In the introduction to the Win/Loss Analysis in FinTech interview series, “It’s Not What You Think!“, we launched a discussion about topics including what is win/loss analysis, who it is for, why FinTech is different, and how to run an effective analysis program in that market. In this interview, Richard Case and I talk about data-driven win/loss analysis, ROI issues, and how asking the right questions during the interview impacts the study results.
Dan: Richard, quants love data. So, let’s talk about how to make win/loss interviewing data-driven. How does win/loss analysis turn the unstructured content from an interview with a buyer into actionable data?
Richard: Well, not all win/loss analysis out there turns qualitative interview responses into quantitative, analytical data to support decision-making. It depends on how you do it. But let’s back up. When you say “quants,” who do you mean? Read More