Best Practices for a Win/Loss Program
Dance Battle Podcast
On Dance Battle: The Competitive Intelligence Podcast, you'll hear podcast host Alex McDonnell interview IcebergIQ CEO Natasha Narayan about best practices for setting up a win/loss or churn study. Some of these include:
Scoping the research and building a brief
Getting internal buy-in and participation from stakeholders upfront
Ensuring the right mix of wins and losses in your study
The overall goal is to get candid customer feedback that delivers actionable insights and builds a culture of learning. "It's about everyone doing better as an organization and increasing the win rate," Natasha says.