Quote & Deal Performance
Give every quote a defensible price, keep exceptions on record, and see win rate, deal size and cycle time move the right way.
Metrics to watch
All metrics →- Deals & Commercial Execution
Win rate
Quotes won over quotes issued, by price band, segment and rep.
Act whenA drop over x points, or a jump over y
- Deals & Commercial Execution
Average deal size
Won quote value per deal, by segment and rep.
Act whenA change of x% either way
- Deals & Commercial Execution
Sales cycle time
Days from quote to order, by segment and by whether an approval was needed.
Act whenRising days or months
- Deals & Commercial Execution
Quote guidance adherence
Quotes priced inside the target and floor bands, and the win rate inside against outside.
Act whenBelow 80%, or a higher win rate outside the band than inside
- Deals & Commercial Execution
Corridor compliance
Share of quotes and orders inside the corridor, and the value of the ones outside.
Act whenBelow 90%, or exception value rising
- Deals & Commercial Execution
Custom price requests
Special price and exception requests per week, by rep and account, against the corridor.
Act whenA spike against the trailing eight weeks
- Deals & Commercial Execution
Exception value on record
Value of signed exceptions after a decision, by approver and account.
Act whenOver 10% of a decision’s modeled value
- Pricing & Realization
Discounts given
Average discount off list and the share of lines discounted, by segment and rep.
Act whenA jump in the average, or new requests above the corridor
Templates to start with
All templates →- Optimization
Quote guidance bands
Target, floor and stretch for every quote, from the win curve and the margin goal, with approval routes for anything outside.
- Predictive Models
Win probability for quotes
The chance a quote wins at each price, from your own outcomes, so guidance is a curve rather than a floor.
- Analysis & Diagnostics
Win, loss and quote velocity
Win rate by price position, discount depth and segment, with cycle time from quote to order.
- Analysis & Diagnostics
Discount corridor compliance
Which quotes and orders left the corridor, by how much, who approved them and what it cost.
- Optimization
Discount corridor optimization
Corridor floors by segment and class that recover margin without moving the accounts that would leave.
- Commercial Data & Context
Quote and order unification
Quotes from CPQ and orders from ERP on one key, so quoted price, ordered price and invoiced price are three columns on one line.
Relevant solutions
The solution page explains the buyer problem and Revomo’s approach; this collection is the concrete set of artifacts around it.
Industries
See Quote & Deal Performance in Revomo.
We will walk through the metrics and templates in this collection on representative data, or on a slice of your own.