How does the presence of a strong Competition noted in the deal record impact the outcome?
Analyzing 750 Salesforce opportunities shows that when a competitor is explicitly noted in the record (“With Competition”), deals are on average larger and slightly more likely to close won than deals without any competition noted:
• Total deals:
– With Competition: 369
– No Competition: 381
• Win rates:
– With Competition: 25.5%
– No Competition: 23.1%
• Average deal size:
– With Competition: \$692,437
– No Competition: \$621,880
• Average close probability:
– With Competition: 65.25%
– No Competition: 64.77%
In other words, rather than hurting outcomes, deals with a documented competitor tend to be larger and have a marginally higher win rate and probability of closing.
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