Ebsta RIaaS Report Example

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

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