SMB Win rates by DM involvement
We analyzed 9,056 sales opportunities to see how win rates were affected when DMs were missing from deals (from web conference meetings, specifically).
Deals that don’t involve DMs are 80% less likely to close:
If your sales instincts were screaming “Obviously you need a DM involved!” – you’ve been validated.
Give your gut a high five.
And maybe forward this to folks on your team who need to see it. (You know who they are.)
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
ACVs > $50K
