The level of detail provided to our organization in the interviews is very useful. Each interview provides multiple pages worth of details on the factors that influenced either or win or loss decision, and provides us with an understanding of our performance and the performance of our competitors. During the interviews, PSP dives deep into the factors that influenced the buyer's decision and we really value the deep insights we are able to collect from these interviews. Ken is also very personable and has a gift in getting people to really candidly discuss their decisions with him.

I’ve partnered with PSP at several companies, and most recently hired them for a study that went beyond their standard win/loss program and added custom persona research to help us understand who buys, why they buy, and how they buy. Although I anticipated high-quality work based on my previous experience, I was blown away by the thoroughness of the interviews and analysis notes from the research. We didn't just get a summary analysis. Each interview came with extensive notes and transcripts that allowed us to go deep and really understand the perspectives of each customer’s approach to the purchase as well as the detailed reasons for the win or loss. The personal service we received from PSP is outstanding. I appreciated that PSP spent time sharing the results with us in a small forum, and then offered to have as many briefings as needed to share insights with other stakeholders in the company. We got real expert analysis. My fear with some of these services is that we will get sold by an expert and then the work will be handed to some junior associate who spends very little time on our account and doesn't really go deep. That's not at all what we got with PSP. Ken is an expert researcher who knows our technology and buyers well, and he spent tons of time on us, and he treated us like we were his only client. That kind of depth and expertise is exactly what we wanted.

We’ve used PSP since 2020, and over that time PSP has transformed our approach to market intelligence with blind and anonymous interviews, sales training and market intelligence analysis that has won the trust of our sales people and our executives. Their balanced interview techniques delve into customer issues thoroughly, exploring unmentioned areas without leading, and providing clarity on individual deals as well as broader market trends. This approach ensures strategic prioritization based on real business impact. PSP’s consultants know our space and the complicated history of legacy products that our customers use. This depth is obvious to the person being interviewed, so they quickly start to talk “inside baseball” about what motivated their evaluation and move quickly from generalities to the specific issues that drove the business. PSP’s technical depth also makes them very adaptable to our changing needs. We’ve used PSP to help us launch several new strategic initiatives, and they did it with minimal briefings from us because they understood the market and technology well enough that all we had to do was explain our strategy and they could create a new interview guide and start interviewing our new customers immediately. Last but not least, PSP works really hard to make our program successful. Executing win/loss requires a lot of disciplined operational focus, and PSP’s program management and CRM integration help us keep the program moving efficiently. Especially when we are executing new product launches, there are never enough customers to interview. They help us review our candidate deal list to identify potential interview candidates. PSP treats every contact like gold, and creatively finds ways to interview people who at first seem unreachable. They consistently achieve surprisingly high response rates.