After analyzing a broader data set than ever before, we found that previous experience is still one of the leading influences in buying decisions, with former customers being 5x more likely to convert. This year, we uncovered that 36% of new customers had a previously closed-lost opportunity.

In 2024, Champify powered over $256M in pipeline and $101M in revenue. This report breaks down how that happened, and how Champify + Insider AI will help GTM teams uncover and win hidden deals others overlook.

Activity > opp conv

Average win rate

Pipeline influenced

Revenue Influenced

vs <2% from cold outbound

vs <19% SaaS Average

in 2024

in 2024

For this year's report, we analyzed a much larger sample (10x more data) than in last year's report, with insights from 230,000 former champions and 7,000 opportunities. 

In 2023, Trustradius cited that 72% of technology buyers attributed their own experience as one of the strongest influences on their purchasing decision. 

In 2024, the significance of familiarity increased.

TrustRadius’ 2024 Buying Disconnect Report found that when shortlisting solutions, 78% of buyers selected products they had heard of before even starting the research process. Among enterprise buyers, 81% selected a product they had bought or used before.

“So far this year, 20% of my entire org’s meetings have come from Champify"

Jonathan Konsky I Global Sales Development Leader