How Sitecore built a metrics-driven win-loss program from the ground up
Drake Lenhan, Senior Director of Global Market Insights at Sitecore, transformed an initially manual, Excel-based competitive intelligence effort into a metrics-driven win-loss program that, through actionable metrics, effective storytelling, and leadership buy-in, resulted in a 52% higher win rate and nearly $10 million in additional bookings.
Drake Lenhan, Senior Director of Global Market Insights, shares the journey of building a metrics-driven win-loss program at Sitecore. When Drake took over, Sitecore did not have a dedicated competitive intelligence team. The initial efforts were manual and based in Excel, functioning as a side project.
Over time, these efforts evolved into a robust win-loss program that delivered significant business impact. Key elements of this transformation included:
- Gaining early traction with simple, actionable metrics
- Using smart storytelling to communicate findings and value
- Earning leadership buy-in through demonstrated results
The program ultimately led to a 52% higher win rate and nearly $10 million in additional bookings for Sitecore.