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SaaS Economics - Ramping a SaaS salesforce

Part 1: Model the ecomomics of a single sales person


Sales compensation and overhead
Base Compensation
Variable Compensation
Draw on Variable Comp
Productivity Ramp
Additional overhead
Sales attrition factor
On target annual bookings
Annual Bookings
Monthly Bookings (ACV)
Monthly Bookings (MRR)

$
$

$
$

50,000
55,000 with 50% draw for first four months
100%
70%
30%
10%
33%
66%
30,000
15% a factor to discount bookings to account

500,000 ACV (Annual Contract Value)


41,667 ACV (Annual Contract Value)
3,472 Billed monthly (=ACV / 12)

Churn Rate and Margin


Churn Rate (monthly)
Gross Margin

2.50%
80.00%

Cost of Leads required to feed sales


Average Deal Size
Deals to meet target
Leads to closed deal
Cost per Qualified Lead
Cost of Leads required

$6,000 (ACV) Annual Contract Value


6.9 per month
10
$125
8,698 per month, for 1 fully productive sales p

Other interesting Calculations


Lead Gen costs per deal
Selling costs per deal
Total CAC
Total LTV

$
$
$
$

1,253
1,620
2,873
16,000

Income
Productivity Ramp
Bookings (ACV)
New MRR added this month
MRR from prior months bookings
Churn
Total MRR (Billings)
Cumulative Billings
Cumulative Gross Profit

$
$

$
$
$

Excludes people costs


Excludes cost of sales management
Excludes people costs in marketing, and
Calculated by dividing average monthly

Month 1
10%
3,542 $
295 $
$
$
295 $
295 $
236 $

Month 2
33%
11,688
974
295
(7.38)
1,262
1,557
1,245

$
$
$
$
$
$
$

Month 3
66%
23,375
1,948
1,262
(31.54)
3,178
4,735
3,788

Expenses
Base Salary
Variable Compensation
Overhead
Cost of leads required
Total Expenses
Cumulative expenses

$
$
$
$
$
$

4,167
4,583
2,500
850
12,100
12,100

$
$

Month 1
(11,864) $
(11,864) $

Breakeven Analysis
Net profit
Cumulative Net Profit

$
$
$
$
$
$

4,167
3,208
2,500
2,806
12,681
24,781

$
$
$
$
$
$

Month 2
(11,671) $
(23,535) $

4,167
3,025
2,500
5,611
15,303
40,084
Month 3
(12,761)
(36,296)

Bookings & Churn - Single Sales Hire


$3,500
$3,000
$2,500
$2,000

Churn

$1,500

New MRR added this month

$1,000
$500
$$(500)
$(1,000)

Part 2: Look at the Overall Economics when Ramping Sales Hires


New Sales Hires
Total Sales Headcount
Total Leads Required

Income
Bookings (ACV)
Total MRR (Billings)
Cumulative Billings
Cumulative Gross Profit
Growth in MRR

$
$
$
$
$

Month 1
2
2
14

Month 2
2
4
58

Month 3
2
6
148

Month 1
7,083
590
590
472
590

Month 2
30,458
3,114
3,704
2,963
2,523

Month 3
77,208
9,470
13,174
10,539
6,356

$
$
$
$
$

$
$
$
$
$

Expenses
Base Salary
Variable Compensation
Overhead

$
$
$

8,333 $
9,167 $
5,000 $

16,667 $
15,583 $
10,000 $

25,000
21,633
15,000

Cost of leads required


Total Expenses
Cumulative expenses

$
$
$

1,700 $
24,200 $
24,200 $

7,312 $
49,562 $
73,762 $

$
$

Month 1
(23,728) $
(23,728) $

Month 2
Month 3
(47,071) $
(72,592)
(70,799) $ (143,391)

Breakeven Analysis
Net profit
Cumulative Net Profit

18,535
80,168
153,931

Net profit
$150,000
$100,000
$50,000
$$(50,000)
$(100,000)
$(150,000)
$(200,000)
$(250,000)

Total MRR (Billings)


$1,400,000
$1,200,000
$1,000,000
$800,000
$600,000
$400,000
$200,000
$-

Part 3: Look at the impact of collecting 1 year's payment in adva


Step 1: Individual Sales person
Income
Productivity Ramp
Bookings (ACV)

Month 1
10%
3,542 $

Month 2
33%
11,688 $

Month 3
66%
23,375

Renewable contract value


Churn
Renewals (renewable - churn)
Billings (bookings + renewals)
Cumulative Billings
Cumulative Gross Profit

$
$
$

3,542 $
3,542 $
2,833 $

11,688 $
15,229 $
12,183 $

23,375
38,604
30,883

$
$

Month 1
(9,267) $
(9,267) $

Month 2
(3,331) $
(12,598) $

Month 3
3,397
(9,201)

Breakeven Analysis
Net Cash Flows
Cumulative Net Cash Flows

Net Cash Flows


$35,000
$30,000
$25,000
$20,000
$15,000
$10,000
$5,000
$$(5,000)
$(10,000)
$(15,000)

Step 2: Look at the Overall Economics when Ramping Sales Hires


Income
Month 1
Month 2
Month 3
Bookings (ACV)
Billings less churn (MRR)
Cumulative Billings
Cumulative Gross Profit
Growth in MRR

$
$
$
$
$

Breakeven Analysis
Net Cash Flows
Cumulative Net Cash Flows

$
$

7,083
7,083
7,083
5,667
7,083

$
$
$
$
$

Month 1
(6,434) $
(18,534) $

Net Cash Flows


$2,500,000
$2,000,000
$1,500,000
$1,000,000
$500,000

30,458
30,458
37,542
30,033
23,375

$
77,208
$
77,208
$ 114,750
$
91,800
$
46,750

Month 2
11,686 $
(19,529) $

Month 3
46,464
11,632

$2,500,000
$2,000,000
$1,500,000
$1,000,000
$500,000
$$(500,000)

Cells formated like this:

first four months


0%
100%

0%
100%

0%
100%

0%
100%

0%
100%

bookings to account for failed sales hires and attrition

act Value)
act Value)

Quick Marketing Calculation


50% amount of traffic that is organic vers
$1.50 cost per paid visitor (Google AdWord
$
0.75 Cost per visitor (both paid and unpai
3% visitors convert to raw leads
20% number of raw leads that turn into qu

act Value

1 qualified lead
5 raw leads required
167 visitors required
$125 Cost of visitors (also = Cost per qual

ly productive sales person

les management
sts in marketing, and sales management. (CAC= Cost to Acquire a Customer)
ing average monthly gross profit per customer (ARPU x Gross Margin ) by the churn rate

$
$
$
$
$
$
$

Month 4
100%
35,417
2,951
3,178
(79.45)
6,050
10,785
8,628

$
$
$
$
$
$
$

Month 5
100%
35,417
2,951
6,050
(151.25)
8,850
19,635
15,708

$
$
$
$
$
$
$

Month 6
100%
35,417
2,951
8,850
(221.25)
11,580
31,215
24,972

$
$
$
$
$
$
$

Month 7
100%
35,417
2,951
11,580
(289.51)
14,242
45,458
36,366

$
$
$
$
$
$
$

Month 8
100%
35,417
2,951
14,242
(356.05)
16,838
62,295
49,836

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
59,836

$
$
$
$
$
$

$
$

Month 4
(14,912) $
(51,208) $

4,167
4,583
2,500
8,502
19,752
79,589

$
$
$
$
$
$

Month 5
(12,672) $
(63,880) $

4,167
4,583
2,500
8,502
19,752
99,341

$
$
$
$
$
$

Month 6
(10,488) $
(74,368) $

4,167
4,583
2,500
8,502
19,752
119,093

$
$
$
$
$
$

Month 7
(8,358) $
(82,727) $

4,167
4,583
2,500
8,502
19,752
138,845
Month 8
(6,282)
(89,009)

MRR - Single Sales Hire


$30,000
$25,000
Churn

$20,000

this month

$15,000

MRR from prior months


bookings

$10,000

New MRR added this month

$5,000
$$(5,000)

ng Sales Hires

$
$
$
$
$

$
$
$

Month 4
2
8
284

Month 5
2
10
420

Month 6
2
12
555

Month 7
2
14
691

Month 8
2
16
827

Month 4
148,042
21,570
34,744
27,795
12,100

Month 5
218,875
39,270
74,014
59,211
17,700

Month 6
$
289,708
$
62,431
$ 136,445
$
109,156
$
23,161

Month 7
360,542
90,915
227,360
181,888
28,484

Month 8
431,375
124,590
351,951
281,560
33,675

$
$
$
$
$

33,333 $
30,800 $
20,000 $

41,667 $
39,967 $
25,000 $

50,000
49,133
30,000

$
$
$
$
$

$
$
$

58,333
58,300
35,000

$
$
$
$
$

$
$
$

66,667
67,467
40,000

$
$
$

35,539 $
119,673 $
273,603 $

52,544 $
69,548 $
159,177 $ 198,681 $
432,780 $
631,462 $

86,553 $
238,186 $
869,647 $

$
$

Month 4
(102,417) $
(245,808) $

Month 5
Month 6
(127,761) $ (148,737) $
(373,569) $ (522,306) $

Month 7
(165,454) $
(687,759) $

103,557
277,690
1,147,338
Month 8
(178,018)
(865,777)

Cumulative Net Profit


$4,000,000

$-

$3,000,000

$(500,000)

$2,000,000

$(1,000,000)

$1,000,000

$(1,500,000)

$-

$(2,000,000)

$(1,000,000)

$(2,500,000)

$(2,000,000)

