What We Do
Petronio Marketing Group delivers competitive intelligence and market research services to leading tech sector companies
We determine why you win and lose by interviewing decision makers who evaluated your company as part of a competitive purchase.
Sales Tools and Training
We increase your sales effectiveness by arming your sales teams with insight and sales enablement.
We tell you where you fall short and where you excel next to your toughest competitors.
Comprehensive Competitive Intelligence Services
- Uncover how you and your competitors are perceived by your customers and prospects
- Identify the strengths and weaknesses of you and your competitors
- Discover why you win and lose deals – and provide concrete recommendations on how to increase your win rates
- Ensure that your sales staff knows how to execute effectively against your competition
- Arm your team with effective competitively-focused marketing pieces
- And more...
Whether your focus is on growing new business, retaining customers, or acquiring new products — our comprehensive competitive marketing services provide you with the clarity you need to make the right strategic decisions, and the tools to get you there.
A collection of thought leadership articles on win/loss and competitive intelligence
Six Lessons from Hearing Customers Talk about Vision By John Petronio and Rick Case A lot of high tech companies think vision is fluff. And they come to that conclusion because their customers won’t outright admit that vision played into their buying decision. However, when we conduct in-depth win/loss interviews, vision comes up almost every[…]
Companies that take the first step of doing a thorough review of why they win and lose deals often ask the question, “Why can’t we just do this internally?” Good question, but there are four good answers to say “no.” 1. You Need an Unbiased Perspective First and foremost, it is hard for anyone[…]
I love interviewing people. You learn a lot. Most people are in fact enjoyable to talk with. And, the subject matter is fascinating. I’m not going to give away ALL of my secrets on performing win/loss interviews, but below is a list of what I think are some really important ideas to employ when interviewing[…]
Why you need something more than ‘internal sales debriefs’ to increase your competitiveness… As we’ve recently spoken with a number of potential clients about Win/Loss Programs, more than a few people have told us that their company is already doing Win/Loss internally. When asked for details, we’ve found that many companies think that they are doing Win/Loss when they[…]
I am excited to be co-speaking on June 17th at NetApp’s SCIP Silicon Valley Chapter Meeting on starting a win/loss program. For those who are interested in attending the evening session in Sunnyvale, please drop me an email. There may be a few slots left. As I put my notes togetherI thought itwould be good[…]
Today I’m announcing that I’ve started a business that provides competitive marketing services to high tech clients. I’m teaming up with a titan of win/loss analysis — Richard Case. Richard is a former Gartner VP, and we have worked together in the past. I will be leveraging Richard’s win/loss methodology and patented analysis approach as[…]
Would you like to see exactly what a win/loss interview looks like?
Petronio Marketing Group provides services to high tech clients that improve their win rates. Led by experienced competitive marketing professionals – our research, analysis, recommendations and sales tools have increased the competitiveness of leading organizations
Our Team Has Worked with Many of the Leading High Tech Firms in the World
Accellion • Acxiom • Autodesk • Ariba • BEA (acquired by Oracle) • Borland • BroadVision • Cisco • Computer Associates (CA) • Documentum (acquired by EMC) • EMC • FileNet (acquired by IBM) • Globalsight • HP • Hyland Software • Interwoven • Legato (acquired by EMC) • LogLogic • McAfee • Microsoft • NCD • Novell • OATSystems • Oracle • Pegasystems • PTC • PulseSecure • RedHat • RSD • Sterling Commerce (acquired by IBM) • Symantec • Tealeaf (acquired by IBM) • Terracotta (acquired by Software AG) • TIBCO • Unisys • Verticalnet • Vignette • VMware • WealthCounsel • WebMethods (acquired by Software AG) • Websense ... and many more
INCREASE WIN RATES
Win/Loss analysis has been shown to increase close rates by 10% or more
Deeper knowledge of customer needs through detailed interviews results in improved retention by 20%
INCREASE SALES EFFECTIVENESS
Our patented methodology and analysis, recommendations, and our sales tools and enablement will increase your sales effectiveness dramatically
SUPERIOR ACCOUNT RESEARCH
Respondents share candid, unbiased information in blind interviews with executive interviewers