Research and Markets: State of Win Loss 2015: How Companies are Leveraging Win Loss Findings to Better Understand Buyers and Increase Organizational Win Rates

DUBLIN--()--Research and Markets (http://www.researchandmarkets.com/research/69w883/state_of_win_loss) has announced the addition of the "State of Win Loss 2015: How Companies are Leveraging Win Loss Findings to Better Understand Buyers and Increase Organizational Win Rates" report to their offering.

In the State of Win Loss report, this industry highlights ongoing trends in Win Loss Analysis, including ways in which organizations are conducting their Win Loss research, how long typical Win Loss programs have been in place, and annual spend on Win Loss initiatives. We then overlay performance-based metrics on top of the operational findings to highlight best practices in Win Loss programs. We also include strategies and tactics for setting up and leveraging Win Loss initiatives to get the most from these programs over the long term.

Win Loss Analysis has emerged as a hot field within market research and competitive intelligence, guiding organizations toward clarity in discovering root causes for why they're winning and losing in competitive sales opportunities. Although vendor selection reasons are usually straightforward and typically based on solution capabilities and price, buyers sometimes choose vendors for less obvious reasons, such as personal relationships with sales reps, historical concerns about a vendor's service and support, or lack of confidence in an emerging company's long-term financial viability.

Emerging trends in the B2B market highlight the growing competition for new contracts: in 2015, close to 50 percent of survey respondents indicated they're experiencing more competition compared to 2014. Additionally, the way in which B2B buying has changed today, most B2B buyers and buying committees research vendors and compile short lists before they even contact potential vendors.

Key Topics Covered:

1. Overview of Win Loss Analysis

2. Key Report Findings

- Prevalence of Win Loss Programs

- Win Loss Benefits

- Operationalizing Win Loss Analysis

3. State of Win Loss Background and Methodology

4. Understanding Outcome Metrics in the Context of Win Loss Programs

5. Respondent and Organizational Demographics

- Respondent Departments

- Respondent Roles

- Respondent Vertical Industries

- Respondent Sales Force Size

- Respondent Role in Win Loss Process

6. Selling in the B2B Market Today

- Greater Competition Drives Need for Win Loss Intelligence

- Strong Desire for More Win Loss Data

- Organizations with Win Loss Programs Better Positioned for Data Access

- Win Loss Data Sentiment and Outcome Metrics

7. Prevalence of Win Loss Programs Increases between 2014 and 2015

8. Win Loss Analysis Frequency Shows Most Firms Analyzing Large and Strategic Deals

- Overall Findings

- Win and Loss Analysis Frequency and Outcome Metrics

9. Overall Benefits of Win Loss Programs Point to Focus on Buyers

- Benefit Ranking Shows Understanding Buyers Most Important Benefit

- Pricing Strategy Benefits

- Pricing Strategy Comparison to 2014

10. Most Firms Struggle to Turn Data into Actionable Intelligence

- In Their Own Words: Respondents Describe Win Loss Program Benefits

11. Sales Teams Typically Resist Win Loss Programs

12. Usage of Win Loss Data Focuses on Sales Performance

- Most Reps Carry Significant Annual Quotas

- Quota Attainment is Out of Reach for Most Reps

- Majority of Reps Need Six+ Months to Ramp Up

- Win Loss Programs Primarily Benefit Direct Sales Reps

Companies Mentioned

- Pragmatic Marketing

- Salesforce.com

- SurveyGizmo

- SurveyMonkey

For more information visit http://www.researchandmarkets.com/research/69w883/state_of_win_loss

Contacts

Research and Markets
Laura Wood, Senior Manager
press@researchandmarkets.com
For E.S.T Office Hours Call 1-917-300-0470
For U.S./CAN Toll Free Call 1-800-526-8630
For GMT Office Hours Call +353-1-416-8900
U.S. Fax: 646-607-1907
Fax (outside U.S.): +353-1-481-1716
Sector: Telecommunications and Networks

Contacts

Research and Markets
Laura Wood, Senior Manager
press@researchandmarkets.com
For E.S.T Office Hours Call 1-917-300-0470
For U.S./CAN Toll Free Call 1-800-526-8630
For GMT Office Hours Call +353-1-416-8900
U.S. Fax: 646-607-1907
Fax (outside U.S.): +353-1-481-1716
Sector: Telecommunications and Networks