We guarantee that none of our publications will contain any respondent's or company's name.
Should any such publication be presented, we will pay the respondent or company $10,000.
Our analysis of interviews in aggregate identifies the statistically significant factors causing wins and losses, and identifies the most important actions you can take to improve your competitive win-rate.
Using the Win/Loss Wizard, Dashboard, and Battle Plan charts shown below, you can understand and unambiguously present the issues that matter to customers and what actions you can take to improve future outcomes. Your best insights and strongest arguments for action come from the combination of this statistical analysis with customer quotes that exemplify the findings. Our reports and presentations assemble these charts with related customer commentary into packages suitable for sharing with different levels of your organization.
The Wizard Chart shows you the reasons for wins and losses and their relative importance for deals in aggregate. The most important issues appear in the upper-right and upper-left corners of the chart. Statistical confidence is indicated by the color intensity of the dot.
Wizards Charts can show all wins and losses, or a slice of the landscape by looking at a period in time, competitor, region, product line, or any combination. In addition, the Wizard Chart can quantify the revenue potential of addressing a reason for losses.
The Dashboard combines multiple Wizard Charts in a single graph. Use the Dashboard to detect trends in reasons for wins and losses across time, and to compare and contrast performance by region, product line, etc.
The Battle Plan is a simplified Wizard Chart intended for executive presentations. It isolates the top reasons for winning and losing and focuses on key actions to improve your win-rate in the future.
PSP Enterprises guarantees that respondents' answers are completely confidential, and that neither any respondent's nor any company’s name will be published in any analysis or written report. All answers are held in confidence.
PSP Enterprises guarantees that the research conducted on the behalf of our clients will be done with the strictest confidentiality. We work under the terms of your company's NDA. Our clients are never revealed to their customers at any point. All company and respondent answers are completely confidential and will never be published in any outside analysis.
PSP Enterprises strictly adheres to the Strategic and Competitive Professionals' code of ethics.Learn More
These are the main industry segments we have researched in the past.
|Application Infrastructure / Platforms||Document Management (EDM)||RFID Middleware|
|Application Integration (EAI)||Hyperconverged Infrastructure||SAN and NAS|
|Application Lifecycle Management||Hypervisors||Sourcing|
|Application Server||Integrated Document Management (IDM)||Spend Analysis|
|Backup/Recovery||Network Security Management||Storage Management|
|Business Activity Monitoring||Pricing Optimization and Modeling||Supplier Relationship Management|
|Business Process Management||Enterprise Portal||Web Content Management|
|Content Management (ECM)||Professional Services||Web Globalization|
|Compliance Management||Procurement||Web Services|
|Converged Systems||Records Management|
With over 30 years of experience, Richard H. Case is an expert in the field of high-tech market research. A former Gartner Vice President, Richard created PSP Enterprises to directly address the shortfalls in the industry. By using IT professionals and leveraging his own decades of knowledge, Richard H. Case has redefined market research in a way that leads to direct, actionable results.
Ken manages all aspects of peer interviews and win/loss analysis for high technology clients. An expert competitive marketer, Ken helps clients set up and run win-loss programs, drawing from his 25 years of experience in enterprise IT sales, marketing, product development, and service delivery at HPE/SimpliVity, Pegasystems, GE Digital, and Progress Software.
We always use executive-level interviewers to conduct interviews of your customers. Senior-level decision-makers respond to and appreciate the meaningfulness and efficiency of our peer-level interviews. A consultative, peer-to-peer style puts our respondents at ease and encourages them to talk freely about their experiences with an equal. We have honed our interviewing methodology to obtain as much valuable information as possible from respondents.
We conduct both blind and non-blind interviews. Wherever possible, we recommend the use of blind and anonymous interviews because they are the most objective source of customer opinion available. With respondent permission, we record the interview and you get a verbatim transcript of what was said. It’s as if you were a fly on the wall, listening to two executives discuss the detailed reasons why they picked you or your competitor.
Rigorous analysis of interviews in aggregate unambiguously identifies the statistically significant factors causing wins and losses, and highlights the most important actions you can take to improve your competitive win-rate. Our graphs and charts make it easy to understand and communicate important findings.