Win-Loss Analysis Company Date

Interview Sheet Name Win/Loss

Title Price

Phone

Basic Questions

Usual role/role in decision process

Why in market/pain points

Did you go through RFP

How did you create RFP

Why didn't we win your business

Market

How did you first hear about our company

Where did you find info on our company

What other vendors did you look at

Did any vendors say anything about us

Decision Criteria

Most important evaluation criteria

Tell me about evaluation process

What research did you conduct

Did you view website/social media

What features were most important

What vendor and why

What were strengths and weaknesses

What excited you about the solution

Process

What was perception of our sales team

Did you meet with anyone else

How was knowledge and responsiveness

What was your perception of our company

How did you like our presentation

How would you rate our demo

What were our strengths and weaknesses

What didn't you like about our approach

What feature was cool or excited you

Pricing

How important was price in decision

How did our pricing compare

Was our pricing clear

Were you able to see our value

Wrap-up

What advice would you give us

Any other comments or suggestions