Ebsta RIaaS Report Example

Does discounting improve sales efficiency?

Data: EMEA Teams; New Business Opportunities closed in FY2024;

Sales Efficiency

1.86x

Win rates drop from 24% to 12% as discounts increase from 0–5% to 21–30%. Deal size shrinks from $78K to $53K, eroding overall value. Sales cycles lengthen from 42 to 62 days, slowing down velocity. Sales efficiency falls by over 50%, from 1.86 to 0.85, showing that deeper discounts hurt performance.

Win Rate

24%

0.85x

12%

96d

Sales Cycle ACV

42d

$78K

$53K

Discount Range

*Sales efficiency = Win Rate * ACV / Sales Cycle

Data source:

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