Egress Solutions Product & Innovation Management Blog

Jesse Lujan

Jesse Lujan
Jesse joined Egress Solutions in 2016. With over eight years of research experience in the biotech sector, he brings with him his scientific acumen to analyze company problems. His experience with quantitative analysis, statistics, and experimental design allow him to effectively parse through market research data and make insightful recommendations. He has been influential in establishing our industry-leading Insight Analysis. Jesse attended the University of California, San Diego and holds a Bachelor of Science in biochemistry and biology and an MBA from Saint Mary’s College. Prior to joining Egress Solutions, he has held positions in R&D, product development, and product management at EMD Millipore and Cellerant Therapeutics.
Find me on:

Recent Posts

Buyers' Insight: A Primer

Would it be easier to sell your software product if you could read your buyer's mind and know the most important factors they care about? Would it be easier to position your product against a competitor if you knew what drives customers to buy their product over yours?

Read More

Buyers' Insight Analysis – Think Beyond Win-Loss

In my previous blog post, I stated that win-loss is a misnomer. Traditional Win-Loss analysis only reflects the outcome of the deal and often narrowly focuses on ‘what did we do wrong in the process’.

If you are going to make the effort and spend the resources to engage customers after a buying decision occurs, wouldn’t it make sense to determine how that buyer rationalized that outcome?

Buyers’ Insight determines just that. Its focus is to measure the things that matter most from the buyers’ perspective. Measuring these outcomes over time will allow you to stop relying on anecdotal information or a single source of “truth” (like SalesForce or sales reps).

Read More

Win-Loss Analysis: Why Salesforce is not Enough

 


A Typical Approach to Win Loss Analysis

Many sales teams claim to have a handle on the reason why they win or lose an opportunity. After we assess their practice, we learn that their process to determine those reasons is almost always the same: A Salesforce generated win-loss report.

Read More