The Thorough Analysis And Objective Presentation You Need To Make A Difference

Growth Velocity is a team of qualitative and quantitative research experts that provides a best-in-class Win/Loss Analysis service for B2B technology companies.

We do more than just ask a question and get an answer.

To get a clear understanding of the buyer’s decision making, we follow-up. We probe. We dig deep.

We analyze the raw data to find the big patterns driving wins and losses. We explain the patterns, and document them with buyer quotes. So you know what changes to make and why they’re necessary.

And we foster collaboration between cross-functional teams with an impartial presentation of our findings and recommendations.

What Will A Win/Loss Analysis Tell You

Prospective buyers ask themselves two essential questions: “Will I?” and “Which one?” We’ll show you how to win those decisions with our Win/Loss Analysis service.

Will I?

To increase opportunity creation and reduce no decisions, our interviews are a deep dive into the buying context, the funding decision, and initial perceptions of the solution space. After analyzing the data to identify the winning patterns and understand why they occur, we recommend improvements to targeting, messaging, and sales process and enablement.

Which one?

To improve opportunity win rate, we interview buyers about their perceptions and thoughts as they shortlisted solutions and then selected one. We make these deep dives actionable by identifying the key criteria that drive wins and losses overall. And we explain how and why buyers assess competing alternatives on those criteria. Teams that have this deep understanding of the criteria that control outcomes are able to make rapid, data-driven improvements.

an animation showing opportunity creation and lead growth
Graphic showing how to make the business case for Win-Loss Analysis

A formal and rigorous win-loss analysis program enables better segmentation, product strategy choices, and sales enablement … those that take a more comprehensive approach have seen up to 50% improvement in win rates.

Todd Berkowitz | Practice Vice President

Gartner logo

Customer Stories

See how we partner with our customers to make a difference.

Willem not only got our customers to share openly about the issues that matter to us, but also helped us understand, absorb, and take the right action on them.

Peter Farago | VP & GM