons you lose. Without these insights many organizations devolve into opinion-based figure pointing instead of fact-based problem solving.
At BLP we focus on providing your organization with the independent fact-based insights to help guide you and other members of the Senior Management in the development of strategies and tactics to drive higher bottom of funnel conversions and ultimately higher revenue.