$(3,000,000)

$(3,000,000)

Growth in MRR
$120,000
$100,000
$80,000
$60,000
$40,000
$20,000
$-

yment in advance

Month 4
100%
35,417 $

Month 5
100%
35,417 $

Month 6
100%
35,417 $

Month 7
100%
35,417 $

Month 8
100%
35,417

$
$
$

35,417 $
74,021 $
59,217 $

$
$

Month 4
8,581 $
(620) $

35,417 $
35,417 $
109,438 $ 144,854 $
87,550 $
115,883 $

Month 5
8,581 $
7,961 $

Month 6
8,581 $
16,543 $

35,417 $
180,271 $
144,217 $

Month 7
8,581 $
25,124 $

35,417
215,688
172,550

Month 8
8,581
33,705

Cumulative Net Cash Flows


$450,000
$400,000
$350,000
$300,000
$250,000
$200,000
$150,000
$100,000
$50,000
$$(50,000)

$
$
$
$
$

$
$

Month 4
148,042
148,042
262,792
210,233
70,833

$
$
$
$
$

Month 5
218,875
218,875
481,667
385,333
70,833

Month 4
98,681 $
90,561 $

Month 6
$
289,708
$
289,708
$ 771,375
$
617,100
$
70,833

Month 5
155,348 $
226,156 $

$
$
$
$
$

Month 6
212,014 $
418,419 $

Month 7
360,542
360,542
1,131,917
905,533
70,833

$
$
$
$
$

Month 8
431,375
431,375
1,563,292
1,250,633
70,833

Month 7
268,681 $
667,347 $

Month 8
325,348
972,943

Cumulative Net Cash Flows


$40,000,000
$35,000,000
$30,000,000
$25,000,000
$20,000,000
$15,000,000
$10,000,000
$5,000,000

$40,000,000
$35,000,000
$30,000,000
$25,000,000
$20,000,000
$15,000,000
$10,000,000
$5,000,000
$$(5,000,000)

are input variables

0%
100%

t of traffic that is organic versus paid


r paid visitor (Google AdWords, etc.)
er visitor (both paid and unpaid)
convert to raw leads
r of raw leads that turn into qualified leads

ds required
visitors (also = Cost per qualified lead)

hurn rate

$
$
$
$
$
$
$

Month 9
100%
35,417
2,951
16,838
(420.94)
19,368
81,663
65,330

$
$
$
$
$
$
$

Month 10
100%
35,417
2,951
19,368
(484.20)
21,835
103,498
82,799

$
$
$
$
$
$
$

Month 11
100%
35,417
2,951
21,835
(545.88)
24,241
127,739
102,191

$
$
$
$
$
$
$

Month 12
100%
35,417
2,951
24,241
(606.02)
26,586
154,325
123,460

$
$
$
$
$
$
$

Month 13
100%
35,417
2,951
26,586
(664.65)
28,873
183,198
146,558

$
$
$
$
$
$

4,167 $
4,583 $
2,500 $
8,502 $
19,752 $
158,597 $

4,167
4,583
2,500
8,502
19,752
178,350

$
$
$
$
$
$

$
$

Month 9
(4,258) $
(93,267) $

Month 10
(2,284) $
(95,551) $

4,167
4,583
2,500
8,502
19,752
198,102

$
$
$
$
$
$

Month 11
(360) $
(95,911) $

4,167
4,583
2,500
8,502
19,752
217,854

$
$
$
$
$
$

Month 12
1,517 $
(94,394) $

4,167
4,583
2,500
8,502
19,752
237,606
Month 13
3,346
(91,048)

MRR Versus Expenses


$30,000
$25,000
$20,000

prior months

added this month

Total MRR (Billings)

$15,000
Axis Title

Total Expenses

$10,000
$5,000
$-

$
$
$
$
$

$
$
$

Month 9
2
18
963

Month 10
2
20
1,098

Month 11
2
22
1,234

Month 12
2
24
1,370

Month 13
2
26
1,506

Month 9
502,208
163,326
515,277
412,221
38,736

Month 10
573,042
206,997
722,273
577,819
43,670

Month 11
643,875
255,478
977,751
782,201
48,481

Month 12
714,708
308,650
1,286,401
1,029,121
53,172

Month 13
785,542
366,396
1,652,797
1,322,237
57,746

75,000
76,633
45,000

$
$
$
$
$

$
$
$

83,333
85,800
50,000

$
$
$
$
$

$
$
$

91,667
94,967
55,000

$
$
$
$
$

$
$
$

100,000
104,133
60,000

$
$
$
$
$

$
$
$

108,333
113,300
65,000

$
$
$

120,561 $
317,195 $
1,464,532 $

137,566 $
356,699 $
1,821,232 $

154,570 $
396,204 $
2,217,435 $

171,575 $
435,708 $
2,653,143 $

$
$

Month 9
(186,534) $
(1,052,311) $

Month 10
(191,102) $
(1,243,413) $

Month 11
(191,821) $
(1,435,234) $

Month 12
(188,788) $
(1,624,022) $

188,579
475,212
3,128,356
Month 13
(182,096)
(1,806,118)

Cumulative Net Profit


$4,000,000
$3,000,000
$2,000,000
$1,000,000
$$(1,000,000)
$(2,000,000)
$(3,000,000)

Month 9
100%
35,417 $

Month 10
100%
35,417 $

Month 11
100%
35,417 $

Month 12
100%
35,417 $

Month 13
100%
35,417

$
$
$

35,417 $
251,104 $
200,883 $

35,417 $
286,521 $
229,217 $

$
$
$
35,417 $
321,938 $
257,550 $

$
$

Month 9
8,581 $
42,286 $

Month 10
8,581 $
50,867 $

Month 11
8,581 $
59,448 $

Flows

lows

3,542
(1,062.50)
2,479
37,896
359,833
287,867

$
$
$
$
$
$

11,688
(3,506.25)
8,181
43,598
403,431
322,745

Month 12
10,564 $
70,013 $

Month 13
15,126
85,139

Cashflow comparison - monthly payments vs year in a


$40,000
$30,000
Net profit

$20,000

Net Cash Flows


Axis Title

$10,000
$$(10,000)
$(20,000)

$
$
$
$
$

$
$

Month 9
502,208
502,208
2,065,500
1,652,400
70,833

$
$
$
$
$

Month 9
382,014 $
1,335,205 $

Month 10
573,042
573,042
2,638,542
2,110,833
70,833

$
$
$
$
$

Month 10
438,681 $
1,754,134 $

Month 11
643,875
643,875
3,282,417
2,625,933
70,833

$
$
$
$
$

Month 11
495,348 $
2,229,730 $

Month 12
714,708
714,708
3,997,125
3,197,700
70,833

$
$
$
$
$

Month 13
785,542
787,667
4,784,792
3,827,833
72,958

Month 12
552,014 $
2,761,992 $

Month 13
610,381
3,352,621

Cashflow comparison - monthly payments vs year in ad


$2,500,000
$2,000,000
$1,500,000
Axis Title

$1,000,000
$500,000

Net profit
Net Cash Flows

$2,500,000
$2,000,000
$1,500,000
Axis Title

$1,000,000
$500,000
$$(500,000)

Net profit
Net Cash Flows

$
$
$
$
$
$
$

Month 14
100%
35,417
2,951
28,873
(721.82)
31,102
214,300
171,440

$
$
$
$
$
$
$

Month 15
100%
35,417
2,951
31,102
(777.56)
33,276
247,576
198,061

$
$
$
$
$
$
$

Month 16
100%
35,417
2,951
33,276
(831.90)
35,396
282,972
226,378

$
$
$
$
$
$
$

Month 17
100%
35,417
2,951
35,396
(884.89)
37,462
320,434
256,347

$
$
$
$
$
$
$

Month 18
100%
35,417
2,951
37,462
(936.55)
39,477
359,911
287,929

$
$
$
$
$
$

4,167 $
4,583 $
2,500 $
8,502 $
19,752 $
257,358 $

4,167
4,583
2,500
8,502
19,752
277,111

$
$
$
$
$
$

$
$

Month 14
5,130 $
(85,918) $

Month 15
6,869 $
(79,050) $

4,167
4,583
2,500
8,502
19,752
296,863

$
$
$
$
$
$

Month 16
8,564 $
(70,485) $

4,167
4,583
2,500
8,502
19,752
316,615

$
$
$
$
$
$

Month 17
10,218 $
(60,268) $

4,167
4,583
2,500
8,502
19,752
336,367
Month 18
11,829
(48,438)

Net profit - New Sales Hire


$25,000
$20,000
$15,000
Total MRR (Billings)
Total Expenses

$10,000
$5,000
$$(5,000)
$(10,000)
$(15,000)
$(20,000)

$
$
$
$
$

$
$
$

Month 14
2
28
1,641

Month 15
2
30
1,777

Month 16
2
32
1,913

Month 17
2
34
2,049

Month 18
2
36
2,184

Month 14
856,375
428,600
2,081,397
1,665,118
62,205

Month 15
927,208
495,153
2,576,550
2,061,240
66,552

Month 16
998,042
565,944
3,142,493
2,513,995
70,791

Month 17
1,068,875
640,868
3,783,362
3,026,689
74,924

Month 18
1,139,708
719,822
4,503,184
3,602,547
78,954

116,667
122,467
70,000

$
$
$
$
$

$
$
$

125,000
131,633
75,000

$
$
$
$
$

$
$
$

$
$
$
$
$

133,333 $
140,800 $
80,000 $

$
$
$
$
$

141,667 $
149,967 $
85,000 $

150,000
159,133
90,000

$
$
$

205,584 $
514,717 $
3,643,072 $

222,588 $
554,221 $
4,197,294 $

239,592 $
593,726 $
4,791,019 $

256,597 $
633,230 $
5,424,250 $

273,601
672,735
6,096,984

$
$

Month 14
(171,837) $
(1,977,955) $

Month 15
(158,099) $
(2,136,054) $

Month 16
(140,971) $
(2,277,025) $

Month 17
(120,536) $
(2,397,560) $

Month 18
(96,877)
(2,494,437)

