Tag: win-loss analysis
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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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Win Loss Analysis – some thoughts
A few of you have recently reached out to me regarding win-loss analysis. I had written multiple posts on it a while back, but wanted to revisit a few points. Why is it essential? If you don’t have a formal win-loss program, I recommend getting started as soon as possible. If you have one, consider…
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Assess what worked well and what did not in 2020, to help you frame your 2021 product marketing plan
With 2020 behind us, this is a good time to assess how well your 2020 product marketing plan worked and where the gaps were – for messaging/positioning, pricing, sales/partner enablement, and content. It will help you identify where are the biggest opportunities for improvement in 2021. For example: Can you significantly reduce the sales onboarding…
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