Ebsta RIaaS Report Example

Which teams face the most bottlenecks, and where can they improve?

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

Qualification

Discovery

Alignment

Proposal

Negotiation

CVR *

Dur * (days)

Sellers

CVR Dur(days)

Seller 1 VP Sales - EMEA

78.3%

76.4%

81.1%

85.7%

89.5%

✅ 18 ❌ 45

✅ 11 ❌ 51

✅ 20 ❌ 45

✅ 11 ❌ 23

✅ 7 ❌ 14

Seller 2 Sales Director – APAC

86.1%

64.0%

68.8%

85.7%

✅ 4 ❌ 38

✅ 22 ❌ 68

✅ 28 ❌ 49

✅ 5 ❌ 26

✅ 4 ❌ 10

Seller 3 VP Sales – DACH Seller 4 VP Sales - UK&I Seller 5 VP Sales - LATAM

80.0%

86.3%

90.5%

87.2%

96.7%

✅ 9 ❌ 26

✅ 4 ❌ 49

✅ 6 ❌ 12

✅ 16 ❌ 34

✅ 8 ❌ 12

89.1%

76.2%

90.3%

89.7%

100%

✅ 10 ❌ 29

✅ 10 ❌ 18

✅ 11 ❌ 17

✅ 14 ❌ 24

✅ 4 ❌ 5

95.4%

66.7%

70.0%

100.%

100%

✅ 35 ❌ 38

✅ 27 ❌ 12

✅ 27 ❌ 39

✅ 3 ❌ 5

✅ 4 ❌ 3

Seller 6 VP Sales - North America

83.7%

85.7%

58.8%

80.0%

100%

✅ 10 ❌ 49

✅ 14 ❌ 42

✅ 19 ❌ 51

✅ 20 ❌ 44

✅ 15 ❌ 17

✅ Converted Deals

❌ Closed Lost Deals

Closed-lost deals take up to 60% longer than closed-won ones, indicating pipeline management inefficiencies.

Sellers 2 and 6 face bottlenecks at the Alignment stage, with low conversion rates and extended stage duration.

CVR: Conversion; Dur: Duration

Data source:

Explore more on Ebsta Funnel Analytics