Jul
18
Thu
Why are you winning or losing customers and what can you do to improve? @ Venn Centre Tickets
Jul 18 @ 10:00 am – 2:00 pm
Why are you winning or losing customers and what can you do to improve? @ Venn Centre

Why are you winning or losing customers and what can you do to improve?

Win/loss analysis drives insights that grow your business.

This half-day session will help you understand how to use a data-driven approach to increasing revenue and growth. It’s designed for business leaders and innovators who have traction in market and want a strong introduction to win/loss analysis.

What you’ll learn:

  • Create your win/loss strategy and understand when to use it
  • Identify your interview prospects and understand how best to approach them
  • Create your interview script to start talking to prospects
  • Develop a data analysis approach to gain insights from interviews
  • Integrate win/loss analysis into your business operations

What is win/loss analysis?

Win/loss is the process of interviewing customers that either chose or did not choose your product or service to understand why you got that outcome.

This practice can help inform every aspect of the customer journey leading up to sales. You can read more about win/loss here: https://www.marsdd.com/mars-library/win-loss-analysis/

What are the benefits of win/loss analysis?

Win/loss is used by companies globally, ranging from small companies to the Fortune 500 to augment sales from 10-50%, according to academic studies. It informs your marketing, sales, product and feeds key insights about your top competitors. It also enables you to hear directly from your customers and improve your relationships with your accounts.

About the Facilitator:

Jovana Stranatic is a Certified Market Research Professional (CMRP) working with the ICT team on MaRS Market Intelligence with the MaRS Discovery District in Toronto. Jovana holds a BA (Honours) in Psychology from the University of Windsor and a Post-Graduate Certificate in Research Analysis. She is skilled in data analysis and primary research methodologies, currently leading the Customer Insights service offered by Market Intelligence.

*Please note that this session will be delivered in English.

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Vous gagnez et perdez des clients. Pourquoi? Comment pouvez-vous améliorer cela? 

En utilisant l’analyse des gains et des pertes, vous obtiendrez des informations pour faire croître votre entreprise. 

Cette séance d’une demi-journée vous apprendra à employer cette approche basée sur les données afin d’augmenter les revenus et de stimuler la croissance de votre entreprise. Si vous êtes dirigeant ou innovateur d’entreprise qui voit une demande du marché, cette formation vous intéressera. 

Vous allez apprendre comment : 

  • établir une stratégie d’analyse de gains et de pertes
  • déterminer des candidats pour une entrevue et établir une approche pour leur parler
  • écrire le scénario pour amorcer une conversation avec eux
  • développer une approche d’analyse des données pour recueillir de l’information des personnes interrogées
  • intégrer ce processus dans les activités de votre entreprise

Qu’est-ce que c’est, l’analyse des gains et des pertes?

C’est un processus d’entrevue des clients qui ont choisi d’acheter ou de ne pas acheter votre produit ou service afin de mieux comprendre votre situation d’affaires.

 Cette pratique vous aidera à comprendre chaque étape du parcours client jusqu’au moment de la vente. Vous pouvez en lire davantage en cliquant sur le lien : https://www.marsdd.com/mars-library/win-loss-analysis/.

Quels sont les avantages de cette technique?

À travers le monde, les entreprises – de petite à Fortune 500 – font l’analyse des gains et des pertes pour augmenter leurs ventes de 10 à 50 p.100. De surcroît, elles reçoivent des commentaires directement de leurs clients et renforcent les liens avec eux.

À propos de l’animatrice :

Jovana Stranatic est professionnelle agréée en recherche marketing (PARM) et travaille dans l’équipe de TIC pour le service Information commerciale de MaRS Discovery District à Toronto. Jovana a un baccalauréat en psychologie de l’University of Windsor et un certificat d’études supérieures en analyse de la recherche. Elle se spécialise dans les méthodes d’analyse des données et de recherche primaire et dirige le service Informations des clients offert par l’Information commerciale.

*Veuillez noter que cette séance sera présentée en anglais.

Jul
24
Wed
Trade Show Intelligence @ NS Canada Tickets
Jul 24 @ 8:30 am – 4:30 pm
Trade Show Intelligence @ NS Canada

ACADA, in partnership with Venn Innovation, is bringing world-leading expert, Jonathan Calof, to Halifax to help you up your game when it comes to trade shows.

This one-day program focuses on preparing companies for trade show success by helping them plan more effectively to tackle their broad intelligence needs, including their sales intelligence needs. This program will be customized to meet the needs of aerospace and defence companies, providing a general overview of various shows, as well as a special focus on DSEI, MSPO and MAST. 

Additionally, companies will learn how to leverage ACADA and other “friendlies” that can help you before, during and after the show to make the right connections, help you understand what to do (and not to do) and brief you on what to expect for the upcoming shows to help you maximize your investment.

We will cover how to use trade shows to inform your general intelligence needs, as well as for your sales efforts. We will also discuss how governmental and military procurement ties into tradeshows, and how you can use shows to help inform your efforts.

 

Program Agenda

0830 – 0900                       Coffee & Networking

0900 – 1200                       Introduction to Event Intelligence

  • Selecting a show
  • Pre-show preparations
  • Making the most of your event investment
  • Research and creative use of technology at the show
  • Observation plans and checklists

1200 – 1230                       Lunch

1230 – 1500                       Event Intelligence Execution

  • What to do at the show
  • Roles & responsibilities
  • Interviewing and networking approaches

1500 – 1530                       Post Show Plan

  • Improving for next time and applying learnings for your organization from the current tradeshow

1530 – 1630                       Next Steps & Wrap Up

Jul
31
Wed
Founders Café: Lessons of Failure @ Venn Centre Tickets
Jul 31 @ 4:00 pm – 7:00 pm

Founders Café: Lessons of Failure

Join us on July 31st for a special Founders Café! You’ll hear from local entrepreneurs as they share their stories, confess some of their mistakes and talk about failing – both big and small. Then chat with them and other entrepreneurs and founders in the room!

 Vanessa Paesani

Today, Vanessa is one of three co-founders and the Chief Operating Officer of RIDDL – a startup building a SaaS platform for impact measurement. Back in 2010 though, she joined a very different startup as the first employee after the founder (they were focused on energy and environmental education).  She showed up on that hot day in August to a warehouse, yeah – a warehouse – and her addiction to business and entrepreneurship was officially sealed.

 Fred Laforge

Starting as a freelance designer after being fired from his job, Fred Laforge quickly grew his business to a very successful UX/UI design shop called Smithy Creative Group. He then dabbled in various ventures like a province wide delivery service, a group purchasing app for small businesses and an equipment rental app. After trying out two business models for the Farmers’ Truck, he’s now designing and building mobile market trucks for food banks to serve food deserts. From failure, to pivots, to success, Fred can tell you all about it.