PastSight Methodology
PastSight connects with your won and lost opportunities to gather actionable insights in the following areas:
Market Landscape
What trends are we seeing across the market that need to be considered in your overall strategy across sales, marketing, and product? What's happening in your customer's world?
Problem Validation
Did the customer enter into the assessment with a tangible, quantifiable problem to solve? How much is it worth solving? Did your rep uncover this? How well do other products solve these problems?
Competitive Tactics
How did your customers assess your competitors (including the status quo) and why did they decide to go with them? What was their differentiator? How did their pricing play into the decision?
Messaging
How do your customers perceive your company and the problems that you solve? Is this consistent across your customer base? Does it align with the problems they are facing?
PastSight informs these areas with 5 values
driving every engagement:
01
Revenue Driven
Clients work with PastSight to win more revenue. As Founders with extensive Revenue Leadership experience, we’ve designed every step of the journey around this.
02
Action-Oriented
Insight that doesn’t drive action in some way isn’t going to enable your company to win the market. PastSight ensures that insights are delivered with specific recommendations throughout the journey.
03
Customizable Subject Matter
There is no one-size-fits-all approach to win-loss analysis as everyone’s business, market standing, and teams are different. PastSight works with you prior to engaging the market to understand what’s valuable for you specifically.
04
Dynamic and Collaborative
As PastSight discovers new insights, we may uncover new knowledge gaps along the way. In order to address these previously unknown gaps, PastSight works with clients in a real time, iterative manner to adjust what insights we gather and what major questions we’re looking to answer.
05
Third Party
Your customers will often be more open to speaking with PastSight as we aren’t a direct representative of your sales, customer success, marketing, or product team specifically. PastSight’s interview methodology dives into the root of the issue to understand where action can be taken and challenges can be mitigated.
Start with a Pilot
Let us prove how well our win-loss solution works! We’ll reach out to a subset of your won and lost deals and provide you with real-time alerts, weekly recaps, and a summary of trends, recommendations, and action steps. Once you see the insights and results we’re capable of delivering, we’re confident that you’ll partner with PastSight for the long haul.
