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Willem Maas
President, Growth Velocity
About
I'm the Founder and CEO of Growth Velocity. We're a team of qualitative and quantitative research experts that specializes in Win/Loss Analysis for B2B technology companies.
Content
Willem Maas
Growth Velocity President • January 31
For continuous win/loss insights, consider combining a once-per-year formal win/loss analysis (eg interviews and scorecarding with decision makers) with quarterly win/loss reviews. During the quarterly reviews you're with the sales team, debriefiing on each deal to find win or loss causes. To tho......Read More
863 Views
Willem Maas
Growth Velocity President • March 8
Feedback from champions in recent deals can be helpful here, too. When was it hard to make the case internally to switch to your product? How did any competitors in the deal make it easy to buy from them than you? Correlating the buyer's experience/ feedback with your won and lost outcomes should......Read More
523 Views
Willem Maas
Growth Velocity President • March 14
For a current feature, I'd ask your customer about using it in a recent time period (eg last month or last week). How many times in that span? How did she use it, or even better show you how. What does she recall liking or disliking about it? For an upcoming feature, in recent time period, has th......Read More
413 Views
Willem Maas
Growth Velocity President • December 8
@Vishal Naik I agree! In a former life as a B2B product manager, I struggled to get useful input on the needs of new buyers. Most of my time and attention was spent enhancing the current product for current customers. Input about new buyers was often in the form of "specials" for large deals. By ......Read More
269 Views
Credentials & Highlights
President at Growth Velocity
Formerly Vigilent, USGBC, FICO, Macromedia/Adobe
Lives In Napa, California
Knows About Competitive Positioning, Messaging, Market Research, Influencing the Product Roadmap