A post-sales analysis, done consistently well, provides very useable competitive sales intelligence.
Yesterday’s post included dialogue between Primary Intelligence and CitiBank regarding an evaluation of vision care providers. The information told the story that the plan rate was not the only consideration. There were other perceptions of value proposition that caused this sale to be a loss for our client.
The chart below shows how Vision Care’s* product performance compared with the other two vendors in the deal:
Yesterday’s post included dialogue between Primary Intelligence and CitiBank regarding an evaluation of vision care providers. The information told the story that the plan rate was not the only consideration. There were other perceptions of value proposition that caused this sale to be a loss for our client.
The chart below shows how Vision Care’s* product performance compared with the other two vendors in the deal:
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*Vendor names were changed to maintain confidentialityVision Care was competitive in Value, but Size and Composition of Network and Levels of Coverage played a big part in the Fair Rates comparison.
Does Vision Care have to lower its rates? I wouldn’t recommend it. However, in future opportunities against Optical Focus and Regional Eye Plans, they need to have a strategy to proactively address these performance areas.
And, if these same performance areas continue to show weaknesses across many post-sales reviews, Vision Care has to address a problem that is consistently derailing its sales efforts.
By the way, if you want a sample post-sales review, give me a call at 801.838.9600 x5050. Let’s see if it makes sense for your company.
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