FinTech at scale requires great products and services, market intelligence, and a high sales win rate.  Analyzing the reasons for won and lost deals in a competitive market is therefore crucial.  Lacking that information, innovation is intermittent at best.  Companies that scale, and survive long term, continually innovate – in their products, technology, business models, and sales methods.  Rigorous win/loss analysis is a structured way for salespeople, sales managers, marketers, and product managers to understand their competitive position, unmet market needs, and buyers’ behavior.

“When there is no technological advancement, companies tend to ossify. They’ll keep doing what they’ve always done because it’s worked, except now it doesn’t work…” [Video]  Read More