enablement roi calculator for sales enablement

5/24/2018 Enablement ROI Calculator for Sales Enablement

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Sales Enablement ROI Calculator

Select Business Size

Enterprise ($1B Revenue - 10,000 Employees)

Productivity Gains

Current Company Revenue

Total Revenue Increase with iCentera (Projected)

Annual Revenue Gain For Each Sales Rep

Sales Productivity ROI

Total Marketing Productivity Improvements

Cost Savings

Total Automated CMS Cost Savings

Annual SaaS Buy vs Build Savings

No Enterprise Sales Enablement Initiative

Cost of Doing Nothing

Current Content Investment

Time to Market for Content Delivery (Days)

Company Metrics

What is your company revenue (estimate if private)?

What percentage of your company revenue is generated by partners?

How many people in sales?

Sales Enabl


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What is your average deal size?

What is your average deal win rate?

What is your average sales cycle length (in months)?

What is your average percentage of quota attainment (across all

sales)?

iCentera Platform Usage Metrics and Costs - Actual or Projected

Annual Cost to Build or Buy Sales Enablement Service

Number of Staff & Partner Downloads

Number of Customer Downloads

Total Downloads

Downloads Per SubscriberPlatform Cost Per Subscriber (Monthly)

Cost Per Download

Total Content Investment

How many sales and marketing collateral items does your company have?

What is the average on-boarding time for new hires (months)

How many people across all channel partners?

How many people in product management or product marketing?

Approximately how many people across all customers will be on portals?

How many internal resources manage your prior or existing sales, partner and/or

customer portal applications?

How long does it take to add new or update existing collateral items in your prior or

existing sales portal application(s)? (Days)

Marketing Productivity Improvements

Productivity Improvements

What is the average number of opportunities you typically have open (per rep)?


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Average Number of Documents Added/Edited Each Year

Time Required to Deploy Content (Days)

Content Workflow Improvements (Gains)

Self Service Environment Time Savings (Hours)

Self Service Environment Time Savings (Gains)

New Sales & Channel Ramp Up Savings (Hours)

New Sales & Channel Ramp Up Savings (Gains)

Average Deal Size

Win Rate Percentage

Sales Cycle Timeframe (Months)

% of Quota Attainment

# of Active Opportunities

Automated Content Management Cost Savings

Cost of Lost Documents

Cost of Managing Unused Documents

Reduction in Content Distribution Costs (Go Green)

Total

Total

Calculator Details - Ongoing Content Maintenance Costs

Lost files

Annual cost associated with the location and recreation of lost files $75,600 =

Unused Files

Cost Savings

Cost of Doing Nothing

Sales Productivity Improvements

Reduction of Headcount for Manual Maintenance of Existing Systems

Resource and Maintenance Costs for Internal Applications

Document Printing, Shipping & Distribution Costs

Content Mismanagement


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Annual cost associated with managing unused files $165,000 =

Your Enablement Content Investment

Content investment

Total investment in your existing content $3,000,000 =

Marketing Productivity Increases

Workflow Efficiency Gains (New Content) Hours

Annual savings realized by centrally managing new content through

iCentera36,000 =

Self Service Efficiency Gains Hours

20,800 =

Sales Productivity Increases

Increased Efficiency Locating Content (icSuite Users) Hours

Annual savings realized by reducing the amount of time required foricSuite users to prepare for sales calls

52,000 =

Increased Efficiency Locating Content (Channel Users)

Annual savings realized by reducing the amount of time required for

channel users to prepare for sales calls260,000 =

On-Boarding for New Employees Hours

Annual savings realized by reducing the amount of time required to

educate new sales reps and sales channels2,000 =

On-Boarding for New Channel Users

Annual savings realized by reducing the amount of time required to

educate new sales reps and sales channels5,000 =

Annual savings realized by marketing and product management

staff through the establishment of a self service environment for

sales users to reduce phone and email volume from the field

Build vs Buy

Annual Build vs Buy Savings


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Cost to Build, Host and Maintain