Month 14
100%
35,417 $

Month 15
100%
35,417 $

Month 16
100%
35,417 $

Month 17
100%
35,417 $

Month 18
100%
35,417

$
$
$
$
$
$

$
$

23,375
(7,012.50)
16,363
51,779
455,210
364,168

$
$
$
$
$
$

Month 14
21,671 $
106,810 $

35,417
(10,625.00)
24,792
60,208
515,419
412,335

$
$
$
$
$
$

Month 15
28,414 $
135,224 $

35,417
(10,625.00)
24,792
60,208
575,627
460,502

$
$
$
$
$
$

35,417
(10,625.00)
24,792
60,208
635,835
508,668

Month 16
28,414 $
163,639 $

$
$
$
$
$
$

35,417
(10,625.00)
24,792
60,208
696,044
556,835

Month 17
28,414 $
192,053 $

Month 18
28,414
220,468

yments vs year in advance Cumulative Cashflow comparision - monthly payments vs yea


$500,000
$400,000
Net profit
Net Cash Flows
Axis Title

$300,000

Cumulative Net Profit

$200,000

Cumulative Net Cash Flows

$100,000
$$(100,000)
$(200,000)

$
$
$
$
$

$
$

Month 14
856,375
865,513
5,650,304
4,520,243
77,846

$
$
$
$
$

Month 14
672,658 $
4,005,526 $

Month 15
927,208
950,371
6,600,675
5,280,540
84,858

Month 15
740,544 $
4,726,319 $

ments vs year in advance

Net profit
Net Cash Flows

$
$
$
$
$

Month 16
998,042
1,042,454
7,643,129
6,114,503
92,083

$
$
$
$
$

Month 16
814,211 $
5,520,778 $

Month 17
1,068,875
1,134,538
8,777,667
7,022,133
92,083

$
$
$
$
$

Month 18
1,139,708
1,226,621
10,004,288
8,003,430
92,083

Month 17
887,878 $
6,388,903 $

Month 18
961,544
7,330,695

Cumulative Cashflow comparision - monthly payments


$40,000,000
$35,000,000
$30,000,000
$25,000,000
$20,000,000
Axis Title $15,000,000
$10,000,000

Cumulative Net Pr

Cumulative Net C

Net profit
Net Cash Flows

$40,000,000
$35,000,000
$30,000,000
$25,000,000
$20,000,000
Axis Title $15,000,000
$10,000,000
$5,000,000
$$(5,000,000)

Cumulative Net Pr

Cumulative Net C

$
$
$
$
$
$
$

Month 19
100%
35,417
2,951
39,477
(986.92)
41,441
401,353
321,082

$
$
$
$
$
$
$

Month 20
100%
35,417
2,951
41,441
(1,036.04)
43,357
444,709
355,767

$
$
$
$
$
$
$

Month 21
100%
35,417
2,951
43,357
(1,083.92)
45,224
489,934
391,947

$
$
$
$
$
$
$

Month 22
100%
35,417
2,951
45,224
(1,130.61)
47,045
536,979
429,583

$
$
$
$
$
$
$

Month 23
100%
35,417
2,951
47,045
(1,176.13)
48,820
585,799
468,639

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
356,119

$
$
$
$
$
$

$
$

Month 19
13,401 $
(35,037) $

4,167
4,583
2,500
8,502
19,752
375,872

$
$
$
$
$
$

Month 20
14,933 $
(20,104) $

4,167
4,583
2,500
8,502
19,752
395,624

$
$
$
$
$
$

Month 21
16,427 $
(3,677) $

4,167
4,583
2,500
8,502
19,752
415,376

$
$
$
$
$
$

Month 22
17,884 $
14,207 $

4,167
4,583
2,500
8,502
19,752
435,128
Month 23
19,304
33,511

Cumulative Net Profit - New Sales Hire

$500,000
$400,000
$300,000
$200,000
$100,000
$$(100,000)
$(200,000)

$
$
$
$
$

$
$
$

Month 19
2
38
2,320

Month 20
2
40
2,456

Month 21
2
42
2,592

Month 22
2
44
2,727

Month 23
2
46
2,863

Month 19
1,210,542
802,705
5,305,889
4,244,711
82,883

Month 20
1,281,375
889,419
6,195,308
4,956,246
86,714

Month 21
1,352,208
979,867
7,175,175
5,740,140
90,449

Month 22
1,423,042
1,073,957
8,249,132
6,599,306
94,090

Month 23
1,493,875
1,171,598
9,420,731
7,536,584
97,641

$
$
$
$
$

158,333 $
168,300 $
95,000 $

$
$
$
$
$

166,667 $
177,467 $
100,000 $

$
$
$
$
$

175,000 $
186,633 $
105,000 $

$
$
$
$
$

183,333 $
195,800 $
110,000 $

191,667
204,967
115,000

$
$
$

290,606 $
712,239 $
6,809,223 $

307,610 $
751,743 $
7,560,967 $

324,615 $
791,248 $
8,352,214 $

341,619 $
830,752 $
9,182,967 $

358,623
870,257
10,053,223

$
$

Month 19
(70,075) $
(2,564,512) $

Month 20
(40,208) $
(2,604,720) $

Month 21
(7,354) $
(2,612,074) $

Month 22
28,414 $
(2,583,661) $

Month 23
67,022
(2,516,639)

Month 19
100%
35,417 $

Month 20
100%
35,417 $

Month 21
100%
35,417 $

Month 22
100%
35,417 $

Month 23
100%
35,417

$
$
$
$
$
$

$
$

35,417
(10,625.00)
24,792
60,208
756,252
605,002

$
$
$
$
$
$

Month 19
28,414 $
248,882 $

35,417
(10,625.00)
24,792
60,208
816,460
653,168

$
$
$
$
$
$

Month 20
28,414 $
277,297 $

35,417
(10,625.00)
24,792
60,208
876,669
701,335

$
$
$
$
$
$

Month 21
28,414 $
305,711 $

35,417
(10,625.00)
24,792
60,208
936,877
749,502

$
$
$
$
$
$

35,417
(10,625.00)
24,792
60,208
997,085
797,668

Month 22
28,414 $
334,126 $

Month 23
28,414
362,540

hly payments vs year in advance

Cumulative Net Profit


Cumulative Net Cash Flows

$
$
$
$
$

$
$

Month 19
1,210,542
1,318,704
11,322,992
9,058,393
92,083

$
$
$
$
$

Month 19
1,035,211 $
8,346,154 $

Month 20
1,281,375
1,410,788
12,733,779
10,187,023
92,083

Month 20
1,108,878 $
9,435,280 $

monthly payments vs year in advance

Cumulative Net Profit


Cumulative Net Cash Flows

$
$
$
$
$

Month 21
1,352,208
1,502,871
14,236,650
11,389,320
92,083

$
$
$
$
$

Month 21
1,182,544 $
10,598,072 $

Month 22
1,423,042
1,594,954
15,831,604
12,665,283
92,083

$
$
$
$
$

Month 23
1,493,875
1,687,038
17,518,642
14,014,913
92,083

Month 22
1,256,211 $
11,834,531 $

Month 23
1,329,878
13,144,657

Cumulative Net Profit


Cumulative Net Cash Flows

$
$
$
$
$
$
$

Month 24
100%
35,417
2,951
48,820
(1,220.51)
50,551
636,350
509,080

$
$
$
$
$
$
$

Month 25
100%
35,417
2,951
50,551
(1,263.78)
52,239
688,589
550,871

$
$
$
$
$
$
$

Month 26
100%
35,417
2,951
52,239
(1,305.97)
53,884
742,473
593,979

$
$
$
$
$
$
$

Month 27
100%
35,417
2,951
53,884
(1,347.11)
55,489
797,962
638,369

$
$
$
$
$
$
$

Month 28
100%
35,417
2,951
55,489
(1,387.21)
57,053
855,014
684,012

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
454,881

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
474,633

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
494,385

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
514,137

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
533,889

$
$

Month 24
20,689 $
54,200 $

Month 25
22,039 $
76,238 $

Month 26
23,355 $
99,594 $

Month 27
24,639 $
124,232 $

Month 28
25,890
150,122

Month 24
2
48
2,999

Month 25
2
50
3,135

Month 26
2
52
3,271

Month 27
2
54
3,406

Month 28
2
56
3,542

Month 24
1,564,708
1,272,700
10,693,431
8,554,745
101,102

Month 25
1,635,542
1,377,178
12,070,609
9,656,487
104,478

Month 26
1,706,375
1,484,947
13,555,556
10,844,445
107,768

Month 27
1,777,208
1,595,924
15,151,479
12,121,183
110,977

Month 28
1,848,042
1,710,029
16,861,508
13,489,207
114,105

Hire

$
$
$
$
$

$
$
$

$
$
$
$
$

200,000 $
214,133 $
120,000 $

$
$
$
$
$

208,333 $
223,300 $
125,000 $

$
$
$
$
$

216,667 $
232,467 $
130,000 $

$
$
$
$
$

225,000 $
241,633 $
135,000 $

233,333
250,800
140,000

$
$
$

375,628 $
909,761 $
10,962,984 $

392,632 $
949,266 $
11,912,250 $

409,637 $
988,770 $
12,901,020 $

426,641 $
1,028,274 $
13,929,294 $

443,646
1,067,779
14,997,073

$
$

Month 24
108,399 $
(2,408,240) $

Month 25
152,477 $
(2,255,763) $

Month 26
199,187 $
(2,056,575) $

Month 27
248,464 $
(1,808,111) $

Month 28
300,244
(1,507,867)

