Question

Topic: Research/Metrics

Win Loss Analyst

Posted by d.wong on 2/14/2014 at 9:28 PM ET 100 Points
I started with the company about four months ago. I would like to better understand the behavior of our customers. One interesting area I was thinking about is understanding better the win and losses of our customer base. Was wondering if anyone has any experience with any particular vendors or tools. We do have salesforce.com so be interesting to see if they have integration with that as well.
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  • Posted by Moriarty on 2/15/2014 at 5:19 PM Accepted
    "I would like to better understand the behavior of our customers" - take your customer list and tip it into the paid Facebook advertising algorithm.

    Depending on its size you can offer them something every day, week or just a weekend at a time - those who click your link, those who buy will demonstrate their behaviour in doing so. You can put Facebook's tracking code on your "thankyou" page - and one huge advantage to Fb advertising is that they'll give you insights into what your BUYERS like. You can actually start advertising to those who are like those who are buying (and not those just sitting around waiting for freebies).

    Given that Facebook's relatively inexpensive, you should be turning a profit on the exercise too. The classic win-win.
  • Posted by Jay Hamilton-Roth on 2/16/2014 at 8:32 AM Accepted
    What is it your company sells? What metrics are built into your offering?
  • Posted by Gary Bloomer on 2/16/2014 at 9:33 AM Accepted
    Knowing which sites, pages, and ads people come to your site from may be useful data. Similarly, knowing which pages on your site people visit from the landing page and how long those people remain on those pages. Once you know this you'll be better equipped to reverse engineer and to then split test your current content and offers.
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