Grow your product's sales and kick start your organization with a deeper understanding of why customers are buying or not buying your products, as well as identifying gaps in a number of areas such as sales training, sales tools, product positioning, pricing and promotion.

1. Market Insight Through
Win/Loss Analysis
Grow your product's sales and kick start your organization
with a deeper understanding of why customers are buying
or not buying your products, as well as identifying gaps in
a number of areas such as sales training, sales tools,
product positioning, pricing and promotion.
BCTIA - Product Management Group – April 2012 - Facilitator
Derek Pettingale – Product Marketing Manager, Schneider Electric - Solar

2. Next Event
When Good Products Go Bad
Managing product liability and stakeholders
when things go wrong. The good, the bad and
the ugly news for Product Managers.
BCTIA - Product Management Group – May 8, 2012 - Facilitator
Derek Pettingale – Product Marketing Manager, Schneider Electric - Solar

3. The goal of the Product Management Group is to promote and enhance the
profession of Product Management in BC’s technology industry. The BCTIA
with Members of the Product Management Group work collaboratively to:
• Promote Product Management as a recognized discipline
• Encourage the sharing of best practices in a non-competitive environment
• Provide networking and peer building opportunities for product managers
Product Management Group events are open to product managers, product
marketing managers or those responsible for product management in their
organization. Attendees must work for a BC based technology company in any
technology sector, whose core business is the development and/or
distribution of technology-based products or services.

4. At Your Company Win / Loss Analysis is the
Responsibility of?
- sales
- marketing
- product management
- 3rd party
- no one

5. At Your Company What is the Primary Method
of Selling?
- Field Sales
- Telesales
- Website
- VARs
- Distributors

6. Does Your Company Conduct Win / Loss For:
- all opportunities
- opportunities related to certain products or
markets
- opportunities over a certain threshold
- RFPs

7. Other Than Price and Features Why Does Your
Company Lose Deals?
Other Than Strong Relationships and Great Sales
Efforts Why Does Your Company Win Deals?

8. How should I conduct Win / Loss? Where?
How long after the should I wait before
conducting a win / loss review?
Should sales be involved?
Who should I share the results with?
If we sell through partners how do I connect
with those customers?

9. Product Management Lead Win / Loss Analysis:
You will learn…
1. How to win more deals.
2. How your price compares to…
3. Which sales tools are most effective.
4. How important different aspects of your offering are.
5. If you are actually selling to the right buyers.
6. How you can remove obstacles during the sales process.
7. Which missing features are really causing lost sales.
8. What you’re doing right.
9. Which messages resonate with your customers and buyers.
10. What buyers need from you to help them buy.

10. Win / Loss Resources
www.pragmaticmarketing.com
Search: Win Loss
View: Web Seminar
Download: Review Checklist

11. Questions, Comments
BCTIA - Product Management Group – April 2012 - Facilitator
Derek Pettingale – Product Marketing Manager, Schneider Electric - Solar