Month 24
100%
35,417 $

Month 25
100%
35,417 $

Month 26
100%
35,417 $

Month 27
100%
35,417 $

Month 28
100%
35,417

$
$
$
$
$
$

$
$

$
$
$
$
$

$
$

35,417
(10,625.00)
24,792
60,208
1,057,294
845,835

$
$
$
$
$
$

Month 24
28,414 $
390,954 $

Month 24
1,564,708
1,779,121
19,297,763
15,438,210
92,083

$
$
$
$
$

Month 24
1,403,544 $
14,528,449 $

37,896
(11,368.75)
26,527
61,944
1,119,238
895,390

$
$
$
$
$
$

Month 25
29,803 $
420,757 $

Month 25
1,635,542
1,871,842
21,169,604
16,935,683
92,721

$
$
$
$
$

Month 25
1,477,721 $
15,986,418 $

43,598
(13,079.38)
30,519
65,935
1,185,173
948,138

$
$
$
$
$
$

Month 26
32,996 $
453,753 $

Month 26
1,706,375
1,966,029
23,135,633
18,508,506
94,187

$
$
$
$
$

Month 26
1,553,071 $
17,519,736 $

51,779
(15,533.75)
36,245
71,662
1,256,835
1,005,468

$
$
$
$
$
$

60,208
(18,062.50)
42,146
77,563
1,334,397
1,067,518

Month 27
37,577 $
491,331 $

Month 28
42,298
533,628

Month 27
1,777,208
2,062,320
25,197,953
20,158,362
96,291

$
$
$
$
$

Month 28
1,848,042
2,160,778
27,358,730
21,886,984
98,458

Month 27
1,630,103 $
19,130,088 $

Month 28
1,708,870
20,819,205

$
$
$
$
$
$
$

Month 29
100%
35,417
2,951
57,053
(1,426.32)
58,578
913,592
730,874

$
$
$
$
$
$
$

Month 30
100%
35,417
2,951
58,578
(1,464.44)
60,065
973,657
778,926

$
$
$
$
$
$
$

Month 31
100%
35,417
2,951
60,065
(1,501.62)
61,514
1,035,171
828,137

$
$
$
$
$
$
$

Month 32
100%
35,417
2,951
61,514
(1,537.86)
62,928
1,098,099
878,480

$
$
$
$
$
$
$

Month 33
100%
35,417
2,951
62,928
(1,573.20)
64,306
1,162,406
929,925

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
553,642

$
$

Month 29
27,110 $
177,232 $

Month 30
28,300 $
205,532 $

Month 31
29,459 $
234,991 $

Month 32
30,590 $
265,581 $

Month 33
31,693
297,274

Month 29
2
58
3,678

Month 30
2
60
3,814

Month 31
2
62
3,949

Month 32
2
64
4,085

Month 33
2
66
4,221

Month 29
1,918,875
1,827,185
18,688,693
14,950,954
117,156

Month 30
1,989,708
1,947,314
20,636,007
16,508,805
120,129

Month 31
2,060,542
2,070,343
22,706,350
18,165,080
123,029

Month 32
2,131,375
2,196,199
24,902,549
19,922,039
125,856

Month 33
2,202,208
2,324,811
27,227,360
21,781,888
128,612

$
$
$
$
$

$
$
$

$
$
$
$
$
$

$
$
$
$
$

241,667 $
259,967 $
145,000 $

4,167
4,583
2,500
8,502
19,752
573,394

$
$
$
$
$
$

$
$
$
$
$

250,000 $
269,133 $
150,000 $

4,167
4,583
2,500
8,502
19,752
593,146

$
$
$
$
$
$

$
$
$
$
$

258,333 $
278,300 $
155,000 $

4,167
4,583
2,500
8,502
19,752
612,898

$
$
$
$
$
$

$
$
$
$
$

266,667 $
287,467 $
160,000 $

4,167
4,583
2,500
8,502
19,752
632,650

275,000
296,633
165,000

$
$
$

460,650 $
1,107,283 $
16,104,357 $

477,654 $
1,146,788 $
17,251,144 $

494,659 $
1,186,292 $
18,437,436 $

511,663 $
1,225,797 $
19,663,233 $

528,668
1,265,301
20,928,534

$
$

Month 29
354,464 $
(1,153,402) $

Month 30
411,063 $
(742,339) $

Month 31
469,982 $
(272,357) $

Month 32
531,163 $
258,806 $

Month 33
594,548
853,354

Month 29
100%
35,417 $

Month 30
100%
35,417 $

Month 31
100%
35,417 $

Month 32
100%
35,417 $

Month 33
100%
35,417

$
$
$
$
$
$

$
$

$
$
$
$
$

$
$

60,208
(18,062.50)
42,146
77,563
1,411,960
1,129,568

$
$
$
$
$
$

Month 29
42,298 $
575,926 $

Month 29
1,918,875
2,259,236
29,617,967
23,694,373
98,458

$
$
$
$
$

Month 29
1,787,637 $
22,587,090 $

60,208
(18,062.50)
42,146
77,563
1,489,522
1,191,618

$
$
$
$
$
$

Month 30
42,298 $
618,224 $

Month 30
1,989,708
2,357,695
31,975,661
25,580,529
98,458

$
$
$
$
$

Month 30
1,866,403 $
24,433,741 $

60,208
(18,062.50)
42,146
77,563
1,567,085
1,253,668

$
$
$
$
$
$

Month 31
42,298 $
660,522 $

Month 31
2,060,542
2,456,153
34,431,814
27,545,451
98,458

$
$
$
$
$

Month 31
1,945,170 $
26,359,159 $

60,208
(18,062.50)
42,146
77,563
1,644,647
1,315,718

$
$
$
$
$
$

60,208
(18,062.50)
42,146
77,563
1,722,210
1,377,768

Month 32
42,298 $
702,820 $

Month 33
42,298
745,117

Month 32
2,131,375
2,554,611
36,986,425
29,589,140
98,458

$
$
$
$
$

Month 33
2,202,208
2,653,070
39,639,495
31,711,596
98,458

Month 32
2,023,937 $
28,363,344 $

Month 33
2,102,703
30,446,295

$
$
$
$
$
$
$

Month 34
100%
35,417
2,951
64,306
(1,607.65)
65,650
1,228,056
982,444

$
$
$
$
$
$
$

Month 35
100%
35,417
2,951
65,650
(1,641.25)
66,960
1,295,016
1,036,013

$
$
$
$
$
$
$

Month 36
100%
35,417
2,951
66,960
(1,674.00)
68,237
1,363,253
1,090,602

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
652,403

$
$

Month 34
32,768 $
330,042 $

Month 35
33,816 $
363,858 $

Month 36
34,838
398,695

Month 34
2
68
4,357

Month 35
2
70
4,492

Month 36
2
72
4,628

Month 34
2,273,042
2,456,111
29,683,471
23,746,777
131,300

Month 35
2,343,875
2,590,031
32,273,502
25,818,802
133,920

Month 36
2,414,708
2,726,506
35,000,008
28,000,007
136,475

$
$
$
$
$

$
$
$

$
$
$
$
$
$

$
$
$
$
$

283,333 $
305,800 $
170,000 $

4,167
4,583
2,500
8,502
19,752
672,155

$
$
$
$
$
$

$
$
$
$
$

291,667 $
314,967 $
175,000 $

4,167
4,583
2,500
8,502
19,752
691,907

300,000
324,133
180,000

$
$
$

545,672 $
1,304,805 $
22,233,339 $

562,676 $
1,344,310 $
23,577,649 $

579,681
1,383,814
24,961,463

$
$

Month 34
660,084 $
1,513,438 $

Month 35
727,715 $
2,241,153 $

Month 36
797,391
3,038,543

Month 34
100%
35,417 $

Month 35
100%
35,417 $

Month 36
100%
35,417

$
$
$
$
$
$

$
$

$
$
$
$
$

$
$

60,208
(18,062.50)
42,146
77,563
1,799,772
1,439,818

$
$
$
$
$
$

Month 34
42,298 $
787,415 $

Month 34
2,273,042
2,751,528
42,391,023
33,912,818
98,458

$
$
$
$
$

Month 34
2,181,470 $
32,608,013 $

60,208
(18,062.50)
42,146
77,563
1,877,335
1,501,868

$
$
$
$
$
$

60,208
(18,062.50)
42,146
77,563
1,954,897
1,563,918

Month 35
42,298 $
829,713 $

Month 36
42,298
872,011

Month 35
2,343,875
2,849,986
45,241,009
36,192,807
98,458

$
$
$
$
$

Month 36
2,414,708
2,948,445
48,189,454
38,551,563
98,458

Month 35
2,260,237 $
34,848,498 $

Month 36
2,339,003
37,167,749

Comparison of hiring 1 versus 2 sales people per mon

Data for hiring 1 sales person per month


Month 1
1

Month 2
1

Month 3
1

Month 4
1

Month 1
1

Month 2
1
1

Month 3
1
1
1

Month 4
1
1
1
1

1
7

2
29

3
74

4
142

$
$
$
$
$

Month 1
3,542
295
295
236
295

$
$
$
$
$

Month 2
15,229
1,557
1,852
1,482
1,262

$
$
$
$
$

Month 3
38,604
4,735
6,587
5,270
3,178

$
$
$
$
$

Month 4
74,021
10,785
17,372
13,898
6,050

Base Salary
Variable Compensation
Overhead
Cost of leads required
Total Expenses
Cumulative expenses

