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Tuesday, October 23 • 2:00pm - 2:45pm
Building the Next Gen Win-Loss Programs: Fostering Collaboration & Accountability

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In the “old days”, the single purpose of Win-Loss programs was to increase the rate of winning new business. Often done in silos, with limited action items and accountability, the success rate was nominal. In today’s competitive customer-driven market, newer programs must be broad and align across many functions with clear goals, action items and accountability. Win-Loss programs designed to capture VOC must be a core component to drive innovation, product management, marketing and sales. This session will review an older Win-Loss program with limited results and a newer flexible program with a higher success rate in business transformation.
Goals:
·        Build a modern VOC-driven Win-Loss program with HIGH visibility
·        Foster collaboration & accountability across functions – Innovation, Product Management, Marketing, Sales, Competitive Intelligence & Market Research
·        Connect dots across all pockets of intelligence
·        Develop tangible, executable action items and success metrics
 


Speakers
avatar for Jennifer Pipia

Jennifer Pipia

Head of Industry Intelligence, MassMutual
Jenn is the Head of Industry Intelligence at MassMutual responsible for delivering strategic and tactical insights for both Individual and Workplace Solutions.Prior to MassMutual in 2012, Jenn held similar Intelligence positions at both TIAA and Merrill Lynch. She started her career... Read More →


Tuesday October 23, 2018 2:00pm - 2:45pm CDT
Royal Room D