28 January 2026 13:00 - 13:30
Modern Win/Loss and how it shapes messaging, positioning & pipeline strategy
Win/Loss has evolved far beyond post-mortem interviews. In 2026, the most effective PMM teams treat Win/Loss as a continuous buyer-intelligence engine that informs messaging, sharpens positioning, and uncovers the real drivers behind churn, competitive losses, and high-velocity wins. This session breaks down how modern PMMs structure Win/Loss programs, blend qualitative interviews with behavioral and CRM data, and turn findings into GTM decisions that revenue teams actually use.
We’ll cover what’s changed in the Win/Loss landscape — AI-assisted analysis, new competitive signals, shifting buyer expectations — and show how PMMs can operationalize insights to influence pipeline strategy, sales plays, narrative updates, and pricing decisions.
Attendees leave with a practical Win/Loss playbook designed for today’s faster, noisier buying cycles.