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# When win/loss fails
- URL: https://www.productmarketingalliance.com/when-win-loss-fails/
- Published: 2026-10-02T09:31:03.000Z
- Updated: 2026-10-02T09:31:03.000Z
- Description: Learn why insights without action are a waste of resources, and why the most quotable thing a customer says in a win loss interview might be the one thing you should never put on a battle card.
- Author: Product Marketing Alliance
- Tags: Win/Loss, Live Sessions

PMMnow is your chance to stream exclusive talks and presentations, hosted by product marketing experts and industry leaders.

It's a unique opportunity to watch the most sought-after product marketing content – ordinarily reserved for PMA Pro members. Each stream delves deep into a key product marketing topic, industry trend, or case study. Simply sign up to watch any of our upcoming live sessions.

🎥 Access exclusive talks and presentations  
✅ Develop your understanding of key topics and trends  
🗣 Hear from experienced product marketing leaders  
👨‍💻 Enjoy regular in-depth sessions

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[Sign up now](https://www.linkedin.com/events/7510989201237065729?viewAsMember=true)

Mindy Regnell once came close to shutting down a win loss program. The reason wasn't bad data. The team had received identical feedback on why they were losing two years in a row and did nothing with it. As head of market intelligence at Klaviyo, with almost a decade focused on market and competitive intelligence and 15+ years in ecommerce, Mindy has seen what happens when win loss becomes a reporting exercise instead of a driver of change.

In this session, Mindy skips the "why you should do win loss" pitch and goes straight to the mistakes that quietly undermine programs. She shares three semi hot takes (and one true hot take) on getting stakeholders to act, spotting the bias that creeps into your analysis, and knowing what your customers' words actually tell you. Customers aren't always correct, and perception isn't always reality, so what do you do with an interview that gets the facts wrong?

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### In this session, you’ll discover:

⚡ Insights into action - why a win loss program without follow through has a real cost, and how to bring stakeholders along from scoping to pre-reads so teams act on at least two of your recommendations.  
🔍 Perception versus reality - how to handle it when a customer says something that isn't true, trace where the misconception came from, and look for the non-obvious answer behind a high level reason like "it was easier."  
🛡️ Avoiding bias and battle card traps - how to pressure test your own conclusions, treat value and pricing as separate questions, and why Mindy keeps raw win loss quotes off battle cards.

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### Meet the speaker:

Mindy Regnell - Head of Market Intelligence, Klaviyo

Mindy is making the case that the future of CI isn't more battlecards - it's better frameworks: the kind of structure that scales across multiple products, geos, and customers, and ultimately gives AI the right underlying data to take scale to the next level.  
  
With almost a decade in competitive intelligence and 20 years in high-growth B2B SaaS, Mindy has built the frameworks that shape how her company competes and wins in market. She partners closely with product and executive leadership on roadmap and strategy while designing the frameworks and methodology that power CI functions at scale with a small but mighty team.