$
$
$
$
$
$

4,167
4,583
2,500
850
12,100
12,100

$
$
$
$
$
$

8,333
7,792
5,000
3,656
24,781
36,881

$
$
$
$
$
$

12,500
10,817
7,500
9,267
40,084
76,965

$
$
$
$
$
$

16,667
15,400
10,000
17,770
59,836
136,802

Breakeven Analysis

Month 1
$ (11,864) $
$ (11,864) $

New Sales Hires


No of Salespeople at
each stage in lifecycle
1st month
2nd month
3rd month
4th month
5th month
6th month
7th month
4th month
4th month
10th month & Beyond
Total Sales Headcount
Total Leads Required

Income
Bookings (ACV)
Total MRR (Billings)
Cumulative Billings
Cumulative Gross Profit
Growth in MRR

Expenses

Net profit
Cumulative Net Profit

Graphing Data

Month 2
(23,535) $
(35,400) $

Month 3
Month 4
(36,296) $
(51,208)
(71,696) $ (122,904)

MRR
$
$

Month 1
295 $
590 $

Month 2
1,557 $
3,114 $

Month 3
4,735 $
9,470 $

Month 4
10,785
21,570

1 sales hire a month


2 sales hires a month

$
$

Month 1
295 $
590 $

Month 2
1,262 $
2,523 $

Month 3
3,178 $
6,356 $

Month 4
6,050
12,100

Net Profit

Month 1
$ (11,864) $
$ (23,728) $

Month 2
(23,535) $
(47,071) $

Month 3
Month 4
(36,296) $
(51,208)
(72,592) $ (102,417)

Month 1
$ (11,864) $
$ (23,728) $

Month 2
Month 3
Month 4
(35,400) $
(71,696) $ (122,904)
(70,799) $ (143,391) $ (245,808)

1 sales hire a month


2 sales hires a month

Growth in MRR

1 sales hire a month


2 sales hires a month

Cumulative Net Profit


1 sales hire a month
2 sales hires a month

MRR
$3,000,000
$2,500,000
$2,000,000
$1,500,000
Axis Title

$1,000,000
$500,000
$-

1 sales hire a month


2 sales hires a month

ple per month

Month 5
1

Month 6
1

Month 7
1

Month 8
1

Month 9
1

Month 5
1
1
1
1
1

Month 6
1
1
1
1
1
1

Month 7
1
1
1
1
1
1
1

Month 8
1
1
1
1
1
1
1
1

Month 9
1
1
1
1
1
1
1
1
1

5
210

6
278

7
346

8
413

9
481

$
$
$
$
$

Month 5
109,438
19,635
37,007
29,606
8,850

$
$
$
$
$

Month 6
144,854
31,215
68,223
54,578
11,580

$
$
$
$
$

Month 7
180,271
45,458
113,680
90,944
14,242

$
$
$
$
$

Month 8
215,688
62,295
175,975
140,780
16,838

$
$
$
$
$

Month 9
251,104
81,663
257,638
206,111
19,368

$
$
$
$
$
$

20,833
19,983
12,500
26,272
79,589
216,390

$
$
$
$
$
$

25,000
24,567
15,000
34,774
99,341
315,731

$
$
$
$
$
$

29,167
29,150
17,500
43,276
119,093
434,824

$
$
$
$
$
$

33,333
33,733
20,000
51,778
138,845
573,669

$
$
$
$
$
$

37,500
38,317
22,500
60,281
158,597
732,266

Month 5
Month 6
$
(63,880) $
(74,368) $
$ (186,784) $ (261,153) $

Month 7
(82,727) $
(343,880) $

Month 8
(89,009) $
(432,889) $

Month 9
(93,267)
(526,155)

$
$

Month 5
19,635 $
39,270 $

Month 6
31,215 $
62,431 $

Month 7
45,458 $
90,915 $

Month 8
62,295 $
124,590 $

Month 9
81,663
163,326

$
$

Month 5
8,850 $
17,700 $

Month 6
11,580 $
23,161 $

Month 7
14,242 $
28,484 $

Month 8
16,838 $
33,675 $

Month 9
19,368
38,736

Month 5
Month 6
$
(63,880) $
(74,368) $
$ (127,761) $ (148,737) $

Month 7
(82,727) $
(165,454) $

Month 8
(89,009) $
(178,018) $

Month 9
(93,267)
(186,534)

Month 5
Month 6
$ (186,784) $ (261,153) $
$ (373,569) $ (522,306) $

Month 7
(343,880) $
(687,759) $

Month 8
Month 9
(432,889) $
(526,155)
(865,777) $ (1,052,311)

MRR Growth

a month
a month
Axis Title

$160,000
$140,000
$120,000
$100,000
$80,000
$60,000
$40,000
$20,000
$-

1 sales hire a month


2 sales hires a month

Month 10
1

Month 11
1

Month 12
1

Month 13
1

Month 14
1

Month 10
1
1
1
1
1
1
1
1
1
1
10
549

Month 11
1
1
1
1
1
1
1
1
1
2
11
617

Month 12
1
1
1
1
1
1
1
1
1
3
12
685

Month 13
1
1
1
1
1
1
1
1
1
4
13
753

Month 14
1
1
1
1
1
1
1
1
1
5
14
821

$
$
$
$
$

Month 10
286,521
103,498
361,137
288,909
21,835

$
$
$
$
$

Month 11
321,938
127,739
488,876
391,101
24,241

Month 12
357,354
154,325
643,201
514,560
26,586

Month 13
392,771
183,198
826,398
661,119
28,873

$
$
$
$
$

Month 14
428,188
214,300
1,040,698
832,559
31,102

$
$
$
$
$
$

41,667
42,900
25,000
68,783
178,350
910,616

$
$
$
$
$
$

$
$
$
$
$
$

58,333
61,233
35,000
102,792
257,358
1,821,536

$
$

Month 10
(95,551) $
(621,706) $

45,833
47,483
27,500
77,285
198,102
1,108,718

$
$
$
$
$

$
$
$
$
$
$

Month 11
(95,911) $
(717,617) $

50,000
52,067
30,000
85,787
217,854
1,326,572

$
$
$
$
$

$
$
$
$
$
$

Month 12
(94,394) $
(812,011) $

54,167
56,650
32,500
94,290
237,606
1,564,178

Month 13
(91,048) $
(903,059) $

Month 14
(85,918)
(988,977)

$
$

Month 10
103,498 $
206,997 $

Month 11
127,739 $
255,478 $

Month 12
154,325 $
308,650 $

Month 13
183,198 $
366,396 $

Month 14
214,300
428,600

$
$

Month 10
21,835 $
43,670 $

Month 11
24,241 $
48,481 $

Month 12
26,586 $
53,172 $

Month 13
28,873 $
57,746 $

Month 14
31,102
62,205

$
$

Month 10
(95,551) $
(191,102) $

Month 11
(95,911) $
(191,821) $

Month 12
(94,394) $
(188,788) $

Month 13
(91,048) $
(182,096) $

Month 14
(85,918)
(171,837)

Month 10
Month 11
Month 12
Month 13
Month 14
$
(621,706) $
(717,617) $
(812,011) $
(903,059) $
(988,977)
$ (1,243,413) $ (1,435,234) $ (1,624,022) $ (1,806,118) $ (1,977,955)

Net Profit
$1,000,000
$800,000

1 sales hire a month

2 sales hires a month


Axis Title

$600,000

1 sales hire a mont

$400,000

2 sales hires a mon

$200,000
$$(200,000)
$(400,000)

Month 15
1

Month 16
1

Month 17
1

Month 18
1

Month 19
1

Month 15
1
1
1
1
1
1
1
1
1
6
15
889

Month 16
1
1
1
1
1
1
1
1
1
7
16
956

Month 17
1
1
1
1
1
1
1
1
1
8
17
1,024

Month 18
1
1
1
1
1
1
1
1
1
9
18
1,092

Month 19
1
1
1
1
1
1
1
1
1
10
19
1,160

$
$
$
$
$

Month 15
463,604
247,576
1,288,275
1,030,620
33,276

$
$
$
$
$

Month 16
499,021
282,972
1,571,247
1,256,997
35,396

$
$
$
$
$

Month 17
534,438
320,434
1,891,681
1,513,345
37,462

$
$
$
$
$

Month 18
569,854
359,911
2,251,592
1,801,274
39,477

$
$
$
$
$

Month 19
605,271
401,353
2,652,945
2,122,356
41,441

$
$
$
$
$
$

62,500
65,817
37,500
111,294
277,111
2,098,647

$
$
$
$
$
$

66,667
70,400
40,000
119,796
296,863
2,395,510

$
$
$
$
$
$

70,833
74,983
42,500
128,298
316,615
2,712,125

$
$
$
$
$
$

75,000
79,567
45,000
136,801
336,367
3,048,492

$
$
$
$
$
$

79,167
84,150
47,500
145,303
356,119
3,404,612

Month 15
Month 16
Month 17
Month 18
Month 19
$
(79,050) $
(70,485) $
(60,268) $
(48,438) $
(35,037)
$ (1,068,027) $ (1,138,512) $ (1,198,780) $ (1,247,219) $ (1,282,256)

