Coffee & Compete
Turning Win-Loss Insights Into Action w/ Valerio Bonaldo, Director of Product Marketing @ Seismic
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.
28:59
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Quick takeaways
- The implementation of a win-loss program begins with testing a specific hypothesis to uncover competitive advantages, which can lead to enhanced processes.
- Engaging various stakeholders across the organization cultivates a collaborative environment, making win-loss insights actionable and relevant for all departments involved.
Deep dives
Understanding the Catalyst for Win-Loss Programs
The implementation of a win-loss program often begins with a specific hypothesis to evaluate a company's competitive advantage. An example cited in the discussion illustrates how the team sought to determine if being the first vendor to engage in a deal impacted win rates. Their research confirmed this hypothesis, leading to enhanced lead generation and quicker responses to demo requests. This foundational insight not only validated their initial premise but also set the stage for expanding their win-loss program into a comprehensive initiative.
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