This is an anonymized excerpt from a real RevTopo diagnostic for a B2B SaaS company selling into a regulated vertical. 12 deals. 31 calls. 47 hours of conversation. Three findings that changed how they sell.
Anonymized sample. All company names, individual names, and deal values have been redacted. The analysis methodology, scoring framework, and insight structure are exactly as delivered to the client.
Through in-depth analysis of 12 deals (6 Won, 6 Lost), 31 sales calls, and 47 hours of customer conversations, we identified three patterns driving outcomes at this company.
83% of won deals had active champions. 83% of lost deals didn't. The single strongest predictor of outcomes at this company.
Only 2 of 12 deals fully quantified ROI. Reps identified pain effectively but couldn't translate it into dollars for the economic buyer.
3 of 12 deals should have been disqualified earlier, consuming 189 hours — equivalent to 1.2 reps' quarterly capacity.
Every deal was scored 0–2 on each MEDDPICC element across every call. This table shows the averages and where the gaps predict outcomes.
| MEDDPICC Element | Won Avg | Lost Avg | Gap | What This Means |
|---|---|---|---|---|
| Champion | 1.83 | 1.00 | +0.83 | Biggest predictor of success |
| Decision Criteria | 1.83 | 1.00 | +0.83 | Reps not influencing requirements |
| Identified Pain | 1.83 | 1.40 | +0.43 | Pain found but not quantified |
| Economic Buyer | 1.17 | 0.80 | +0.37 | Often never identified or engaged |
| Paper Process | 1.17 | 1.00 | +0.17 | Surprises at contract stage |
| Metrics | 1.33 | 1.20 | +0.13 | Weakest area for both outcomes |
| Decision Process | 1.50 | 1.40 | +0.10 | Generally understood |
| Competition | 1.50 | 1.40 | +0.10 | Incumbent not differentiated |
| Total Score | 12.0 | 9.2 | +2.8 | 30% qualification gap |
*One anomaly deal (a perfectly qualified opportunity lost to an unforeseen catastrophic budget cut) was excluded from Lost averages.
The presence of a true champion was the single most critical factor. Here's what we heard in the calls — real quotes, anonymized.
The full diagnostic includes MEDDPICC progression tracking, call-by-call scoring, gap analysis, and specific next-step recommendations for every deal. Here are two anonymized examples.
The full diagnostic doesn't just identify problems — it provides a prioritized, phased roadmap with revenue impact modeling for each fix.
Stage-gate minimum scores, go/no-go decision criteria, and disqualification frameworks built from this client's specific data.
Champion identification scorecard, testing questions, enablement toolkit, and role-play certification — all based on what winners at this company actually did.
Industry-specific ROI calculators, discovery question banks, cost-of-inaction modeling — tied to the specific gaps found in this team's conversations.
© 2026 RevTopo. Win/Loss Analysis & Sales Diagnostics.
