How do you evaluate competitive intelligence firms to conduct some win/loss analysis?

Answer

10 Answers

Market Research

Brady Jensen

cleargtm.com Founder • 7y

Most vendors do a good job of win/loss, especially when compared only to what your team is able to do in-house. Garter's research about how flawed win/loss answers are when they come from inside the company is 100% right. However, what I've learned from standing up win/loss at a few different companies is that you want to make sure you trust the elicitation skills of the person actually conducting the interviews. Folks who gather other types of market intelligence and are used to gleaning insigh ...Read More

981 Views
Ryan Sorley

DoubleCheck Research Founder • 7y

Full disclosure, I work for DoubleCheck Research http://www.doublecheckresearch.com a full service win/loss firm in Boston just focused on B2B tech. When looking for a win/loss firm, you may want to take into consideration a few things: Focus—Is the firm truly focused and specialized in win/loss analysis or is win/loss analysis just one of many things they do. Track record of success—Who does the win/loss firm have as referenceable clients. Analysts—Who is conducting the interviews, what is the ...Read More

791 Views
JJ Xia

Arcade Head of Product Marketing | Formerly Zuora • 7y

We used Clozd, and so far they are fantastic. Every interview transcript is immediately available, and they offer a dashboard for us to start visualizing the trends/patterns that emerge from the customer interviews.

1,765 Views
Dave Kong

Cleanlab Head of Marketing • 7y

Highly recommend Brady (https://sharebird.com/profile/bradyjensen) from Aggregate Insights, worked with him before. Very structured process and pretty good at getting a layer or two beneath those standard canned answers to find takeaways that are actionable.

Probably easiest to direct message him through Sharebird if interested.

672 Views
Jennifer Bui

Dialpad Senior Product Marketing Manager • 9y

I'm currently using Primary Intelligence, they're fantastic! They not only provide consulting services, they have an excellent web tool (Truvoice) to manage your program.

619 Views
Cynthia Van Meir

Veeva Systems Director of Product Marketing • 6y

We work with Ryan and team at Double Check http://www.doublecheckresearch.com and have really seen a lot of value in the partnership. I really like that they are able to accomodate both a qualitative and quantitative approach. We operate in a very dynamic enviroment undergoing tremendous shifts at the moment, Double Check has been great and adapting to our needs and shwoing flexibility in the ways we can work together.

824 Views
Kristen Ribero

unitQ VP Marketing • 9y

I’ve worked with Diane at dimensional research at a couple different companies - http://dimensionalresearch.com/. Very thorough and collaborative

589 Views
Launa Chavez

Beeline Product Marketing Manager | Beeline VMS | IQNavigator VMS • 6y

We've had good results with https://www.primary-intel.com/ -- I love their interview capability, their reports and they have great account management service. They really take the time and effort to get at the roots of both wins and losses. It's also important to debrief with all sales teams in order to get the value of the intel.

462 Views
Dena Nejad

Hover Director of Marketing • 9y

I used these guys and they were fantastic: https://www.infinitiresearch.com/about-us

414 Views
Daniel Palay

KPI Sense Chief Executive Officer • 6y

Without turning this into a "pitch," I do some of this work, too. Essentially all of my engagements are rooted in some degree of internal and external primary research, though the focus is usually a bit broader than win-loss alone (and usually goes into recommendations on how to leverage the info). Always happy to discuss.

544 Views