1. Truths & Misperceptions about Win Loss Analysis © Primary Intelligence, Inc. 2015 June 10, 2015

2. Connie Schlosberg Digital Marketing Specialist Primary Intelligence

3. Housekeeping This session will be available on our website All phone lines are muted Please ask questions using the Chat function

4. Carolyn Galvin Director of Industry Insights Primary Intelligence

5. The State of Win Loss How Organizations are Leveraging Win Loss Programs to Increase Buyer Understanding, Develop Competitive Strategies, and Improve Company Performance

6. Today’s Agenda Brief Overview of Primary Intelligence What is Win Loss? Background & Methodology Selected Key Findings Conclusions & Recommendations Q&A Upcoming Research Prize Winners

7. Ken Allred CEO & Founder

8. We analyze more than 3,000 deals and customer engagements annually We evaluate more than $20 billion worth of purchase decisions annually We manage 568 win loss and customer experience programs We support more than 6,000 sales, marketing, product, CI & customer leaders globally We work with 6 of the Fortune 20

9. What is Win Loss Analysis? Explains buyer choice Transformative

10. Win Loss in Practice Differences in program maturity Differences in organizational approach Primary Intelligence: Solution Performance Sales Impact Company Attitude Pricing

11. State of Win Loss Research Background Goals: Understand how organizations are performing Win Loss Analysis and using Win Loss data Understand impact of Win Loss programs on company results

12. State of Win Loss Research Methodology 60-question online survey Outreach timing: March – October 2014 Outreach to 5,400 individuals Feedback from 175 respondents

13. 76% performing Win Loss

16. 3x – 7x higher win rate

18. “Specific feedback on opportunities lost that assists to increase future win rates.” In the last six months, what was the most significant thing that your organization’s Win Loss Analysis program helped you with? “Improve sales process and measurement techniques…engagement model for sales reps to clients.” “It enables me to ask for best practices and I also learn what customer’s value.” “Competitive forces.”

20. Win Loss Data Frequency Fitbit Primary Intelligence

21. “Accurate update on what competitors are doing in real time instead of six months later.” – Account Manager, Workforce Management Vendor In the last six months, what was the most significant thing that your organization’s Win Loss Analysis program helped you with?

24. Win Loss Collection Methodology Potential customer contacts PI about WL Program No response from PI in over 2 weeks Prospect goes to competitor PI conducts Loss Review; interviews lost prospect “No response for over 2 weeks” SVP Sales -> Sales Rep: “Why not?” Sales Rep says he contacted prospect day he got lead Rep got lead 2 weeks after submitted Breakdown: Emails going to unmonitored inbox START FIX

31. Conclusions & Recommendations If no Win Loss program in place, start today Determine ways to implement real-time access for users Collect information from buyers and sales reps Watch your game tape More detailed results in full report Participate in 2015 State of Win Loss research

32. MORE INFORMATION 2014 State of Win Loss Report: http://bit.ly/1IqsNDw Participate in 2015 State of Win Loss http://bit.ly/1HjD8lO Industry Insights at Primary Intelligence: http://bit.ly/1QG2uLB Industry Insights Mailing List: http://bit.ly/1Mj3VhD Primary Intelligence: http://www.primary-intel.com/

33. Questions?

34. Upcoming Research 2015 State of Win Loss/State of Customer Experience Sales Intelligence analysis Buyer persona research

35. And the Prize Winners are…..

36. Connect with us! linkedin.com/company /primary-intelligence @PrimaryIntelprimary-intel.com/blog

37. © 2015 Primary Intelligence, Inc. 37 Questions? Thank You! Thank you!