Case study · RevOps analytics
The win-rate analysis nobody could reproduce
24.7% → 9.1%real new-business win rate
A 28-page win/loss deck, still being quoted seven months on, reported a 24.7% win rate on 174 deals that didn't exist in any reading of the CRM. It had counted expansion, renewal and onboarding wins against new-business losses. Rebuilt from 1,304 closed deals down to 1,006 real new-business deals, the number was 9.1%.
What we took from it
- The useful output wasn't the number. It was a gate that refuses to cut a rate by any field that's filled in differently for wins and losses. Nine fields got refused.
- Subscription ARR was filled on 96.2% of won deals and 15.3% of lost ones. The original deck's whole velocity section rested on a field like that.
RevOps Analytics & Forecasting
Pipeline, win rate, attribution, renewals, forecasting. Every number comes with its denominator and a list of what got excluded.
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