How do I run win/loss analysis by deal?
Updated Jul 18, 2026
Diagnose why each deal was won or lost. Pick Won/Lost/Both, window by call date or deal close date, and Discera groups calls by deal and diagnoses each once.
TL;DR
Open Win / Loss → New analysis, choose Won, Lost, or Both and a date range — windowed by call date or by deal close date — and run it. Discera groups that window's calls by HubSpot deal and diagnoses why each deal was won or lost — one structured analysis per deal. Every deal is analyzed once, then accumulates into a workspace corpus you can explore, drill into, and synthesize into an executive briefing.
How win/loss by deal is different
A normal analysis works per call and produces one report. Win/loss works per deal: it gathers all of a deal's calls in your window, then writes a single diagnosis for that deal — the primary driver of the outcome, contributing root causes, a read on sales execution, how preventable the loss was, and the key prospect quotes behind it.
Results don't live in one-off reports. They build a persistent corpus: each deal is diagnosed once and stays, so the picture gets richer every time you run.
Steps
- 01Open Win / Loss in the sidebar (Growth and Scale plans). The page has three tabs: Executive summary, Deal explorer, and New analysis.
- 02Go to the New analysis tab. The run builder is a short set of numbered steps. Under Outcome, choose Lost, Won, or Both.
- 03Under Window, pick a quick preset (Last 7 days, Last 30 days, Last 90 days) or set From/To dates, then choose what the range means with the Date range means toggle:See *Two ways to read the date range* below. A wider window finds more deals.
- 04Optionally adjust Max calls (default 500). This caps how many calls are fetched before they're grouped into deals.
- 05Optionally, under Focus, steer what the diagnosis emphasizes — see Focus the diagnosis below. Leave it empty for the standard win/loss diagnosis.
- 06In Review & run, check the recap and your remaining quota, then click Run win/loss analysis. You'll land on a live progress screen while Discera fetches calls, groups them by deal, and diagnoses each new one.
- 07When it finishes, it reports how many deals were new versus already-analyzed, and opens the Executive summary.
Two ways to read the date range
The Date range means toggle decides which deals a run covers:
- ·Calls in this range — the window is about when calls happened. Discera fetches Gong calls inside your From/To dates and groups them into deals. Good for "what happened on calls this week", but a deal that closed recently often had its calls weeks or months earlier, so those calls fall outside a short window.
- ·Deals closed in this range — the window is about when deals closed. Discera asks HubSpot for every deal whose close date is inside your window, then gathers each deal's Gong calls (reaching back up to 12 months) and diagnoses it. This is the natural fit for "diagnose everything we lost last month". It needs a connected HubSpot integration; without one, the option is disabled.
Two things to keep in mind. First, Discera's presets are trailing windows — Last 7 days and Last 30 days end today and count back — whereas HubSpot's similarly-named filters often mean the previous calendar week or month. If a HubSpot deal list and a Discera window disagree on which deals are "last week", set explicit From/To dates on both. Second, in Deals closed mode a deal whose calls predate the 12-month look-back won't have calls to analyze; the run reports those so you're never left guessing.
Focus the diagnosis (optional)
Every deal is always diagnosed against the full win/loss driver taxonomy — a focus only sharpens the emphasis, it never replaces it. In the Focus step you can pick a win/loss focus area — Competitive losses, Discovery gaps, Champion / stakeholder, Budget / timing, or Sales execution. Picking one fills an editable box you can adjust, or you can type your own directive. Expand What this analysis looks at to see exactly which drivers, sales-execution dimensions, and preventability levels the diagnosis always covers. Focus stays win/loss-scoped by design, so the results always feed the Deal explorer and executive summary cleanly.
The three tabs
- ·Executive summary — a board-ready briefing synthesized across every deal you've analyzed: a headline, the numbers that anchor it, the dominant patterns, a primary-drivers chart, and recommended plays. It refreshes automatically after a run adds deals, and you can regenerate it anytime with Refresh.
- ·Deal explorer — a filterable table of the whole corpus. Use the filter chips (outcome, primary driver, industry, preventability), search by company, or click a bar in the drivers chart to filter — then click any row to drill into that deal's full diagnosis and its supporting quotes.
- ·New analysis — the run builder plus a short history of your recent runs; click a run to see its window, outcome, and what it added.
Analyze once, then accumulate
The most important thing to know: a deal is never analyzed twice. If a new run covers deals already in your corpus, those are skipped — you only pay quota for genuinely new deals. To deliberately refresh a deal (for example, after more calls happened on it), open it in the Deal explorer and choose Remove & re-analyze later; the next run that includes it will diagnose it fresh.