Feature Overview :

The Performance Dashboard delivers a comprehensive analysis of key performance metrics across multiple evaluation drivers within the module. It enables users to evaluate critical performance areas, compare strengths and weaknesses, and identify opportunities for improvement based on interview data.

How it Works

• Navigation
• Ratings
• Tipping Points
• Rankings
• Criterion Performance
• Criterion Feedback
• Seller Feedback
• Gaps
• Solution Desirability

Navigation :

• Once a user navigates to the Performance module, they land on the Ratings page by default, where they can review overall performance metrics, best- and worst-performing criteria, and detailed driver performance visualizations.

Ratings : 

• Performance Ratings Summary

  • Displays the Best Performance and Worst Performance categories based on aggregated data. Criteria are ranked by overall performance, with consideration given only to those that have a sufficiently high importance in purchase decisions. The criteria with the highest and lowest qualifying performance scores are identified as the best and worst performers.

  • If multiple criteria share the same overall performance score, the tie is resolved using Importance Frequency, with the criterion appearing most often as important ranked higher.

  • Users can also choose whether to include or exclude “No Decision” responses from the performance evaluation by using the dropdown menu.
     

• All Drivers Performance
  The All Drivers Performance screen provides a detailed visualization of performance metrics across all evaluation criteria, allowing users to compare strengths and weaknesses at a glance.

• Sort By Dropdown
  Users can sort the displayed data using multiple options, such as Criterion Name (Ascending/Descending) and other available sorting criteria, to quickly reorganize the view based on their needs.

• Show Dropdown
  The Show dropdown allows users to select specific driver options, updating the display to reflect the chosen data set.

• Performance Comparison Chart
  The central chart visualizes performance ranges, highlighting Wins (green bars) and Losses (red bars) for each criterion. This comparison makes it easy to identify areas of strong and weak performance.

• Tooltip Details
  Hovering over any bar reveals a tooltip with detailed performance insights for that criterion.

• Export Option
  Users can export or download the displayed data in both document and image formats for reporting or sharing purposes.

• 

  Tipping points : 

  The Tipping Points feature is a powerful competitive analysis tool within the Performance Module. It identifies the specific areas of competency where targeted improvements deliver the greatest return. By calculating performance thresholds for each decision criterion, Tipping Points reveals the levels at which your offering begins to win significantly more often against competitors.

  • Competitor Performance Color Coding : Relative performance versus competitors is visually represented using the following color scheme:

    • Much Worse — Dark Red

    • Moderately Worse — Red

    • Slightly Worse — Light Red

    • Similar — Gray

    • Slightly Better — Light Green

    • Moderately Better — Green

    • Much Better — Dark Green

• 

   

Current & Future Performance Chart :

• Displays how you performed compared to competition as a percentage of total opportunities where the criterion was ranked
• Shows performance distribution across the 7-step scale
• Visualizes both current state and projected future performance

Interactive Slider (Stepper) :

• Allows you to adjust the amount of effort you can devote to improving in a specific area
• As you move the slider (0-7 steps), a goal is created
• Future performance projections update dynamically based on your effort level
• Includes tooltips showing the performance category at each step

 Snapshots :

• Capture complete sets of goals across multiple drivers and criteria
• Create unlimited snapshots to track different scenarios
• Share snapshots with other organization members
• View snapshots created by other users in your organization

 Notes & Action Items :

• Collaboration feature for tracking improvement initiatives
• Add notes and action items tied to specific criteria
• Count tracking for notes and action items
• Track effort metrics and future performance changes

Workflow : 

1. Access Tipping Points - Navigate to the Performance Module sidebar option
2. Select/Create Workspace - Choose an existing workspace or create a new one
3. View Criteria - Review all available performance criteria with current tipping point analysis
4. Adjust Performance Goals - Use the slider to simulate improvement efforts
5. Analyze Results - Review projected impact on win rates and revenue
6. Save Snapshots - Capture scenario outcomes for future reference
7. Collaborate - Add notes and action items to drive improvement initiatives
8. Share - Save workspaces and snapshots with your team

Rankings :

• The Ranking module within the "Performance" dashboard provides a comparative analysis of performance criteria based on buyer feedback collected through interviews and surveys. It highlights both strengths and weaknesses across vendors, solutions, and sales teams, helping stakeholders prioritize improvements and showcase differentiators.

