PSP has done outstanding win/loss consulting for us this year. We compete in a very fast-growing and fragmented industry where we had trouble getting details on the true capabilities of our many competitors. We wanted to know what we could do to improve our win rate in sales, inform our brand/marketing message planning, as well as our product management and strategic acquisitions teams. PSP did blind/anonymous interviews for us and provided executive analysis to our VPs.

The win/loss program was a big hit with our global sales organization. Salespeople were very eager to see what customers said in interviews of their own customers and they liked to compare their experience and get ideas from reading interviews of other rep’s deals. We made battlecards and sales training based on what we learned and because the salespeople knew where the information came from, they trusted and used them.