Ratio's 2026 State of the Closing Motion Survey
What 400 US SaaS leaders told us about what really happens between “yes” and cash.
Independent survey by Censuswide of 400 CEOs, CROs, CFOs and revenue leaders at US SaaS companies.
Trusted by B2B technology companies that sell on terms
Leaders have redefined the close. Their systems haven't.
Ask ten SaaS leaders when a deal is truly closed and eight will point past the signature. Ask their CRM and it answers “closed-won at signature” every time. The report maps what happens in that gap: where deals grind, what the patchwork costs, and the pull toward one connected Closing Motion.
14.7 days from signature to cash
Only 18.8% of leaders consider a deal truly closed at signature. 93% wait more than a week for any cash after the contract is signed, and 29% wait 15 days or longer while the CRM already calls it won.
99% saw payment terms affect a deal
Nearly every respondent had payment terms shape a deal in the last 90 days, on 3.4 deals per quarter. When a buyer asks to pay monthly the market splits four ways, nobody has a playbook, and 17% admit to losing deals outright.
Five tools and four handoffs per close
No single tool is used by even four in ten teams to send proposals, and producing one takes 34.6 hours. Legal redlines rank dead last as a source of friction. The handoffs between sales, finance and billing rank first.
