Work Product (Artifact): Win-Loss Review |
This artifact captures the reasons that a product was or was not selected by a customer.
Relationships
Roles | Responsible: Product Manager | Modified By:
Input To | Mandatory: None | Optional: Identify Components | External: None
Main Description
The win-loss review involves identifying and analyzing the reasons that a product was or wasn't selected by a customer. Sales effectiveness can be improved by knowing the real drivers that are causing deals to be won or lost. Key information about past wins and losses that an organization needs to be effective are often in the heads of sales reps, product marketing personnel, or the customers. By institutionalizing a win-loss review process, this important knowledge can be captured and used as input to product positioning and product development efforts.
Properties
Optional |
Planned |
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