$
$

Month 15
247,576 $
495,153 $

Month 16
282,972 $
565,944 $

Month 17
320,434 $
640,868 $

Month 18
359,911 $
719,822 $

Month 19
401,353
802,705

$
$

Month 15
33,276 $
66,552 $

Month 16
35,396 $
70,791 $

Month 17
37,462 $
74,924 $

Month 18
39,477 $
78,954 $

Month 19
41,441
82,883

$
$

Month 15
(79,050) $
(158,099) $

Month 16
(70,485) $
(140,971) $

Month 17
(60,268) $
(120,536) $

Month 18
(48,438) $
(96,877) $

Month 19
(35,037)
(70,075)

Month 15
Month 16
Month 17
Month 18
Month 19
$ (1,068,027) $ (1,138,512) $ (1,198,780) $ (1,247,219) $ (1,282,256)
$ (2,136,054) $ (2,277,025) $ (2,397,560) $ (2,494,437) $ (2,564,512)

Cumulative Net Profit


$4,000,000
$3,000,000
1 sales hire a month
2 sales hires a month
Axis Title

$2,000,000

1 sales hire a

$1,000,000

2 sales hires

$$(1,000,000)
$(2,000,000)
$(3,000,000)

Month 20
1

Month 21
1

Month 22
1

Month 23
1

Month 24
1

Month 20
1
1
1
1
1
1
1
1
1
11
20
1,228

Month 21
1
1
1
1
1
1
1
1
1
12
21
1,296

Month 22
1
1
1
1
1
1
1
1
1
13
22
1,364

Month 23
1
1
1
1
1
1
1
1
1
14
23
1,432

Month 24
1
1
1
1
1
1
1
1
1
15
24
1,500

$
$
$
$
$

Month 20
640,688
444,709
3,097,654
2,478,123
43,357

$
$
$
$
$

Month 21
676,104
489,934
3,587,588
2,870,070
45,224

$
$
$
$
$

Month 22
711,521
536,979
4,124,566
3,299,653
47,045

$
$
$
$
$

Month 23
746,938
585,799
4,710,365
3,768,292
48,820

$
$
$
$
$

Month 24
782,354
636,350
5,346,716
4,277,372
50,551

$
$
$
$
$
$

83,333
88,733
50,000
153,805
375,872
3,780,483

$
$
$
$
$
$

87,500
93,317
52,500
162,307
395,624
4,176,107

$
$
$
$
$
$

91,667
97,900
55,000
170,809
415,376
4,591,483

$
$
$
$
$
$

95,833
102,483
57,500
179,312
435,128
5,026,612

$
$
$
$
$
$

100,000
107,067
60,000
187,814
454,881
5,481,492

Month 20
$
(20,104) $
$ (1,302,360) $

Month 21
(3,677) $
(1,306,037) $

Month 22
14,207 $
(1,291,830) $

Month 23
33,511 $
(1,258,319) $

Month 24
54,200
(1,204,120)

$
$

Month 20
444,709 $
889,419 $

Month 21
489,934 $
979,867 $

Month 22
536,979 $
1,073,957 $

Month 23
585,799 $
1,171,598 $

Month 24
636,350
1,272,700

$
$

Month 20
43,357 $
86,714 $

Month 21
45,224 $
90,449 $

Month 22
47,045 $
94,090 $

Month 23
48,820 $
97,641 $

Month 24
50,551
101,102

$
$

Month 20
(20,104) $
(40,208) $

Month 21
(3,677) $
(7,354) $

Month 22
14,207 $
28,414 $

Month 23
33,511 $
67,022 $

Month 24
54,200
108,399

Month 20
$ (1,302,360) $
$ (2,604,720) $

Month 21
(1,306,037) $
(2,612,074) $

Month 22
(1,291,830) $
(2,583,661) $

Month 23
(1,258,319) $
(2,516,639) $

Month 24
(1,204,120)
(2,408,240)

t Profit

1 sales hire a month


2 sales hires a month

Month 25
1

Month 26
1

Month 27
1

Month 28
1

Month 29
1

Month 25
1
1
1
1
1
1
1
1
1
16
25
1,567

Month 26
1
1
1
1
1
1
1
1
1
17
26
1,635

Month 27
1
1
1
1
1
1
1
1
1
18
27
1,703

Month 28
1
1
1
1
1
1
1
1
1
19
28
1,771

Month 29
1
1
1
1
1
1
1
1
1
20
29
1,839

$
$
$
$
$

Month 25
817,771
688,589
6,035,305
4,828,244
52,239

$
$
$
$
$

Month 26
853,188
742,473
6,777,778
5,422,222
53,884

$
$
$
$
$

Month 27
888,604
797,962
7,575,740
6,060,592
55,489

$
$
$
$
$

Month 28
924,021
855,014
8,430,754
6,744,603
57,053

$
$
$
$
$

Month 29
959,438
913,592
9,344,346
7,475,477
58,578

$
$
$
$
$
$

104,167
111,650
62,500
196,316
474,633
5,956,125

$
$
$
$
$
$

108,333
116,233
65,000
204,818
494,385
6,450,510

$
$
$
$
$
$

112,500
120,817
67,500
213,321
514,137
6,964,647

$
$
$
$
$
$

116,667
125,400
70,000
221,823
533,889
7,498,537

$
$
$
$
$
$

120,833
129,983
72,500
230,325
553,642
8,052,178

$
$

Month 25
76,238 $
(1,127,881) $

Month 26
99,594 $
(1,028,288) $

Month 27
124,232 $
(904,055) $

Month 28
150,122 $
(753,933) $

Month 29
177,232
(576,701)

$
$

Month 25
688,589 $
1,377,178 $

Month 26
742,473 $
1,484,947 $

Month 27
797,962 $
1,595,924 $

Month 28
855,014 $
1,710,029 $

Month 29
913,592
1,827,185

$
$

Month 25
52,239 $
104,478 $

Month 26
53,884 $
107,768 $

Month 27
55,489 $
110,977 $

Month 28
57,053 $
114,105 $

Month 29
58,578
117,156

$
$

Month 25
76,238 $
152,477 $

Month 26
99,594 $
199,187 $

Month 27
124,232 $
248,464 $

Month 28
150,122 $
300,244 $

Month 29
177,232
354,464

$
$

Month 25
(1,127,881) $
(2,255,763) $

Month 26
(1,028,288) $
(2,056,575) $

Month 27
(904,055) $
(1,808,111) $

Month 28
(753,933) $
(1,507,867) $

Month 29
(576,701)
(1,153,402)

$
$
$
$
$

$
$
$
$
$
$

$
$

Month 30
1

Month 31
1

Month 32
1

Month 33
1

Month 34
1

Month 30
1
1
1
1
1
1
1
1
1
21
30
1,907

Month 31
1
1
1
1
1
1
1
1
1
22
31
1,975

Month 32
1
1
1
1
1
1
1
1
1
23
32
2,043

Month 33
1
1
1
1
1
1
1
1
1
24
33
2,110

Month 34
1
1
1
1
1
1
1
1
1
25
34
2,178

Month 30
994,854
973,657
10,318,003
8,254,403
60,065

Month 31
1,030,271
1,035,171
11,353,175
9,082,540
61,514

Month 32
1,065,688
1,098,099
12,451,274
9,961,019
62,928

Month 33
1,101,104
1,162,406
13,613,680
10,890,944
64,306

Month 34
1,136,521
1,228,056
14,841,735
11,873,388
65,650

125,000
134,567
75,000
238,827
573,394
8,625,572

$
$
$
$
$

$
$
$
$
$
$

Month 30
205,532 $
(371,169) $

129,167
139,150
77,500
247,329
593,146
9,218,718

$
$
$
$
$

$
$
$
$
$
$

Month 31
234,991 $
(136,178) $

133,333
143,733
80,000
255,832
612,898
9,831,616

$
$
$
$
$

$
137,500
$
148,317
$
82,500
$
264,334
$
632,650
$ 10,464,267

Month 32
265,581 $
129,403 $

$
$
$
$
$

$
141,667
$
152,900
$
85,000
$
272,836
$
652,403
$ 11,116,670

Month 33
297,274 $
426,677 $

Month 34
330,042
756,719

$
$

Month 30
973,657 $
1,947,314 $

Month 31
1,035,171 $
2,070,343 $

Month 32
1,098,099 $
2,196,199 $

Month 33
1,162,406 $
2,324,811 $

Month 34
1,228,056
2,456,111

$
$

Month 30
60,065 $
120,129 $

Month 31
61,514 $
123,029 $

Month 32
62,928 $
125,856 $

Month 33
64,306 $
128,612 $

Month 34
65,650
131,300

$
$

Month 30
205,532 $
411,063 $

Month 31
234,991 $
469,982 $

Month 32
265,581 $
531,163 $

Month 33
297,274 $
594,548 $

Month 34
330,042
660,084

$
$

Month 30
(371,169) $
(742,339) $

Month 31
(136,178) $
(272,357) $

Month 32
129,403 $
258,806 $

Month 33
426,677 $
853,354 $

Month 34
756,719
1,513,438

$
$
$
$
$

Month 35
1

Month 36
1

Month 35
1
1
1
1
1
1
1
1
1
26
35
2,246

Month 36
1
1
1
1
1
1
1
1
1
27
36
2,314

Month 35
1,171,938
1,295,016
16,136,751
12,909,401
66,960

Month 36
1,207,354
1,363,253
17,500,004
14,000,003
68,237

$
145,833
$
157,483
$
87,500
$
281,338
$
672,155
$ 11,788,825

$
$

$
$
$
$
$

$
150,000
$
162,067
$
90,000
$
289,840
$
691,907
$ 12,480,732

Month 35
363,858 $
1,120,576 $

Month 36
398,695
1,519,272

$
$

Month 35
1,295,016 $
2,590,031 $

Month 36
1,363,253
2,726,506

$
$

Month 35
66,960 $
133,920 $

Month 36
68,237
136,475

$
$

Month 35
363,858 $
727,715 $

Month 36
398,695
797,391

$
$

Month 35
1,120,576 $
2,241,153 $

Month 36
1,519,272
3,038,543

Churn Rate Comparison


This is simply a copy of the first tab, with a different churn rate (1.25% versus 2.5%)

