From $19K to $304K: How Bemo Multiplied Its Average Deal Nearly 20x

Same team, a new motion. Bemo moved up-market into defense-grade contracts, multiplied its average deal nearly 20x, and is now scaling faster than its engineers can keep up. (This interview above is with their Senior Sales Director 6 months after. Stats have improved even more and have been updated below as of June 29th, 2026.)

Executive Summary: Bemo, an IT services firm led by CEO Bruno Lecoq, was winning only 5-8% of its enterprise deals on small contracts. After a 12-month sales install and a deliberate move up-market, its average deal size went from $19,000 to $304,000 (nearly 20x in two years, and 3x the year's plan), enterprise win rate rose to 20-25%, and Sales Director Brandon's team went from a $200K worst year to $2.5M this year, pacing toward $5M on a $1.3M target.

Results at a glance

• Average deal size: $19,000 to $304,000 (nearly 20x in two years, and 3x the year's plan)

• Enterprise win rate: 5-8% to 20-25%

• Sales Director Brandon's team: $200K (worst year) to $2.5M this year, pacing toward $5M on a $1.3M target

• 45% average gross margin on the new contracts

• Now CMMC Level 2 certified, one of roughly 50 US firms cleared for Defense Department contracts

Why was Bemo's enterprise win rate so low?

A blended win rate hid the problem. Small deals carried the average while the larger, multi-stakeholder contracts that actually move the number were closing at just 5-8%. The team did not yet have the system to multi-thread and steer complex deals to a close, so the biggest opportunities slipped.

What did Bemo change?

Two things, together. First, a 12-month sales install: team workshops reinforced with coaching calls, live call reviews, and online course access, so new habits held instead of fading after a kickoff. Second, a deliberate move up-market. As Bemo earned CMMC Level 2 certification, it could sell defense-grade contracts that are larger, paid upfront, and won on process rather than price. The motion was rebuilt to match.

What were the results?

The deal size tells the story. CEO Bruno Lecoq put it plainly:

"Two years ago, our average deal was $19,000. We planned this year to be $125,000. Now it is $304,000. So we went from $19,000 to $304,000, almost 20 times what we were doing two years ago and three times what we were planning for this year." (Bruno Lecoq, CEO, Bemo)

Win rate on enterprise deals climbed from 5-8% to 20-25%. Sales Director Brandon's team, coming off a $200,000 worst year, was handed a $1.3M target and is now at $2.5M, pacing toward $5M, at a 45% average gross margin.

Where is Bemo now?

Growing faster than the rest of the business can absorb. Engineering is asking the sales team to slow down. Bemo's largest customers are being acquired by multibillion-dollar firms, which is its own signal of how far up-market the company has moved. The next move is to make the growth outlast any one person: Bemo is building a hiring process, a playbook, and an onboarding plan, and adding a Director of Sales and new reps for 2027, so the system does not depend on Brandon.

What should a sales leader take from this?

Deal size is a function of the motion, not the market. Moving up-market is a systems decision, not a pricing one. And the moment a team starts winning, the real risk shifts to durability: build the playbook, the hiring process, and the onboarding so the results outlast your best rep.

Frequently Asked Questions

How do you increase your average deal size (ACV)?

Move up-market with a motion built for larger, multi-stakeholder deals. Bemo grew its average deal from $19,000 to $304,000, nearly 20x, after rebuilding its sales motion and moving into defense-grade contracts.

How do you increase your B2B sales win rate?

Separate win rate by deal size, then fix the segment that is leaking. Bemo's enterprise deals were closing at 5-8%. After a 12-month install of coaching and call reviews, they reached 20-25%.

How do you move a sales team up-market into bigger deals?

Build the system to multi-thread and steer complex deals, then go where the larger contracts are. Bemo moved into government-grade contracts and grew its average deal nearly 20x.

Does sales training actually improve results?

A one-off workshop fades in weeks. Bemo's 12-month install of coaching, live call reviews, and reinforcement is what took its average deal from $19,000 to $304,000 and held it.

Want results like Bemo's, bigger deals and a higher win rate from the team you already have? Book a free Executive Snapshot below.