The G2 on PSP Enterprises

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Verified User in Computer Software

Enterprise(> 1000 emp.)

Validated Reviewer

Verified Current User

Review source: Organic

Dec 17, 2019

"Top notch customer win/loss service"

Describe the project or task PSP Enterprises helped with:

As a leading mid size enterprise software company, we hired PSP Enterprises at first to do a blind and anonymous win/loss study of 16 interviews for one product line. The results were well received so we extended the contract for that product line and over time added three more product lines to the program. We also sponsored interviews for our ISV partners to help them improve their competitiveness, which in turn, helped us win more deals. In all, PSP did over 200 interviews for us while I was on the CI team. Review collected by and hosted on G2.com.

What do you like best about PSP Enterprises?

The win/loss program was a big hit with our global sales organization. Salespeople were very eager to see what customers said in interviews of their own customers and they liked to compare their experience and get ideas from reading interviews of other rep’s deals. We made battlecards and sales training based on what we learned and because the salespeople knew where the information came from, they trusted and used them. Review collected by and hosted on G2.com.

What do you dislike about PSP Enterprises?

No complaints. The work was always done very fast and quality was excellent. Review collected by and hosted on G2.com.

Recommendations to others considering PSP Enterprises:

When designing the interview guide, don’t make too many fine-grained criteria or you won’t see patterns appear until you do many more interviews. Keep the criteria reasonably high-level and look to customer comments to discuss why an issue is coming up and causing you to win or lose. Review collected by and hosted on G2.com.

What problems is PSP Enterprises solving and how is that benefiting you?

It was very broadly used throughout the company. Inside the CI team, we used the results of win-loss to produce our own competitive sales training and support materials, some internal-only (e.g., battlecards), and some customer-facing. Our product marketing team used win-loss reports and analysis to define and prioritize market messages. Our Sales Engineering team in North America reorganized, based on win-loss feedback. Our product management teams used it to guide decisions and design of product features and demo development. Our corporate development team used it for due diligence on acquisitions. The analyst relations people showed industry analysts what we had found. Investment relations used it to present to financial analysts. Review collected by and hosted on G2.com.

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