Yourexposure

Figuring out your competitive pipeline composition.

FIG. 1-2 — EXPOSURE INPUTS SHEET 1 OF 3

PANEL A — TEAM INPUTSFIG. 1A

Sales repsHEADCOUNT

Deals per rep / yearOPPORTUNITIES

Average contract valueUSD

MIX

PANEL B — COMPETITIVE MIXFIG. 1B

deals with a named competitor60 %

A COMPETITOR WAS IN THE EVALUATION

competitive win rate today45 %

OF CONTESTED DEALS, HOW MANY YOU WIN

DERIVE

PANEL C — BASELINE OUTFIG. 2

TOTAL PIPELINE / YEAR

$30.0M

60 OPPORTUNITIES / YR

36.0 CONTESTED (60%)

$18.0M UNDER CONTEST

READ-ONLY — DERIVED LIVE

FIG. 3 — PIPELINE COMPOSITION · $30.0M / YR MEASURED FROM YOUR FIVE INPUTS

UNCONTESTED — $12.0M

CONTESTED · WON — $8.1M

CONTESTED · LOST — $9.9M

PROJECTGAP CALCULATOR

SHEET1 / 3

STATUSINPUTS OK

PIPELINE$30.0M

DATE—

Thegap

This is how much money you're losing to competitors every year.

FIG. 1-2 — LOSS BASELINE SHEET 2 OF 3

REVENUE LOST TO COMPETITORS / YEAR

$9.9M

19.8 DEALS

DERIVATION LADDERFIG. 1

opportunities / year60

competitive mix · 60%36.0 contested

loss rate · (1 − 45%)19.8 lost

average contract · $500K$9.9M / yr

FIG. 2 — CONTESTED POOL, SPLIT AT TODAY'S WIN RATE · $18.0M / YR THIS REVENUE IS GOING TO YOUR COMPETITORS

WON TODAY — $8.1M · 16.2 DEALS

LOST TO COMPETITORS — $9.9M · 19.8 DEALS

At a 45% win rate you keep $8.1M of the $18.0M competitive pipeline. Go to sheet 3 to see what we can help you recover.

PROJECTGAP CALCULATOR

SHEET2 / 3

LOSS / YR$9.9M

DEALS19.8

DATE—

Closingthe gap

Win more competitive deals with the right intel for your sales, product, and marketing teams.

FIG. 1-3 — RECOVERY MODEL SHEET 3 OF 3

PANEL A — RECOVERY LEVERSFIG. 1

TIER 1 — ADDRESSABLE LOSSES

losses that were addressable35 %

LOST ON POSITIONING OR OBJECTIONS — NOT PRICE OR PRODUCT

share you actually convert50 %

REALISTIC FLIP RATE ONCE REPS ARE EQUIPPED

TIER 2 — INFLUENCED REMAINDER

remainder you can influence40 %

DEALS YOU CAN SHAPE BUT NOT WIN OUTRIGHT

win-probability uplift15 %

HOW FAR INFLUENCE MOVES THE ODDS — NOT A WIN

INPUT

PANEL B — BASELINEFIG. 2

REVENUE LOST / YEAR

$9.9M

19.8 DEALS LOST / YR

= 36.0 CONTESTED × (1 − 45%)

VALUED AT $500K ACV

SOURCE — YOUR CRM INPUTS

APPLY

PANEL C — RECOVERED OUTPUTFIG. 3

RECOVERED REVENUE / YEAR

$2.12M

4.24 DEALS / YR

CLAIMED RECOVERY RATE21.4 %

0 — 50 % SCALE

FIG. 4 — CONTESTED PIPELINE DECOMPOSITION · $18.0M / YR WON BACK REVENUE SHOWN IN ORANGE

WON TODAY — $8.1M

ADDRESSABLE — $3.5M

INFLUENCEABLE — $2.6M

OUT OF REACH — $3.9M

PROJECTGAP CALCULATOR

SHEET3 / 3

SCENARIOBASE

RATE21.4 %

DATE—

Show themath

Every assumption and every derivation on one sheet.

SCHEDULES A-B — FULL AUDIT TRAIL SHEET 3A · APPENDIX TO SHEET 3

SCHEDULE A — ASSUMPTIONSREF. SHEETS 1 & 3

Sales reps5

Deals per rep / year12

Average contract value$500,000

Deals that are competitive60 %

Competitive win rate today45 %

Losses addressable TIER 135 %

Of those, converted TIER 150 %

Remainder influenced TIER 240 %

Win-probability uplift TIER 215 %

SCHEDULE B — DERIVATIONSALL 10 LINES

Total opportunities REPS × DEALS/REP60

Total pipeline OPPS × ACV$30.0M

Competitive opportunities OPPS × 60%36.0

Deals lost 36.0 × (1 − 45%)19.8

Revenue lost 19.8 × $500K$9.9M

Recovered — Tier 1 6.93 ADDRESSABLE × 50 %3.47

Recovered — Tier 2 12.87 REMAINDER × 40 % × 15 %0.77

Total recovered 3.47 + 0.774.24 deals

Recovered revenue 4.24 × $500K$2.12M

Recovery rate $2.12M ÷ $9.9M21.4 %

PROJECTGAP CALCULATOR

SHEET3A

SCENARIOBASE

RATE21.4 %

DATE—