Pune, Maharastra -- (SBWIRE) -- 12/17/2015 -- Win Loss Analysis has emerged as a hot field within market research and competitive intelligence, guiding organizations toward clarity in discovering root causes for why they're winning and losing in competitive sales opportunities. Although vendor selection reasons are usually straightforward and typically based on solution capabilities and price, buyers sometimes choose vendors for less obvious reasons, such as personal relationships with sales reps, historical concerns about a vendor's service and support, or lack of confidence in an emerging company's long-term financial viability. Complete report available at http://www.marketreportsonline.com/436456.html.

Emerging trends in the B2B market highlight the growing competition for new contracts: in 2015, close to 50 percent of survey respondents indicated they're experiencing more competition compared to 2014. Additionally, the way in which B2B buying has changed—today, most B2B buyers and buying committees research vendors and compile short lists before they even contact potential vendors.
In our 2015 State of Win Loss report, tis report highlights ongoing trends in Win Loss Analysis, including ways in which organizations are conducting their Win Loss research, how long typical Win Loss programs have been in place, and annual spend on Win Loss initiatives. We then overlay performance-based metrics on top of the operational findings to highlight best practices in Win Loss programs. We also include strategies and tactics for setting up and leveraging Win Loss initiatives to get the most from these programs over the long term.

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List of Figures

Figure 1: Respondent Departments
Figure 2: Respondent Management Level
Figure 3: Respondent Vertical Industries
Figure 4: Respondent Organization Sales Force Size
Figure 5: Respondent Role in Win Loss Process
Figure 6: Incidence of Competition: 2014 vs 2015
Figure 7: Win Loss Data Sentiment: 2014 vs 2015
Figure 8: Segmented Win Loss Data Sentiment
Figure 9: Company Performance and Win Loss Data Sentiment
Figure 10: Win Loss IQ and Win Loss Data Sentiment
Figure 11: Program Success and Win Loss Data Sentiment
Figure 12: Overall Status of Win Loss Analysis Efforts
Figure 13: Win and Loss Analysis Frequency
Figure 14: Company Performance and Win Loss Analysis Frequency
Figure 15: Win Loss IQ and Win Loss Analysis Frequency
Figure 16: Program Success and Win Loss Analysis Frequency
Figure 17: Benefits of Win Loss Programs
Figure 18: Ranked Importance of Win Loss Benefits
Figure 19: Pricing Strategy Segmented by Organizations With and Without Win Loss Programs (2015)
Figure 21: Usage of Win Loss Program Data

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