How to turn unstructured content of an interview into actionable dataRead More
Get the outside-in perspective on why you win and lose deals.
Peer-level, confidential interviews give you detailed and frank feedback.
PSP helps you prioritize the actions that will win you more business.
Market Test Interviews gauge interest in new offerings. The focus is on customer problems, existing solutions, and reaction to proposed offering.
Pre-decision Interviews find out why prospects do not advance beyond a download or a pilot. The focus is on customer needs, alternatives, and sales engagement.
Win/Loss Interviews determine how and why customers make their competitive choices. The focus is on buyer criteria and vendor ratings, gathering critical comparative feedback about your product, marketing and sales engagement.
Churn Interviews find out why customers do not renew contracts. The focus is on customer needs, satisfaction, competitors and substitutes.
We only use executive-level interviewers with requisite technical and business domain knowledge 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.
Anonymous interviewing encourages respondents to speak freely. 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.
These are the main industry segments we have researched in the past.
|API Management||Document Management (EDM)||SAN and NAS|
|Application Infrastructure / Platforms||Enterprise Portal||Security|
|Application Integration (EAI)||Hyperconverged Infrastructure||Software Testing|
|Application Lifecycle Management||Hypervisors||Sourcing|
|Application Server||Integrated Document Management (IDM)||Spend Analysis|
|Backup/Recovery||Learning Management Systems (LMS)||Storage Management|
|Big Data Analytics||Network Security Management||Supplier Relationship Management|
|Business Activity Monitoring||Population Health and Value-based Care||Web Content Management|
|Business Process Management||Pricing Optimization and Modeling||Web Globalization|
|Cloud Platforms||Professional Services||Web Services|
|Content Management (ECM)||Procurement|
|Compliance Management||Records Management|
|Converged Systems||RFID Middleware|
Full verbatim transcript with an executive summary of key issues and supporting customer quotes.Learn More
Recommended actions with the quantitative analysis and supporting customer quotes to back them up.Learn More
PSP's predictive analytics tools preloaded with your interview data.Learn More
PSP Builder is analytic software you can use to perform analysis on customer interview data collected for you by PSP Enterprises. You can explore the detailed reasons why you have won and lost competitive contests and determine the prioritized actions needed to improve performance in the future. PSP Builder lays out its findings in a graphic format that is easy to understand and present. It even automatically generates Microsoft PowerPoint slides that you can use in your executive briefs and sales training events.
PSP Builder runs on your PC with Microsoft Excel. It is straightforward to use, so a new analyst can begin doing meaningful investigation of transcript data within 15 minutes. PSP Builder can execute entirely on-premises and does not rely on any external portal to run or store data; sensitive transcript and analysis data stay inside the four walls of your organization.
Why are you losing to a particular competitor? Why is your win-rate higher in one region than another? What are winning reps doing that everyone else needs to know about? PSP Builder lets you slice and dice interview data by selecting interviews according to any combination of criteria. Analysis of these selected interviews in aggregate makes it easy to visually compare customer opinion in different regions, across different product lines, and across different periods of time.
PSP Builder generates charts which show the prioritized reasons why you win and lose deals. All charts provide statistical confidence measures which help you distinguish those issues which are statistically significant from those which are merely anecdotal.
By applying these quantified findings to your future sales pipeline, PSP Builder helps you forecast the revenue impact of changes in the competitive environment and analyze tradeoffs among the changes you make in your product or marketing. At any time, customer quotes relevant to any decision criterion are just a click away.
PSP Builder makes it easy to share your findings and recommendations. It automatically exports charts you build to PowerPoint slides using your company's template. It even generates detailed speaker notes that explain how to read the charts.
PSP Enterprises guarantees that respondents' answers are completely anonymous, and that neither any respondent's nor any company’s name will be published in any analysis or written report. Should any such report be presented, we will pay the respondent or company $10,000.
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
PSP Enterprises has proudly earned an A+ rating with the Better Business Bureau. There has never been a single complaint filed against PSP Enterprises in over twenty years of BBB accreditation.Learn More
Ken manages all aspects of peer interviews and win/loss analysis for high technology clients. Ken draws 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.
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.
Salvador performs peer interviews for high technology clients. He brings more than 20 years of experience in enterprise IT product management and professional services at Progress Software in the USA and EMEA, as well as having co-founded several IT ISV startups in Barcelona, Spain. Currently he lives in México. Salvador is fluent in Spanish, Catalan, and English.
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