Tag: win-loss analysis
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What is your actual win rate?
Read this blog to understand the difference between a funnel win rate and competitive win rate
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Trust but verify – how I use ChatGPT for competitive analysis.
Trust but verify – how I use ChatGPT for competitive analysis. It’s been a few weeks since I did a post – I was heads down, working on client deliverables. I guess I shouldn’t complain – it’s the life of a consultant! I recently received an email from a SaaS software company. The email copy…
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How to use sales history to improve your vertical go-to-market performance?
In the last blog post, I discussed the value of ‘white space analysis’ using your sales data history. We discussed how it can help you sharpen your customer marketing, improve your sales coverage model, and identify issues in your go-to-market strategy among other benefits. Today I will discuss how to leverage sales history data and…
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White space analysis – key to successful cross-sell drip campaigns?
In the last blog post, I discussed the value of ‘land and expand’ analysis of your sales transaction data. We discussed how it can help you sharpen your go-to-market execution, increase ACV (Average Contract Value) and create more effective customer marketing programs, among other benefits. Today I will discuss a secondary advantage of analyzing sales…
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Why ‘Land & Expand’ analysis of your sales data is a goldmine
There is so much you can learn from the ‘land and expand’ analysis of your sales history. It can help you sharpen your go-to-market execution, increase ACV (Average Contract Value) and create more effective customer marketing programs, among other benefits. What is land and expand data analysis? You start with extracting sales transaction history into…
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Seven tips for an awesome win-loss analysis
Here are seven practical tips I would offer for an awesome win-loss analysis
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How detailed should a competitive analysis be?
This post answers the question – Is it enough to do a high-level competitive analysis (containing information such as company overview, overview of their key products, overview of their go-to-market, list of their recent marketing programs, recent wins and losses, and SWOT analysis) or should you go into more details in your competitive analysis?
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How to excel at competitive analysis
In this post I will share the three frameworks I have used to successfully create, document and share competitive analysis with my clients.
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How to build an actionable Total Available Market (TAM) and Total Obtainable Market (TOM) dataset
I will share my thoughts, based on my prior experience, on how to build an actionable TAM (Total Available Market) and TOM dataset (Total Obtainable Market).
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3 biggest mistakes that marketers make when positioning their solution
I was recently speaking with a client about some of the positioning mistakes I have seen and wanted to share some of that conversation with the readers of my blog. Following are the three big mistakes I have seen marketers make: Mistake #1: Many marketers/agencies want to invent a new category when positioning their solution,…
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How to position against your biggest competitor?
One of the key activities during the product positioning process is identifying your key competitors and then highlighting how your solution’s key capabilities address customer issues better than the competition. However, many product marketers forget to consider one of the most important competitors in the process (and likely the biggest one) – status quo. In…
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Pricing Matters
It is a new fiscal year for many of you and you may be considering tweaking your pricing models this year. Having done a few SaaS enterprise pricing engagements in the past, here are seven considerations, as you revisit pricing. These seven considerations are valid irrespective of your pricing model – whether it is per…
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