Competitive Win/Loss Analysis by Quarter

Analyze opportunities mentioning specific competitors to identify win/loss patterns, key differentiators, quarterly trends, and product gaps that inform competitive strategy, sales coaching, and product roadmap decisions.

QUERY:

Identify any opportunities for [PRODUCT] that mention [COMPETITOR]. Pull all data, not just summaries.

Goal: Establish a comprehensive baseline of all opportunities that involved a specific competitor to understand the competitive landscape.

QUERY:

Categorize these [COMPETITOR] opportunities by close-won vs closed-lost. For each category, identify the differentiators that may have led to the deal being won or lost.

Goal: Segment competitive opportunities by outcome and extract the specific factors that contributed to wins versus losses.

QUERY:

Organize these opportunities by quarter and identify any trends in win rates, deal sizes, sales cycles, or competitive positioning.

Goal: Organize competitive data chronologically to identify patterns in win rates, deal characteristics, and market dynamics over time.

QUERY:

Based on the quarterly trends and win/loss analysis, what are the top 3 strategic recommendations for improving our competitive position against [COMPETITOR]?

Goal: Transform competitive analysis into actionable insights for sales strategy, product positioning, and competitive response planning.

QUERY:

From the closed-lost opportunities against [COMPETITOR], what product features or capabilities were most frequently cited as reasons for losing? Rank these by frequency and potential impact on future deals.

Goal: Identify specific product features, capabilities, or improvements needed to better compete, prioritized by frequency of mention in lost deals.

Teams:

Product Management Product Marketing Revenue Operations Sales Operations

Sources:

Dynamics 365 Salesforce

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