Increasing revenue and retention with win-loss analysis | Ryan Cuellar, Chief Delivery Officer at Primary Intelligence

In this episode of Product Marketing Life, we're joined by Ryan Cuellar, Chief Delivery Officer at Primary Intelligence, where we discuss the ways in which win-loss analysis can be used to increase revenue and retention.

Win-loss analysis is key to any successful product marketing endeavor. It delves into essential factors like why customers make certain decisions, and hones in on four categorical areas: price, product, sales motion, and company. But here's the catch, it's not just a deep product review; it goes deeper by exploring decision-making processes and the human element behind them.

Key talking pointsFour categorial areas that interplay in the customer’s decision-making processes.Understanding stakeholders' metrics, especially sales, to produce actionable recommendations.Building a strong relationship within the sales team and why it’s crucial for a successful win-loss program.Metrics don't change on their own; they change with people.Overcoming sales objections and improving win rates.Demonstrating an understanding of buyers' unique needs.

ResourcesFollow Ryan on LinkedInJoin the conversation in the PMA Community Slack channelAccess our eBook and explore the world of win-loss programs