Ebsta at 2025 Value Creation Summit

Guy Rubin, CEO, Ebsta

Opportunities Analyzed

Value of Opportunities Analyzed

Minutes of Seller Discovery Calls

+ 2,000 CROs Surveyed

sellers missed quota

sales velocity delta

deals slipped

69%

8.9x

44%

Top sellers manage 2.64x more deals

Top sellers ACV is 76% higher

Top sellers Win Rates are 43% higher

Deal Count

Avg Deal Value

Win Rate

Sales Velocity Delta

Top performers Sales Cycle are 42% shorter

(Top performers generate 11x more revenue per day)

Sales Cycle

On average, sellers spend less than 2 hours a day selling (4 hours for A-players).

45% of firms have moved to full cycle.

A-players: 217% less likely to experience material slippage.

A-players: Manage 164% more pipeline.

Automating manual work is the top use case for AI (88%) in 2025.

76% of B-player deals lack critical events.

Getting right sellers selling to the right customers boosts quota attainment 90%.

A-players: 55% better at Discovery.

Ongoing engagement with C-suite generates 189% more expansion opps. On average, engage 8 stakeholders for new opportunities, and 5 for expansion. Involving decision-makers increases the win rate by 50%. If their relationship score exceeds 40, the win rate jumps by 400%.

Top performers don’t discount. This helps cut negotiation time by 24% (and by 49% for expansion opportunities).

● 60% of sellers across the PE portfolio are missing Quota

● Inefficiency is driving up Customer Acquisition Cost

"I'm looking into a lot of different AI vendors today across lots of different use cases of GTM, this, in my opinion, Ebsta the most impressive one."

● Missed Revenue targets are impacting Enterprise Value

● Ultimately Net Asset Value is compromised

Matt Gallagher CRO of HG Portfolio

● PE houses have made investments in efficiency programs, enablement, CRM overhauls and RevOps - but STILL , most sellers are not hitting target

“ Since adopting Ebsta, our sales velocity in Q1FY25 has soared 16x compared to FY24, marking a substantial boost in go-to-market efficiency.

Increase Sales Velocity

Increase in Win Rate - 15% to 28%

ARR Growth

CEO – PE PortCo

Reduction in Sales Cycle - 103 - 85 days

DEALS CLOSED (Q2 FY25) 230

WIN RATE (Q2 FY25) 30%

AVG AMOUNT (Q2 FY25) $47K

AVG CYCLE (Q2 FY25) 235D

AVG Efficiency (Q2 FY25) $13,874

=

÷

X

X

Quarter-by-quarter trend since FY23

Another record-breaking quarter! Not only did new revenue in Q2 FY25 increase by 2.9x compared to Q2 FY24, but it was also achieved with 6x greater efficiency.

*Sales Velocity = No. of Deals x Win Rate x ACV / Sales Cycle

"Ebsta has absolutely helped with predictability and pipeline visibility."

"Ebsta gives both the AE and leader structure – it’s part of my daily routine decision- making.”

"It’s scary how close Ebsta’s forecast was to our actuals last quarter!"

Ebsta’s platform helps sellers & managers understand the risk and health of the pipeline in real time.

Finally, our platform delivers guided selling, pipeline inspection & forecasting tools.

75%+ of deals close as lost. Working more ICP opportunities and qualifying out faster increases quota attainment. Consistent stage gates based on qualification, multi-threading and engagement scoring doubles win rates.

Then we sit with your leaders each quarter to interpret game-changing insights to help your team work better together to drive growth.

First, we use mailbox activity and call recordings to fix your data & create benchmarks inside salesforce

44% of contacts and 62% of activities are missing from Salesforce

What you see

● 70% Contacts ● 90% Relationships ● Stakeholders / Ops

● +/- Sentiment ● Intent ● Engagement ● Deal Health ● Objections ● Competitors

● 84% Activities ● Time frames ● Benchmarks

TM

The top segment by firmographic data, Latin American, SaaS, and Mid-Market companies, makes up just 13% of the total pipeline.

*Sales efficiency = Win Rate x ACV / Sales Cycle

Win rate increases by 1.7x (64.6% vs 25.8% average in H2) when engagement scores reach between 91 and 100.

Avg Win Rate

Relationship Score

Small Business (<€30K) 28d

SME Business (€30K - €100K) 83d

Enterprise Business (€100K+) 161d

Deal Ages (Days)

Deal Ages (Days)

Deal Ages (Days)

There is a strong correlation between win rate and deal age. When deal age exceeds the optimal threshold, win rate can drop by as much as 5x.

A three-month slip cuts the win rate in half. Once a deal slippage exceeds 180 days, win rate continues to decline, falling to just 4.5%.

* Slippage refers to how much the projected close date of a deal is pushed back. For example, if a deal had a close date of April 1st, and that date was later moved to July 1st, the deal is considered to have slipped by 90 days

When average MEDDPIC scores are between 8 and 10, win rates are 3.2x higher than the overall average.

Avg Win Rate

Avg MEDDPIC Score

AVG MEDDPIC Score for Won Deals

AVG MEDDPIC Score for Lost Deals

Won deals

Lost deals

Auto MEDDPIC score completion

Auto MEDDPIC text completion

There are 14 late-stage deals, totaling €158K in pipeline value, with a relationship score of 60 or below.

Deals with low engagement score

Relationship Score

30 late-stage deals are lingering in their current stage or have aged beyond 180 days

Deals Stalled in Current Stage

Deals aged over 180 days

55% of the recorded pipeline originates from Outbound, yet its sales efficiency is 23% below the overall average - highlighting potential challenges in ICP targeting, or engagement strategies.

With efficiency 11x below average, Event channel makes up just 13% of the pipeline.

*Sales efficiency = No. of Deals x Win Rate x ACV / Sales Cycle / No. of Won Deal

Manufacturer

Business Service

Overall

Sellers

Win Rate

Deal Count

Win Rate

Deal Count

Win Rate

Deal Count

Seller 1

13%

23

78%

9

24%

67

Seller 2

18%

17

25%

4

14%

64

Seller 3

24%

17

0%

4

26%

43

Seller 4

25%

4

0%

1

29%

14

For the Manufacturer industry, Seller 1’s win rate is 41% lower than average; however, they own the most number of Manufacturer deals

Seller 3 excels at converting Manufacturer deals but manage much fewer Manufacturer deals than Seller 1.

Seller 1 excels at converting Business Service deals, can assign them more pipeline from this industry?

7

Low conversion rate in early stages, highlighting potential challenges in ICP targeting

The 'Scoping with Mobilizers' stage has the longest duration, averaging nearly four months.

TM

To sign up for RIaaS you’ll need… ● Salesforce CRM ● 20+ Sellers ● B2B Sales Motion

linkedin.com/in/rubinguy/

guyrubin@ebsta.com @

ebsta.com

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