Our client is dedicated to ensuring a high level of service to their clients and protecting against competitive threats. They understand that interviews with both new clients as well as lost prospects result in a well-rounded series of observations and provide invaluable insights to help them maintain client satisfaction and improve internal processes and their product offering.
MarketLauncher (ML) has been providing ongoing win/loss analysis on a quarterly basis for this client since 2010, interviewing new clients as well as lost prospects and providing year over year comparisons so that trends can be identified, observations benchmarked, and improvements actioned, implemented and monitored.
ML Services Provided:
Identify strengths and weaknesses
Capture competitive intelligence
Help improve the sales/marketing process
Influence product and services road maps
Improve positioning for future new business wins
Impact client retention and/or satisfaction
Program Results & ROI:
Obtain insights into our client’s as well as their competitors’ strengths and weaknesses
Expand our client’s understanding of decision criteria and market perception including the level of importance of pricing and functionality on the decision process
Gain product functionality insights that will impact product road map
Identify weaknesses in the sales cycle and make recommendations for improvement
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Interview execution process
Types of questions addressed
Examples of intelligence collected, from both a Win and Loss perspective
Data analysis and reporting
Examples of actual interviewee commentary and feedback
Our client was looking to better understand the future needs of a top tier account and that account’s perception of their services in order to provide better support and mine the account for potential new business opportunities.
Our client has a strong referral network program but began to see a portion of the network going dormant and was looking for ways to re-energize it while also introducing new stakeholders to their product.
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ML provides expertise across the full spectrum of B2B sales and marketing strategies to introduce your offering to the right buyers.
Since 2001, MarketLauncher, Inc. (ML) has been a highly specialized, business development consulting firm. Our 100% remote-based workforce develops and executes B2B prospecting and market research programs for professional service companies and technology solution providers around the world.
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