A Closed-Loop System of Continuous Improvement: Applying Win/Loss
Whether you're new to win/loss analysis or want to build on your experience, our speaker, a visionary practitioner of competitive intelligence in the enterprise software industry, will share how his company garnered information and involvement from win/loss and put it to effective use.
Ken Schwarz, Director of Competitive Intelligence at Progress Software, walks you through three years of hard knocks - getting C-level executives to embrace the practice, dispelling ethical concerns, and winning the confidence of those that prefer to hide from, rather than learn from, lost accounts
Learn about key aspects of this successful Win/Loss program. Hear how Progress combined field and customer interviews, working closely with a third-party to perform independent interviews, and injected results into corporate circulation to improve product as well as sales effectiveness .
View Ken's presentation from the event.
- View sales activities as a learning opportunity waiting to happen
- Secure C-level buy-in to make curiosity and candid feedback a core company value
- Better understand the ties that bind product, sales, and competitive intelligence
- Create a field interview program in your own company
- Apply lessons learned to various activities, from product improvement to field enablement "battle cards”
This meeting is being held in conjunction with the Massachusetts Chapter of SCIP - Strategic and Competitive Intelligence Professionals.
Timeline for the evening:
6:15 pm: Registration opens
6:30 - 7:15 pm: Informal & structured networking (light refreshments are served)
7:20 - 7:30 pm: Announcements
7:30 - 8:40 pm: Panel Discussion with open Q&A
8:40 - 9:00 pm: Wrap up, networking follow up and depart
Premium Members: Free if you pre-register online at least one day prior to event or $10 at the door
Guests and Basic Members: $25 if you pre-register and pay online at least one day prior to event or $35 at the door
Speaker: Ken Schwarz, Director of Competitive Intelligence, Progress Software
Ken Schwarz is is an enterprise software professional with a broad product marketing background and specialization in competitive intelligence. His career spans marketing, sales, technical service delivery and product development. He is a staff manager and cross-function team leader. Ken has extensive international business development experience, with a specialty in Japan.