Coffee & Compete Turning Win-Loss Insights Into Action w/ Valerio Bonaldo, Director of Product Marketing @ Seismic
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Mar 7, 2025 Valerie Bonaldo, Director of Product Marketing at Seismic, shares her deep expertise in win-loss program implementation. She discusses the importance of transforming win-loss insights into actionable strategies that engage stakeholders across the organization. Valerie emphasizes the need for timely engagement and collaboration among sales and marketing teams, integrating various data sources for better decision-making. She also provides her best tips for measuring the impact of your win-loss analysis to drive continuous improvement.
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First Mover Advantage Hypothesis
- Seismic's win-loss program began with a hypothesis: does being first in the deal impact win rates?
- A quick study confirmed this, influencing changes in lead generation and outreach, and prompting a full program.
Quick Response & Engagement
- Early win-loss insights at Seismic revealed the importance of quick responses and effective engagement with customers.
- Being first at the table allows for driving the narrative and avoiding being behind.
Stakeholder Expansion
- Seismic's win-loss program expanded to include various stakeholders like sales, product, executive team, enablement, and customer success.
- Gathering input from all stakeholders ensures relevant insights for each department.