Here are the days-to-close statistics broken out by whether the customer’s paper process was identified:

• Identified paper process (363 opportunities):
– Average days to close: 199.5 days
– Range (max–min): 530 days
– Std. dev. of days to close: 137.0 days

• Not identified (387 opportunities):
– Average days to close: 187.7 days
– Range (max–min): 521 days
– Std. dev. of days to close: 132.5 days

Contrary to expectations, opportunities with the paper process identified close slightly more slowly (by about 12 days on average) and exhibit somewhat greater variability in close times. Therefore, having the paper process identified does not appear to lead to faster or more predictable closes.