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Why did we lose deals last quarter?

  • March 6, 2023
  • 2 replies
  • 139 views
kstanforth
Clari
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Let’s pretend it’s week 1 of the quarter 🗓 (let’s be real, we know some of you are already prepping for your next week 1 🤓).

The top ❓ we hear as folks prep for QBRs is “Why did we lose deals last quarter?”

And what they’re really trying to answer is: How do we get ahead of it this quarter? Any trends leaders need to know about (competitors, macro effects, etc) 📉?

This could involve in-depth analysis in SFDC 🧐, but for VP, Customer Success, @NicoleA , this is a quick “Ask Clari” sesh following the flow below (pun fully intended).

 

Nicole shared some of the lenses she looks at this through. Now we want to hear from you: What other ways do you slice and dice your business to understand lost deals? Any tips for folks who are just starting to incorporate win/loss reviews into their cadences? 

Katie Stanforth
Kenna
Janhavi
Erin Yzquierdo

2 replies

krystiwalker
Engaged Member
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  • krystiwalkerEngaged Member
  • Engaged Member
  • April 12, 2023

This is awesome. I think breaking it down into looking at the deals by stage and when they were closed lost is super helpful too. Especially in the last month of the quarter when it’s very hard to replace that pipeline, could we have done something different to make sure our last month of the quarter has less loss and slipped deals to give us time to replace.

dding
jparawan
Andrew Pitman
jparawan
Clari
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  • jparawanClari
  • Clari
  • April 17, 2023

Agreed @krystiwalker  - An often underutilized practice but helpful learning moment to look at the last 1-4 weeks of LQ (via custom date range) to really hone in on EOQ efforts to close those remaining deals. What worked and what didn’t? What strategies were effective vs. what could be improved next time and more proactively?

Jason Parawan - Sr. CSM
dding
jparawan
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