Starting Your Win-Loss Program w/ Dylan D'Urso

WE'RE BACK. It's 2025, and we're talking about everything Win-Loss, starting with how to start your own Win-Loss program. We get asked all the time about how to run interviews, where to source them and everything in between, but what about those who are just starting their Win-Loss journey? We thought the best person to help you launch your first program is Dylan D'Urso, Senior Competitive Intelligence Manager at Autodesk, because he has built a BEST in-class Win-Loss program there over the past few years – it's a spectacle.

(00:00:00) Dylan D'Urso is on the pod!

(00:01:13) How Dylan built his own Win-Loss program

(00:02:27) First step in building a Win-Loss program

(00:05:41) Who is your Win-Loss program for?

(00:07:14) Building objectives for Win-Loss analysis

(00:09:21) Dylan’s first Win-Loss program

(00:11:45) Win-Loss programs at different-sized companies

(00:13:55) What deals should be interviewed for Win-Loss analysis?

(00:16:49) Sales buy-in for Win-Loss analysis

(00:19:44) Win-Loss helping account executives

(00:22:10) Win-Loss Analysis Do’s and Don’ts

(00:27:28) Win-Loss research objectives

CREDITS:

Guest: Dylan D'Urso

Hosts: Adam McQueen, Hunter Sones

Producer: Grayson Ottenbreit

Editor: Stephen Despins

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