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Would you like to inspect the original subtitles? These are the user uploaded subtitles that are being translated: 1 00:00:00,000 --> 00:00:03,854 So, to get the average deal size for all the accounts, 2 00:00:03,854 --> 00:00:07,559 I've set up a spreadsheet so that we can first calculate 3 00:00:07,559 --> 00:00:11,280 the total bookings in dollars that we already did in the past, 4 00:00:11,279 --> 00:00:16,289 in the previous video and then the number of deals for each of the accounts, 5 00:00:16,289 --> 00:00:19,519 and then we're going to go ahead and calculate the average deal size. 6 00:00:19,519 --> 00:00:21,780 So first, we're going to go ahead and 7 00:00:21,780 --> 00:00:25,905 calculate the sum of the bookings for each of these accounts. 8 00:00:25,905 --> 00:00:27,615 I'll just copy and paste it down, 9 00:00:27,614 --> 00:00:30,989 and then the short number of deals where each of the accounts and then again, 10 00:00:30,989 --> 00:00:33,434 I'm going to just copy this formula down. 11 00:00:33,435 --> 00:00:34,950 I'm going to go ahead and copy these. 12 00:00:34,950 --> 00:00:40,050 So, I'm going to just go ahead and copy and paste the values, 13 00:00:40,049 --> 00:00:42,359 copy and paste the values, 14 00:00:42,359 --> 00:00:46,560 and then to get the average deal size that we got from each of 15 00:00:46,560 --> 00:00:50,900 the accounts all you have to do is you divide the total bookings by the number of deals, 16 00:00:50,899 --> 00:00:53,989 and that tells you the average amount for 17 00:00:53,990 --> 00:00:57,780 each deal or that we got from each of these accounts. 18 00:00:57,780 --> 00:00:59,655 Right away, we can see, 19 00:00:59,655 --> 00:01:05,629 Sam's Club had really high bookings that it seems to me there was a mix of 20 00:01:05,629 --> 00:01:10,759 monthly and annual subscriptions that we got and the reason is because we know that 21 00:01:10,760 --> 00:01:16,160 the monthly subscription is $16 and you're yearly subscriptions are $195. 22 00:01:16,159 --> 00:01:18,075 So, with that knowledge in mind, 23 00:01:18,075 --> 00:01:21,769 we can see that this- the amount that we got from Sam's Club and 24 00:01:21,769 --> 00:01:26,364 Costco was a combination of monthly and yearly accounts, purely orders. 25 00:01:26,364 --> 00:01:28,819 So, the average deal size tells us that. 26 00:01:28,819 --> 00:01:33,304 We got a combination of monthly and yearly subscription from Costco and Sam's Club. 27 00:01:33,305 --> 00:01:36,030 Case of Sprouts, the book yield was smaller, 28 00:01:36,030 --> 00:01:38,070 but the booking size was bigger, 29 00:01:38,069 --> 00:01:40,669 and that's because the average deal size 30 00:01:40,670 --> 00:01:43,820 was a 195 which turns out to be a yearly subscription. 31 00:01:43,819 --> 00:01:48,659 So, all of the a 150 deals that we got for Sprouts, for this account, 32 00:01:48,659 --> 00:01:51,200 were all annual versus in Safeway 33 00:01:51,200 --> 00:01:53,630 where even though we've gotten the more number of deals, 34 00:01:53,629 --> 00:01:58,579 the unit price was $16 which happens to be a monthly subscription. 35 00:01:58,579 --> 00:02:01,420 So, we didn't get as much bookings for that. 36 00:02:01,420 --> 00:02:05,329 But this kind of analysis allows the sales team to see okay, 37 00:02:05,329 --> 00:02:11,180 which account is actually generating more bookings for them and focus their efforts 38 00:02:11,180 --> 00:02:17,330 on the type of deals that they get and the type of customer that they're getting. 3460

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