When: Thu November 15, 2012 6:00 pm
Organization: Boston Product Management Association
Location: Constant Contact 1601 Trapelo Road Reservoir Place, Main Bldg, 3rd floor Waltham, Massachusetts 02451
Whether you're new to win/loss analysis or want to build on your experience, our speaker, a visionary practitioner of competitive intelligence in the enterprise software industry, will share how his company garnered information and involvement from win/loss and put it to effective use.
Ken Schwarz, Director of Competitive Intelligence at Progress Software, walks you through three years of hard knocks - getting C-level executives to embrace the practice, dispelling ethical concerns, and winning the confidence of those that prefer to hide from, rather than learn from, lost accounts
Learn about key aspects of this successful Win/Loss program. Hear how Progress combined field and customer interviews, working closely with a third-party to perform independent interviews, and injected results into corporate circulation to improve product as well as sales effectiveness .
This meeting is being held in conjunction with the Massachusetts Chapter of SCIP - Strategic and Competitive Intelligence Professionals.