Win/Loss Studies From Cooper Research Associates
Win/Loss projects from Cooper Research Associates reveal
the real reasons customers and prospects choose -- or decline
-- to invest in technology offerings. We have developed a
comprehensive, yet cost-effective, methodology for assessing
the challenges customer face, the attributes they find most
appealing in solutions, and the value-propositions that trigger a
"go-or-no-go" decision to invest at particular price points.
Cooper Research Associates then delivers a summary of our
findings, along with session notes and audio recordings of each
interview.
These studies provide a unique opportunity to identify:
Win/Loss projects from Cooper Research Associates reveal
the real reasons customers and prospects choose -- or decline
-- to invest in technology offerings. We have developed a
comprehensive, yet cost-effective, methodology for assessing
the challenges customer face, the attributes they find most
appealing in solutions, and the value-propositions that trigger a
"go-or-no-go" decision to invest at particular price points.
- We work with clients to develop a question set for a series
of interviews with multiple stakeholders to separate fact
from fiction in the marketing and sales cycle.
- We sit down with the sales team to determine and
document the processes and resources that worked...or
did not work...in presenting solutions to clients.
- We interview channel partners and distributors to get all
perspectives involved in the sales process.
- We chat with end-user decision-makers to get the final
word on why the ultimate moves to purchase were made.
Cooper Research Associates then delivers a summary of our
findings, along with session notes and audio recordings of each
interview.
These studies provide a unique opportunity to identify:
- Best practices in the sales process
- Marketing messages that resonate
- Key elements of effective "go-to-market" partnerships
- Opportunities and subject-areas for developing thought
leadership initiatives.
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Cooper Research Associates
Lane F. Cooper
Principal Director
SF: 415.646.6592
DC: 202.747.7562
Principal Director
SF: 415.646.6592
DC: 202.747.7562
| What do Win/Loss Studies Cost? Brief projects (20 Interviews) = $2,500.00 Longer projects (40 Interviews) = $4,000.00 Sample Questionnaires Available Upon Request |