WE’RE BACK. It’s 2025, and we’re talking about everything Win-Loss, starting with how to start your own Win-Loss program. We get asked all the time about how to run interviews, where to source them and everything in between, but what about those who are just starting their Win-Loss journey? We thought the best person to help you launch your first program is Dylan D’Urso, Senior Competitive Intelligence Manager at Autodesk, because he has built a BEST in-class Win-Loss program there over the past few years – it’s a spectacle.
TIMESTAMPS:
00:00 – Dylan D’Urso is on the pod!
01:13 – How Dylan built his own Win-Loss program
02:27 – First step in building a Win-Loss program
05:41 – Who is your Win-Loss program for?
07:14 – Building objectives for Win-Loss analysis
09:21 – Dylan’s first Win-Loss program
11:45 – Win-Loss programs at different-sized companies
13:55 – What deals should be interviewed for Win-Loss analysis?
16:49 – Sales buy-in for Win-Loss analysis
19:44 – Win-Loss helping account executives
22:10 – Win-Loss Analysis Do’s and Don’ts
27:28 – Win-Loss research objectives
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