Purpose :

• To identify and visualize the strongest and weakest performance criteria based on buyer perceptions, competitive gaps, and their influence on decision outcomes.

Performance Rankings :

Strongest Criterion 

• Displays the top-performing attributes that positively differentiate the vendor from competitors.

• Rank	Criterion	Driver	Gap vs Competitors	Importance to Outcome
  1	Vendor financial viability	Company	+2 (Much Better)	0%
  2	Ease of use	Solution	+1.4 (Moderately Better)	100%
  3	Customer references	Company	+0.8 (Slightly Better)	31%

Weakest Criterion 

• Highlights areas where the vendor underperforms relative to competitors.

• Rank	Criterion	Driver	Gap vs Competitors	Importance to Outcome
  1	On-demand reporting	Solution	-0.9 (Slightly Worse)	27%
  2	Concern resolution	Sales Team	-0.6 (Slightly Worse)	22%
  3	Real-time analytics	Solution	-0.5 (Slightly Worse)	17%

Criteria Importance & Performance (Summary View) :

• Each criterion is evaluated based on its importance to buyer decisions, performance score, competitive gap, and qualitative feedback.

Example: Ease of Use

• Driver: Solution
• Importance to Outcome: 100%
• Score: 127
• Gap vs Competitors:
  • Andem: +1.4 (Slightly Better)
  • DDX: +1.3 (Slightly Better)
  • Sistemic: -0.1 (Similar)
  • Overall: +1.6 (Moderately Better)
• Feedback Breakdown:
  • Major Reason: 24
  • Minor Reason: 5
  • Not Identified: 9
• Root Causes Identified: 6
• Best Practices Documented: 1
• Action Items Logged: 0

Example: Understanding Your Business

• Importance to Outcome: 87%
• Score: 110
• Gap vs Competitors:
  • Andem: 0 (Similar)
  • DDX: -0.5 (Slightly Worse)
  • Sistemic: 0 (Similar)
• Feedback Breakdown:
  • Major Reason: 23
  • Minor Reason: 9
  • Not Identified: 2
• Root Causes Identified: 5
• Best Practices Documented: 2
• Action Items Logged: 0

Filters & Controls :

• Date Range: May 2018 – March 2023
• Data Sources: 34 Interviews, 31 Surveys
• Filters:
  • No Workspace Applied
  • Exclude No Decision Data
  • Decision Feedback
• View Options: Summary View, Grid View
• Sorting: By Importance, Score, Gap
• Driver Filters: Company, Solution, Sales Team

Use Cases :

• Product Teams: Prioritize enhancements based on buyer pain points.
• Sales Enablement: Highlight strengths in pitches and address weak areas.
• Executive Reporting: Track strategic progress and competitive positioning.
• UX/QA Analysts: Validate usability feedback and correlate with performance gaps.

Criterion Performance : 

• Criterion Performance is a detailed analysis section that allows you to evaluate how your organization performs on individual decision criteria across competitive opportunities. It provides deep insights into performance gaps, respondent feedback, and comparative analysis across different buyers, accounts, and deals.

Summary View : 

• Provides a quick visual overview of performance by opportunity using a card-based layout with color-coded outcome indicators.
• Information per card:
  • Account name
  • Opportunity name
  • Result type (for Win/Loss) or Experience Quality (for Customer Experience)
  • Opportunity value
  • Performance scores
  • Gap analysis vs competitors
  • Number of competitors involved
  • Publish date

Grid View (Data Table):

• Provides detailed, sortable, and filterable data analysis powered by the AG Grid React engine with advanced filtering capabilities.