Net Profit
Churn 1.25%
Churn 2.5%

$
$

Month 1
(23,728) $
(23,728) $

Month 2
(47,065) $
(47,071) $

$
$

Month 1
(23,728) $
(23,728) $

Month 2
Month 3
(70,793) $ (143,349)
(70,799) $ (143,391)

Cumulative Net Profit


Churn 1.25%
Churn 2.5%

Month 3
(72,555)
(72,592)

$1,200,000
$1,000,000
$800,000
$600,000
Churn 1.25%

$400,000

Churn 2.5%

$200,000
$$(200,000)
$(400,000)

Part 1: Model the ecomomics of a single sales person


Sales compensation and overhead
Base Compensation
Variable Compensation
Draw on Variable Comp
Additional overhead
Sales attrition factor
On target annual bookings
Annual Bookings
Monthly Bookings
Churn Rate and Margin
Churn Rate (monthly)

$
$
$

50,000
55,000 with 50% draw for first four months
100%
70%
30%
30,000
15% a factor to discount bookings to account

500,000 ACV (Annual Contract Value)


41,667

1.25%

Gross Margin

80.00%

Cost of Leads required to feed sales


Average Deal Size
Deals to meet target
Leads to closed deal
Cost per Qualified Lead
Cost of Leads required

$6,000 (ACV) Annual Contract Value


6.9 per month
10
$125
8,698 per month, for 1 fully productive sales p

Other interesting Calculations


Lead Gen costs per deal
Selling costs per deal
Total CAC
Total LTV

$
$
$
$

1,253
1,620
2,873
32,000

Income
Productivity Ramp
Bookings (ACV)
New MRR added this month
MRR from prior months bookings
Churn
Total MRR (Billings)
Cumulative Billings
Cumulative Gross Profit

Excludes people costs


Excludes cost of sales management
Excludes people costs in marketing, and
Calculated by dividing average monthly

$
$
$

Month 1
10%
3,542 $
295 $
$
$
295 $
295 $
236 $

Month 2
33%
11,688
974
295
(3.69)
1,265
1,561
1,248

$
$
$
$
$
$
$

Month 3
66%
23,375
1,948
1,265
(15.82)
3,198
4,758
3,806

$
$
$
$
$
$

4,167
4,583
2,500
850
12,100
12,100

4,167
3,208
2,500
2,806
12,681
24,781

$
$
$
$
$
$

4,167
3,025
2,500
5,611
15,303
40,084

$
$

Month 1
(11,864) $
(11,864) $

$
$

Expenses
Base Salary
Variable Compensation
Overhead
Cost of leads required
Total Expenses
Cumulative expenses

Breakeven Analysis
Net profit
Cumulative Net Profit

$
$
$
$
$
$

Month 2
(11,668) $
(23,533) $

Month 3
(12,745)
(36,278)

Bookings & Churn - Single Sales Hire


$3,500
$3,000
$2,500
$2,000

Churn

$1,500

New MRR added this month

$1,000
$500
$-

$3,500
$3,000
$2,500
$2,000

Churn

$1,500

New MRR added this month

$1,000
$500
$$(500)

Part 2: Look at the Overall Economics when Ramping Sales Hires


Month 1
2
2
14

Month 2
2
4
58

Month 3
2
6
148

$
$
$
$
$

Month 1
7,083
590
590
472
590

$
$
$
$
$

Month 2
30,458
3,121
3,711
2,969
2,531

$
$
$
$
$

Month 3
77,208
9,516
13,227
10,582
6,395

$
$
$
$
$
$

8,333
9,167
5,000
1,700
24,200
24,200

$
$
$
$
$
$

16,667
15,583
10,000
7,312
49,562
73,762

$
$
$
$
$
$

25,000
21,633
15,000
18,535
80,168
153,931

$
$

Month 1
(23,728) $
(23,728) $

New Sales Hires


Total Sales Headcount
Total Leads Required

Income
Bookings (ACV)
Total MRR (Billings)
Cumulative Billings
Cumulative Gross Profit
Growth in MRR

Expenses
Base Salary
Variable Compensation
Overhead
Cost of leads required
Total Expenses
Cumulative expenses

Breakeven Analysis
Net profit
Cumulative Net Profit

Net profit
$250,000
$200,000
$150,000
$100,000
$50,000
$$(50,000)
$(100,000)
$(150,000)
$(200,000)
$(250,000)

Month 2
Month 3
(47,065) $
(72,555)
(70,793) $ (143,349)

$50,000
$$(50,000)
$(100,000)
$(150,000)
$(200,000)
$(250,000)

Total MRR (Billings)


$1,600,000
$1,400,000
$1,200,000
$1,000,000
$800,000
$600,000
$400,000
$200,000
$-

Part 3: Look at the impact of collecting 1 year's payment in adva


Step 1: Individual Sales person
Income
Productivity Ramp
Bookings (ACV)
Renewable contract value
Churn
Renewals (renewable - churn)
Billings (bookings + renewals)
Cumulative Billings
Cumulative Gross Profit

$30,000
$20,000
$10,000
$-

Month 3
66%
23,375

3,542 $
3,542 $
2,833 $

11,688 $
15,229 $
12,183 $

23,375
38,604
30,883

$
$

Month 1
(9,267) $
(9,267) $

Month 2
(3,331) $
(12,598) $

Month 3
3,397
(9,201)

Net Cash Flows


$40,000

Month 2
33%
11,688 $

$
$
$

Breakeven Analysis
Net Cash Flows
Cumulative Net Cash Flows

Month 1
10%
3,542 $

$40,000
$30,000
$20,000
$10,000
$$(10,000)
$(20,000)

Step 2: Look at the Overall Economics when Ramping Sales Hires


Income
Month 1
Month 2
Month 3
Bookings (ACV)
Billings less churn (MRR)
Cumulative Billings
Cumulative Gross Profit
Growth in MRR

$
$
$
$
$

Breakeven Analysis
Net Cash Flows
Cumulative Net Cash Flows

$
$

7,083
7,083
7,083
5,667
7,083

$
$
$
$
$

Month 1
(6,434) $
(18,534) $

Net Cash Flows


$2,500,000
$2,000,000
$1,500,000
$1,000,000
$500,000
$$(500,000)

30,458
30,458
37,542
30,033
23,375

$
77,208
$
77,208
$ 114,750
$
91,800
$
46,750

Month 2
11,686 $
(19,529) $

Month 3
46,464
11,632

$
$

Month 4
(102,285) $
(102,417) $

Month 5
Month 6
(127,416) $ (148,003) $
(127,761) $ (148,737) $

Month 7
(164,105) $
(165,454) $

Month 8
(175,777)
(178,018)

$
$

Month 4
(245,634) $
(245,808) $

Month 5
Month 6
(373,049) $ (521,053) $
(373,569) $ (522,306) $

Month 7
(685,157) $
(687,759) $

Month 8
(860,934)
(865,777)

urn 1.25%

urn 2.5%

$8,000,000
$6,000,000
$4,000,000
Churn 1.25%

$2,000,000

Churn 2.5%

$$(2,000,000)
$(4,000,000)

Cells formated like this:

first four months


0%

0%

0%

t bookings to account for failed sales hires and attrition

act Value)

0%

0%

act Value

lly productive sales person

les management
sts in marketing, and sales management. (CAC= Cost to Acquire a Customer)
ing average monthly gross profit per customer (ARPU x Gross Margin ) by the churn rate

$
$
$
$
$
$
$

Month 4
100%
35,417
2,951
3,198
(39.97)
6,109
10,867
8,694

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
59,836

$
$

Month 4
(14,865) $
(51,143) $

this month

$
$
$
$
$
$
$

Month 5
100%
35,417
2,951
6,109
(76.36)
8,984
19,851
15,881

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
79,589

$
$
$
$
$
$
$

Month 6
100%
35,417
2,951
8,984
(112.30)
11,823
31,674
25,339

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
99,341

Month 5
(12,565) $
(63,708) $

$
$
$
$
$
$
$

Month 7
100%
35,417
2,951
11,823
(147.79)
14,627
46,301
37,040

$
$
$
$
$
$
$

Month 8
100%
35,417
2,951
14,627
(182.83)
17,395
63,696
50,957

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
119,093

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
138,845

Month 6
(10,294) $
(74,002) $

Month 7
(8,051) $
(82,052) $

Month 8
(5,836)
(87,888)