Annual Service Cost

Build vs. Buy Enablement Platform

IT Support Costs Total

Total Cost to Build, Host and Maintain $1,135,000

Cost of iCentera Sales Enablement Service

Your estimated annual investment with iCentera: $793,800 =

Monthly investment: $66,150.00

Build vs Buy Cost Savings


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Cost per sub/per

Month


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Blue Fields = Entry Fields

Before iCentera After iCentera

$1,000,000,000 $1,043,312,500 0.04 % Annual Rev Gain

$43,312,500 Direct Sales Channel Sales

$30,318,750 $12,993,750

$43,313

437% 9,100 Total Subscribers

$1,704,000

$45,016,500 Total Productivity Gains

$990,600 $2.65 Cost Per Download

$341,200

$1,331,800 Total Cost Savings

$46,348,300 Total Annual Return

$1,755,600

$3,000,000 2,000 Total Content Items

5 0.5 Days to Publish Content

$1,000,000,000

30% 70% Direct Sales Revenue Percentage

Inside Sales Quota Outside Sales Quota Enterprise Quota

1000 $500,000 $1,000,000 $1,500,000

Avg Quota Per Rep

$1,000,000

Key

ment ROI Dashboard
http://www.icentera.com/default.asp


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100

5,000 = 6,100 Total Marketing, Sales and Channel Sales

3,000 = 9,100 al Sales Enablement Subscribers

2,000

10.0

5

9

Before iCentera After iCentera Percentage Increase Revenue Increase

$75,000 $78,750 5.00% $43,312,500

40% 42% 5.00% Gain Per Rep

9 8.10 10.00% $43,312.50

65% 68% 5.00%

25 28 10.00%

Before iCentera After iCentera Difference

$1,135,000.00 $793,800 $341,200.00

250,000 250,000

50,000 50,000

300,000 300,000

33 33$10.39 $7.27 $3.12

5 $2.65 $2.35

Before iCentera After iCentera Difference

$3,000,000


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1000

5 0.50 4.5 Reduction in days

$1,080,000

41,600 20,800 20,800

$624,000Before iCentera After iCentera Difference

7,000

$210,000

$75,000 $78,750 $3,750

40% 42% 2%

9 8.10 0.90

65% 68% 3%

25 28 3

$75,600

$165,000

$300,000

$450,000

$990,600

$240,600

$450,000

$1,065,000

$1,755,600

Cost (per file)* Content Items

$360.00 x 210

Cost (per file)* Content Items *Average cost to maintain documents is $825 per item.

*10.5% of documents are either lost or misfiled at a cost

of $360/each ($140 in labor to find a lost document and

$220 in labor to reproduce it). Source: Coopers &

Lybrand, Immersion Technologies Inc.


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$825.00 x 200

Cost (per file)* Content Items

$1,500.00 x 2000

Time Saved (days per

file)*

Items added & updated

(per year)

4.50 x 1000

Time Saved (Hours/Week) Number of PMM Staff

4 x 100

Time Savings/Week (Hrs)* icSuite Users

1 x 1000.00

Time Savings/Week (Hrs)* Channel Users

1 x 5000

Annual Hourly Time

Savings*New Users/year

40 x 50.00

Annual Hourly Time

Savings*New Users/year

20 x 250

*7 hours per week is what the average salespersonspends looking for relevant information to prepare for

sales calls. Source: Forrester Research. *As much as 40%

of a typical sales reps time can be spent creating

presentations, customizing messaging, and getting ready

to engage the customer. Source: CMOCouncil.

Source: IDC. Further, 50-80% of the materials marketing

creates for salesnever see the light of day. Source:

American Marketing Association.

*Typical cost for document creation, publication andmaintenance: $2,500 per item. Source: IDC.

*90% reduction in publshing time. Time required to make

finished documentation available to the field and partners

before implementing iCentera subtracted from the time

required after implementing iCentera.

*75% of product marketing managers report that they

spend significant portions of their day answering sales

questions via email or phone. PMM's also estimate that

they receive at least 50 emails per day with time to

respond to only 25. Source: Pragmatic Marketing Survey

*Typical ramp time reduced by 40%.


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$1,135,000

$793,800 $66,150 Monthly Cost

$341,200

Cost (per item) Quantity Item

$100,000.00 x 10.0Ongoing Resource

Costs

$40,000.00 x 1HW Acquisition &

Maintenance Costs

$40,000.00 x 1

Software Acquisition

Costs Including CMS or

other component

costs

$25,000.00 x 1Training & Support

Costs

$1,105,000.00 =

Cost (per item) Lifespan (Years) Item

$150,000.00 / 5Development and

Implementation Costs

$30,000.00 =

Cost (per user) Subscribers User Types

$30.00 x 1,000 Standard Subs

$50.00 x 100 Advanced Subs

$5.00 x 5,000 Channel Subs

$1.00 x 3,000 Customer Subs

5.00% Services Implementation cost

Total Annual One Time Costs

Annual Costs

One Time Costs

Total Annual Costs


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$7.27 9,100 Total Subs


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$6,250,000 1875000


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$756,000.00

$37,800.00


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sales staff channel partne customers and content items time for new time to update

Small ($20M Revenue - 100 Employees)

Medium ($300M Revenue - 1,000 Employees)

Enterprise ($1B Revenue - 10,000 Employees)

icSuite Metrics

Version of iCentera


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Total Subscriptions

Number of Portals


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1875000


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#REF!


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enablement roi calculator for sales enablement

Documents

existing content

average sales cycle

content distribution

projectedannual cost

subscriberplatform cost

company revenue estimate

average number of documents

b revenue