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 blind interviews, including issues around confidentiality and anonymity, and how to keep human bias from sneaking into win/loss study results.
Dan: Richard, if you survey FinTech buyers about anything, you have to preserve their confidentiality. Otherwise, people won’t even take the call. Nobody wants to risk exposing their source of advantage to their competition.That trust is essential. Read More