What are the key stage criteria based on past wins?
Data: EMEA Teams; New Business Opportunities closed in FY2024;
Qualification
Discovery
Alignment
Proposal
Negotiation
Engagement (0-100)
85-100
50 to 60
60 to 90
70 to 85
70 to 85
Stakeholder Count
9+
1 to 2
2 to 3
4 to 6
6 to 8
M etric (0-4)
4.8
3.5
4.2
4.5
4.7
E conomics Buyer (0-4)
4.6
1.5
2.8
3.7
4.3
D ecision Criteria (0-4)
4.7
2.0
3.2
4.0
4.5
D ecision Process (0-4)
4.6
1.2
2.5
3.5
4.3
P aper Process (0-4)
4.5
0.5
1.5
2.8
4.0
I dentify Pain (0-4)
4.7
3.2
4.0
4.5
4.6
C hampion (0-4)
4.8
1.0
3.5
4.0
4.6
C ompetition (0-4)
4.6
1.5
3.2
3.8
4.0
Stage Duration (Days)
5
10
15
20
10
Powered by FlippingBook