Stakeholder involvement on won deals
We all know how important it is to get buy-in from the decision makers with buying power as well as from your actual end users — but how important is headcount in deals? Turns out, headcount is highly correlated with win rate.
The more people from the prospect’s company you engage in the deal, the more likely you are to win the deal. In fact, each additional person increases the win rate by 4.5%.
Looking at data of more than 250,000 deals that included between 2 and 24 external participants, those with 24 external stakeholders were more than 400% more likely to win the deal, compared to deals with only 2 company contacts.
Stakeholders in the deal are important, but the onus is on the rep to do the work and get the right people at the table as well as understand who their champions and detractors are in any given deal.
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs $15K-$50K
ACVs < $15K
ACVs > $50K
