CRM Win-Loss Optimization
Consulting designed to maximize the integrity of competitive win/loss reports and underlying win/loss statistics derived from Salesforce.com and other popular CRM platforms.
Accurate win/loss data is mission critical to every competitive analysis program. Without it, you might as well pack up and go home. You have no clue as to where to make your competitive analysis investments or what impact the competition should have on your product roadmap.
Too many high-tech vendors give up on the notion that it’s possible for their CRM (such as Salesforce.com, SAP Hybris Sales Cloud, Oracle CRM, and Microsoft Dynamics) to capture accurate win/loss data – mainly due to the “garbage in, garbage out” mindset. “Garbage in” results when sales personnel are not properly tracking competitive influences in forecasted opportunities. “Garbage out” refers to inaccurate win/loss data infecting your reports.
Well, LeadingEdge has incredible news! It is possible to virtually eliminate inaccurate win/loss data. And it’s much easier than you think. LeadingEdge can work with key company stakeholders in sales and marketing, and your CRM administrator, to optimize your CRM in the following ways:
- Introduce a third opportunity closed status called “Closed – No Decision”
- Enable “technical enforcement” to require population of key opportunity fields
- Implement new opportunity fields, such as:
- Competitor pick lists
- Opportunity winner
- Closed – Won reasons
- Closed – Lost reasons
- Closed – No Decision reasons
- Competitor win/loss reports
The deliverable for this engagement is a comprehensive report depicting all of the agreed-upon changes to be made to your CRM by your CRM administrator. This entire project can be completed within just two to three weeks.
Why select LeadingEdge to help optimize your CRM? We’re glad you asked.
Laser Focused on IT
Unlike our competitors who may serve airlines, banks, and restaurant chains, LeadingEdge is 100% dedicated to serving software, hardware, and IT services vendors. Our consultants average 15-20 years of IT industry experience with subject matter expertise across virtually all IT industry segments, including security, networking, cloud, IT service management (ITSM), storage, virtualization, and more.
Strong Technical Foundations
Our competitive analysis consultants have technical backgrounds as IT practitioners and/or as consultants serving IT vendors for a couple of decades. Unlike many our competitors, our consultants have the technical chops to do deep-dive analyses of your closest competitors.
Full Portfolio of Competitive Analysis Services
Most of our competitors offer one or two of the services that we offer. We offer a portfolio of six competitive analysis services, not to mention dozens of other marketing, research, and publishing services. LeadingEdge is your one-stop shop for all of your competitive analysis needs.
Need help with other competitive analysis initiatives? Click on any of these related LeadingEdge services to learn more: