Ebsta at 2025 Value Creation Summit

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

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