Criterion Feedback :

• This section documents buyer feedback captured in the “Criterion Feedback” view under Performance. It summarizes qualitative reasons impacting the criterion “Align Solution to Needs,” including integration fit, discovery quality, and engagement style. The content is organized for QA, product, enablement, and sales teams to review patterns and drive improvements.

Data fields and structure

• Feedback entries will be displayed as shown in the below image

Themes and actionable insights

• Discovery depth: Competitors consistently conduct pre-presentation discovery to surface stakeholder priorities; Tenscon is perceived as skipping or minimizing this step.
• Integration clarity: Buyers value clear, demonstrated integration with existing tools (e.g., Power BI, Tableau) and executive dashboards; proof beats claims.
• Engagement model: On-site, tailored demos are seen as higher value than virtual, generic sessions; personal engagement builds trust and differentiation.
• Messaging relevance: One-size-fits-all messaging is penalized; buyers expect customization to their growth stage, tech environment, and pain points.
• Outcome confidence: Quantifying benefits early and focusing demos on pains increases buyer confidence in delivery.

Seller Feedback :

• This section documents seller-derived insights captured in the “Seller Feedback” view under Performance. It organizes observations as Root Cause, Best Practice, and Lesson Learned, linking each to buyer perceptions and specific opportunities. Use this to inform enablement, competitive strategy, and deal coaching.Data fields and structure

• Feedback entries will be displayed as shown in the below image

Themes and actions

• Financial capability gaps: Buyers cite missing modules like activity-based costing and accounts payable.
• Partner involvement: Escalate early to specialized financial partners when competing with finance-strong vendors.
• Competitive enablement: Train reps on Andem’s strengths/weaknesses and Tenscon’s counter-positions and partner playbooks.
• Decision hygiene: Qualify hard and walk away when core capability gaps cannot be closed with partners or timelines

Gaps :

• The Gaps dashboard provides a comparative analysis of performance drivers that influence business outcomes—specifically wins and losses. It highlights areas where performance excels or falls short, helping teams identify actionable opportunities for improvement.

Purpose

To visualize and quantify the performance gaps between successful and unsuccessful outcomes across key decision-making criteria. This enables stakeholders to:

• Pinpoint strengths that contribute to wins
• Identify weaknesses that lead to losses
• Prioritize improvements based on impact

Key Components

1. Most Important Driver in Wins

• Driver: Ease of Use
• Performance Gap: +2.6 (Significant Positive)
• Average Rating: 95%
• Sample Size: 24 wins

2. Most Important Driver in Losses

• Driver: Align Solution to Needs
• Performance Gap: -0.7 (Slight Negative)
• Average Rating: 48%
• Sample Size: 30 losses

3. All Drivers Performance Chart

A horizontal bar chart visualizing performance gaps across multiple drivers:

• Drivers Included:
  • Align Solution to Needs
  • Ease of Use
  • Articulate Meaningful Value
  • Help Justify Decision
  • Customer References
  • Negotiate Creatively
• Color Coding:
  • Significant Positive
  • Moderate Positive
  • Slight Positive
  • Slight Negative
  • Moderate Negative
  • Significant Negative

4. Data Source

• Interviews: 1
• Surveys: 64
• Timeframe: July 2023 – December 2025

Filters and Controls

• Exclude No Decision Data: Toggle to remove neutral outcomes from analysis.
• Decision Feedback: Access qualitative insights tied to each performance driver.

Usage Tips

• Hover over bars to view exact gap values and sample sizes.
• Use filters to refine insights by decision type or timeframe.
• Cross-reference with Ratings and Criterion Feedback for deeper context.

Solution Desirability :

• Solution Desirability helps you understand how buyers perceive your solution’s value relative to its price compared to the strongest competitor. Each plotted item is a bubble (pie) that encodes wins vs losses at that value/price intersection; bubble size maps to sample size (number of published profiles).
• It visualizes published feedback (contacts/opportunities) on two axes:
  • X axis: Value position (Much Worse -> Much Better vs strongest competitor)
  • Y axis: Price position (Much Lower -> Much Higher vs strongest competitor)

User can switch between Contact view and Opportunity view :