Technology
Primary research, executive-grade analysis, sales-ready output.
In tech, the company with the clearest view of the market makes the boldest moves. Fletcher's technology practice gives that view to Fortune 500 leaders and high-growth startups alike, built from primary research and real buyer conversations, not scraped data. Through Win/Loss analysis, voice of customer, battlecards, competitor deep dives, and M&A diligence, our tech team turns competitive and customer signals into the decisions that drive growth.
Services & Solutions
Win/Loss
Win/Loss Analysis reveals why deals are won or lost — directly from buyers themselves. Fletcher conducts independent, third-party interviews to surface honest feedback sales teams rarely hear internally.
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Use cases include:
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Identifying true decision criteria and buying triggers
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Understanding why competitors win — or lose — head-to-head
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Diagnosing sales execution, messaging, or pricing gaps
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Improving forecast accuracy and sales effectiveness
Case Studies
A global enterprise software company with a wide solution portfolio, growing through acquisition and market share gains, needed to increase win rates for its global and enterprise solutions across its sales organization. Partnering with Fletcher to pilot a Win/Loss program, our client was able to identify key purchase decision drivers and competitive insights that increased win rates and market share across the client's enterprise software portfolio, resulting in global recognition as an industry leader. From a pilot program shifting to an annual program over five years, the client has engaged with Fletcher to expand competitive services to competitor deep dives, product deep dives, M&A due diligence, and Go-To-Market analysis in parallel to Win/Loss. Reports from these various studies were widely circulated across numerous sales teams, product teams, executive leaders, and client's C-Suite.
