Win/Loss Review: Creating a Continuous Learning Mechanism, SCIP Ft. Lauderdale Chapter, April 25

Join the SCIP South Florida Chapter on Thursday, April 25, to hear Rick Marcet of Citrix Systems discuss win/loss reviews (register here).  Traditional win loss review process models come in many forms.  Some of the challenges they all share is that information and analysis is often outdated, focus narrowly on products, is available to a select few in the organization, and is difficult to action.

Rick Marcet, author of “Win Loss Reviews: A New Knowledge Model for Competitive Intelligence, ” will describe how he successfully institutionalized a model at Microsoft and Citrix that makes information immediately available to a broad set of stakeholders, uncovering actionable insights from several sales influencers beyond products.  You’ll also hear from Rob Brown, win loss review program manager at Citrix on thought leading glimpses of how Citrix is taking things to the next level.  A note of caution: Be ready for an uphill battle that promotes transparency and challenges the barriers to information flow.

Rick Marcet, Sr. Director, Sales Productivity, Citrix  is an experienced sales professional and business architect who is passionate about enabling sales professionals reach their full potential. He has worked in the field of information technology for over 20 years, beginning his career in computer programming in the mechanical engineering industry, then in computer networking engineering for information system consultancies. This unique multidisciplinary background in science and business gives Rich unique perspectives for both the art and science of selling.  In his current role as Senior Director, Sales Productivity at Citrix, Rick’s focus is on the development of the core enterprise selling model, business architectures and processes that enable Citrix to directly engage enterprises of all sizes with our unique and compelling value proposition for enabling mobile workstyles and powering cloud services.


About SCIP News
The Strategic and Competitive Intelligence Professionals (SCIP), formerly the Society of Competitive Intelligence Professionals, is a global nonprofit membership organization for everyone involved in creating and managing business knowledge. Our mission is to enhance the success of our members through leadership, education, advocacy, and networking. Specifically, SCIP provides education and networking opportunities for business professionals working in the rapidly growing field of competitive intelligence (the legal and ethical collection and analysis of information regarding the capabilities, vulnerabilities, and intentions of business competitors). Many SCIP members have backgrounds in market research, strategic analysis, or science and technology. Established in 1986, today SCIP has chapters around the world, with individual members in nations around the globe. In addition, SCIP has alliance partnerships with independent affiliate organizations in many countries.

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Google+ photo

You are commenting using your Google+ account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )


Connecting to %s

%d bloggers like this: