Case Study: a $450M ERP company uncovers real win-loss insights with IcebergIQ

$450m ERP Company improves win rates with IcebergIQ

A $450m ERP company lacked critical insights into its sales wins and losses. While its sales team relied on intuition and CRM reason codes, this internal feedback was inconsistent and lacked depth, putting the company at a competitive disadvantage against larger players like SAP and Oracle. To gain an unbiased understanding of buyer decision-making, the company partnered with IcebergIQ to implement a win-loss analysis program.

IcebergIQ conducted in-depth customer interviews to provide qualitative analysis on product gaps, pricing, sales effectiveness, and market perception. The results enabled the company to shift from internal assumptions to external validation. This impacted multiple teams: Product Marketing improved battlecards and validated analyst relations, Engineering prioritized its roadmap, and Customer Success identified at-risk accounts to prevent churn. IcebergIQ's program provided the deeper understanding needed for strategic decisions.