Calculator Inputs
Example Data Table
| Segment | Total Opportunities | Won Deals | Net Won Revenue | Average Deal Value | Win Rate |
|---|---|---|---|---|---|
| SMB | 85 | 21 | $126,000.00 | $6,000.00 | 24.71% |
| Mid-Market | 46 | 11 | $198,000.00 | $18,000.00 | 23.91% |
| Enterprise | 19 | 4 | $320,000.00 | $80,000.00 | 21.05% |
The table shows how average deal value changes by segment even when win rates stay close.
Formula Used
Recurring Contract Value = Monthly Recurring Revenue × Recurring Months
Gross Booked Value = Closed Revenue + Implementation Fees + Recurring Contract Value
Net Won Revenue = Gross Booked Value − Discounts − Credits/Refunds − Taxes/Pass-Through Fees
Average Deal Value = Net Won Revenue ÷ Closed-Won Deals
Gross Average Deal Value = Gross Booked Value ÷ Closed-Won Deals
Win Rate = (Closed-Won Deals ÷ Total Opportunities) × 100
Revenue per Opportunity = Net Won Revenue ÷ Total Opportunities
Average Open Deal Value = Open Pipeline Value ÷ Open Pipeline Deals
Expected Open Revenue = Open Pipeline Value × Expected Close Rate
Expected Portfolio Deal Value = (Net Won Revenue + Expected Open Revenue) ÷ (Closed-Won Deals + Open Pipeline Deals)
How to Use This Calculator
- Enter a period name so the result and exports stay easy to identify.
- Select the currency used in your CRM or revenue reporting.
- Add total opportunities, closed-won deals, and open pipeline deals.
- Enter closed revenue plus any onboarding or implementation fees.
- Add recurring revenue and the number of months you want counted.
- Subtract discounts, credits, refunds, and any non-revenue taxes or fees.
- Enter the value of your open pipeline and an expected close rate.
- Press the calculate button to view average deal value, pipeline benchmarks, and downloadable result files.
Frequently Asked Questions
1. What does average deal value measure?
It measures the average net revenue generated per closed-won deal. It helps sales leaders compare segments, evaluate pricing quality, and understand how deal size affects quota attainment and forecasting.
2. Should discounts be included in the calculation?
Discounts should usually reduce deal value because they lower realized revenue. Tracking both gross and net averages shows whether bookings look strong only before concessions are applied.
3. Why include recurring revenue months?
Recurring contracts often create more value than a one-time sale. Including the recognized months lets you compare subscription deals and project-based deals on a more consistent basis.
4. What is the difference between gross and net average deal value?
Gross average uses booked value before deductions. Net average removes discounts, credits, refunds, and non-revenue charges. Net average is usually better for performance analysis and forecasting.
5. Why calculate revenue per opportunity too?
Revenue per opportunity combines deal size and conversion efficiency. It helps reveal whether growth comes from better close rates, larger contracts, or both working together.
6. How does expected open revenue help pipeline reviews?
It estimates how much open pipeline may convert using your expected close rate. This gives managers a cleaner bridge between current bookings and likely near-term revenue.
7. Can this calculator be used for account executives or regions?
Yes. You can use the reporting field for a rep, team, territory, segment, or period. That makes side-by-side comparisons easier during reviews and planning sessions.
8. When should taxes or pass-through fees be excluded?
Exclude them when they do not represent retained revenue. Removing these amounts prevents average deal value from being overstated and improves reporting consistency across teams.