Our mission is to provide sales, marketing and executive teams with actionable intelligence. Our philosophy is to consistently deliver on-time and exceed expectations.

Research is a critical step to making informed decisions. However, many companies do not have the resources internally or the budget dollars required to:

• Effectively segment their market
• Benchmark and track brand awareness
• Capture reasons for prospect wins and losses
• Identify new opportunities
• Understand the competitive landscape
• Test new messaging and/or marketing campaigns
• Evaluate returns on marketing investments

Companies spend an average of 30% of their total annual revenue on sales and marketing expenses. When measured as a percentage of revenue from new sales, the average increases to 41%. The data from Win/Loss helps companies spend that money more effectively.

Win/Loss data provides vital information for sales, marketing, and product development decisions. OpenSky investigates and evaluates wins and losses in an unbiased manner, focusing on the many factors that drive purchasing decisions, such as:
- Process (timing, sales coverage, relationships, marketing, knowledge)
- Product (scalability, breadth, ease of use, functionality, differentiation)
- Partnering Strategy (reputation, value, options)
- Price (product or bundle, multi-year, ROI, TCO)
- Viability (brand, market share, vision, financial stability)

With more than seven years of experience conducting Win/Loss Analyses, we’ve found that a combination of telephone interviews and email surveys works best. OpenSky Research deliverables include phone and email questionnaire design, fieldwork, project management, data tabulation and analysis, and a presentation of findings with actionable recommendations.

Through an analysis of direct feedback from wins and losses on a quarterly or semi-annual basis, your company will be able to:
- Increase revenues by turning learning into results.
- Decrease sales cycle times through an improved understanding of the buying process, decision-making criteria and likely issues and concerns.
- Improve product offerings through knowledge of purchasing criteria and customer requirements.
- Continuously increase marketing effectiveness through a better understanding of competitive positioning and key messages.