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 excerpt from the interview series, Richard Case and I examine the Build…

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…