As well as producing the BRC Win Loss report, which focuses on selling international VPN services, we apply our experience of gained from this report to other markets and technology sectors.
This enables clients to learn lessons from past won and lost sales and obtain a sound basis for making policy changes to increase revenue. We bring a detailed understanding of conducting win loss analysis, including the complex issues arising when large companies buy sophisticated solutions.
Our usual approach is to:
- Interview decision-makers at IT Director or Senior Manager level that recently evaluated alternatives and made a selection.
- Cover all the relevant topics that relate to each decision, including the subtle factors affecting the final decision, as well as the role of product feature comparisons, commercial factors and selling tactics.
- Use senior consultants at these discussions because the real decision factors are sometimes not obvious and consultants need to be knowledgeable and sensitive to get a proper understanding.
We can ensure that all research is confidential and, if required, that even respondents researched do not know who the work is for.
