As many of you know, the digital operations team rolled out a new field for closed opportunities. As sales teams close opportunities, this new field allows sales teams to select from a list of reasons. Why is this so important? Tracking lost sales can actually help you generate more revenue. Great insight can be gained from understanding losses, competitive intelligence, process deficiencies/inefficiencies, relationship issues, pricing and general funnel management. In particular, this data will allow sales to have a stronger voice in things like:
- Prioritizing product roadmap and feature requests
- Implementing process improvements around licensing/pricing
- Ensuring our products stay competitive
- Developing specific marketing campaigns in certain regions/territories
- Providing sales teams have information and training on high volume competitors
Loss Reason Categories and Subcategories:
- Budget/Approval
- Timing
- Status Quo/No Change
- Competitor
- Angoss
- Design Expert
- Excel
- Homegrown Solution
- JReview
- Matlab
- Minitab
- Modde
- Other
- Python
- R
- Salford
- SAS
- Spotfire
- SPSS
- Statistica
- Tableau
- Lack of Product Feature/Functionality
- Advanced Statistical Modeling
- Automation and Scripting
- Consumer and Market Research
- Content Organization
- Data Access
- Data Blending and Cleanup
- Data Exploration
- Design of Experiments
- Mass Customization
- Predictive Modeling and Machine Learning
- Quality and Process Engineering
- Reliability Analysis
- Sharing and Communicating
- UX/UI
- Licensing Issue
- Other
- Champion/Sponsor Changes
Curious about the data?
Check out these JMP Live reports to see what data is being captured.
For more information please refer to the Closed Opportunity History Guide. Please note the next phase will be to add a similar field for Opportunities won.