MRR - Single Sales Hire


$35,000
$30,000
$25,000

Churn

$20,000

MRR from prior months


bookings

$15,000
$10,000
$5,000
$-

New MRR added this month

$35,000
$30,000

this month

$25,000

Churn

$20,000

MRR from prior months


bookings

$15,000

New MRR added this month

$10,000
$5,000
$$(5,000)

ng Sales Hires

$
$
$
$
$

Month 4
2
8
284

Month 5
2
10
420

Month 6
2
12
555

Month 7
2
14
691

Month 8
2
16
827

Month 4
148,042
21,734
34,961
27,969
12,218

Month 5
218,875
39,702
74,663
59,731
17,968

Month 6
$
289,708
$
63,348
$ 138,011
$
110,409
$
23,646

Month 7
360,542
92,601
230,613
184,490
29,253

Month 8
431,375
127,392
358,004
286,403
34,790

$
$
$
$
$

$
$
$
$
$
$

33,333
30,800
20,000
35,539
119,673
273,603

$
$
$
$
$
$

$
$

Month 4
(102,285) $
(245,634) $

41,667
39,967
25,000
52,544
159,177
432,780

$
$
$
$
$

$
50,000 $
$
49,133 $
$
30,000 $
$
69,548 $
$ 198,681 $
$
631,462 $

58,333 $
58,300 $
35,000 $
86,553 $
238,186 $
869,647 $

Month 5
Month 6
(127,416) $ (148,003) $
(373,049) $ (521,053) $

Month 7
(164,105) $
(685,157) $

Cumulative Net Profit


$$(500,000)
$(1,000,000)
$(1,500,000)
$(2,000,000)
$(2,500,000)

$
$
$
$
$

66,667
67,467
40,000
103,557
277,690
1,147,338
Month 8
(175,777)
(860,934)

$(1,000,000)
$(1,500,000)
$(2,000,000)
$(2,500,000)

Growth in MRR
$140,000
$120,000
$100,000
$80,000
$60,000
$40,000
$20,000
$-

yment in advance

Month 4
100%
35,417 $

$
$
$

35,417 $
74,021 $
59,217 $

$
$

Month 4
8,581 $
(620) $

Month 5
100%
35,417 $

Month 6
100%
35,417 $

Month 7
100%
35,417 $

35,417 $
35,417 $
109,438 $ 144,854 $
87,550 $
115,883 $

35,417 $
180,271 $
144,217 $

Month 5
8,581 $
7,961 $

Month 6
8,581 $
16,543 $

Month 7
8,581 $
25,124 $

Month 8
100%
35,417

35,417
215,688
172,550

Month 8
8,581
33,705

Cumulative Net Cash Flows


$500,000
$400,000
$300,000
$200,000
$100,000
$-

$500,000
$400,000
$300,000
$200,000
$100,000
$$(100,000)

$
$
$
$
$

$
$

Month 4
148,042
148,042
262,792
210,233
70,833

$
$
$
$
$

Month 5
218,875
218,875
481,667
385,333
70,833

Month 4
98,681 $
90,561 $

Month 6
$
289,708
$
289,708
$ 771,375
$
617,100
$
70,833

Month 5
155,348 $
226,156 $

$
$
$
$
$

Month 6
212,014 $
418,419 $

Month 7
360,542
360,542
1,131,917
905,533
70,833

$
$
$
$
$

Month 8
431,375
431,375
1,563,292
1,250,633
70,833

Month 7
268,681 $
667,347 $

Month 8
325,348
972,943

Cumulative Net Cash Flows


$40,000,000
$35,000,000
$30,000,000
$25,000,000
$20,000,000
$15,000,000
$10,000,000
$5,000,000
$$(5,000,000)

$
$

Month 9
(183,075) $
(186,534) $

Month 10
(186,053) $
(191,102) $

Month 11
(184,765) $
(191,821) $

Month 12
(179,266) $
(188,788) $

Month 13
(169,606)
(182,096)

$
$

Month 9
(1,044,009) $
(1,052,311) $

Month 10
(1,230,062) $
(1,243,413) $

Month 11
(1,414,827) $
(1,435,234) $

Month 12
(1,594,093) $
(1,624,022) $

Month 13
(1,763,699)
(1,806,118)

Churn 1.25%
Churn 2.5%

are input variables

0%

Quick Marketing Calculation


50% amount of traffic that is organic versus paid
$1.50 cost per paid visitor (Google AdWords, etc.)
$
0.75 Cost per visitor (both paid and unpaid)
3% visitors convert to raw leads

20% number of raw leads that turn into qualified leads

1 qualified lead
5 raw leads required
167 visitors required
$125 Cost of visitors (also = Cost per qualified lead)

hurn rate

$
$
$
$
$
$
$

Month 9
100%
35,417
2,951
17,395
(217.44)
20,129
83,825
67,060

$
$
$
$
$
$

4,167 $
4,583 $
2,500 $
8,502 $
19,752 $
158,597 $

4,167
4,583
2,500
8,502
19,752
178,350

$
$

Month 9
(3,649) $
(91,537) $

Month 10
(1,489) $
(93,026) $

$
$
$
$
$
$
$

Month 10
100%
35,417
2,951
20,129
(251.61)
22,829
106,654
85,323

$
$
$
$
$
$
$

Month 11
100%
35,417
2,951
22,829
(285.36)
25,495
132,149
105,719

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
198,102

$
$
$
$
$
$
$

Month 12
100%
35,417
2,951
25,495
(318.69)
28,128
160,277
128,221

$
$
$
$
$
$
$

Month 13
100%
35,417
2,951
28,128
(351.60)
30,727
191,004
152,803

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
217,854

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
237,606

Month 11
644 $
(92,383) $

Month 12
2,750 $
(89,633) $

Month 13
4,830
(84,803)

MRR Versus Expenses


$30,000
$25,000
$20,000

prior months
added this month

$15,000
Axis Title

$10,000
$5,000
$-

Total MRR (Billings)


Total Expenses

$30,000
$25,000
$20,000

prior months

Total MRR (Billings)

$15,000

added this month

Axis Title

Total Expenses

$10,000
$5,000
$-

$
$
$
$
$

Month 9
2
18
963

Month 10
2
20
1,098

Month 11
2
22
1,234

Month 12
2
24
1,370

Month 13
2
26
1,506

Month 9
502,208
167,650
525,654
420,523
40,258

Month 10
573,042
213,308
738,962
591,170
45,658

Month 11
643,875
264,298
1,003,260
802,608
50,990

Month 12
714,708
320,553
1,323,813
1,059,050
56,255

Month 13
785,542
382,008
1,705,821
1,364,656
61,455

$
$
$
$
$

$
$
$
$
$

$
$
$
$
$

$
$
$
$
$

$
$
$
$
$
$

75,000 $
76,633 $
45,000 $
120,561 $
317,195 $
1,464,532 $

83,333 $
85,800 $
50,000 $
137,566 $
356,699 $
1,821,232 $

91,667 $
94,967 $
55,000 $
154,570 $
396,204 $
2,217,435 $

100,000 $
104,133 $
60,000 $
171,575 $
435,708 $
2,653,143 $

$
$

Month 9
(183,075) $
(1,044,009) $

Month 10
(186,053) $
(1,230,062) $

Month 11
(184,765) $
(1,414,827) $

Month 12
(179,266) $
(1,594,093) $

Cumulative Net Profit


$7,000,000
$6,000,000
$5,000,000
$4,000,000
$3,000,000
$2,000,000
$1,000,000
$$(1,000,000)
$(2,000,000)
$(3,000,000)

108,333
113,300
65,000
188,579
475,212
3,128,356
Month 13
(169,606)
(1,763,699)

$3,000,000
$2,000,000
$1,000,000
$$(1,000,000)
$(2,000,000)
$(3,000,000)

Month 9
100%
35,417 $

Month 10
100%
35,417 $

$
$
$

35,417 $
251,104 $
200,883 $

$
$

Month 9
8,581 $
42,286 $

Flows

35,417 $
286,521 $
229,217 $

Month 11
100%
35,417 $
$
$
$
35,417 $
321,938 $
257,550 $

Month 12
100%
35,417
3,542
(531.25)
3,010
38,427
360,365
288,292

$
$
$
$
$
$
$

Month 13
100%
35,417
11,688
(1,753.13)
9,934
45,351
405,716
324,573

Month 10
8,581 $
50,867 $

Month 11
8,581 $
59,448 $

Month 12
10,989 $
70,438 $

Month 13
16,529
86,966

Cashflow comparison - monthly payments vs year in


$40,000
$30,000
$20,000

Net profit

Net Cash Flows


Axis Title

$10,000
$-

lows

$40,000
$30,000
Net profit

$20,000

Net Cash Flows


Axis Title

$10,000
$$(10,000)
$(20,000)

$
$
$
$
$

$
$

Month 9
502,208
502,208
2,065,500
1,652,400
70,833

$
$
$
$
$

Month 9
382,014 $
1,335,205 $

Month 10
573,042
573,042
2,638,542
2,110,833
70,833

$
$
$
$
$

Month 10
438,681 $
1,754,134 $

Month 11
643,875
643,875
3,282,417
2,625,933
70,833

$
$
$
$
$

Month 11
495,348 $
2,229,730 $

Month 12
714,708
714,708
3,997,125
3,197,700
70,833

$
$
$
$
$

Month 13
785,542
786,604
4,783,729
3,826,983
71,896

Month 12
552,014 $
2,761,992 $

Month 13
609,531
3,351,771

Cashflow comparison - monthly payments vs year in ad


$2,500,000
$2,000,000
$1,500,000
Axis Title

$1,000,000
$500,000
$$(500,000)

Net profit
Net Cash Flows

$
$

Month 14
(155,839) $
(171,837) $

Month 15
(138,015) $
(158,099) $

Month 16
(116,186) $
(140,971) $

Month 17
(90,402) $
(120,536) $

Month 18
(60,711)
(96,877)

$
$

Month 14
(1,919,538) $
(1,977,955) $

Month 15
(2,057,554) $
(2,136,054) $

Month 16
(2,173,740) $
(2,277,025) $

Month 17
(2,264,142) $
(2,397,560) $

Month 18
(2,324,853)
(2,494,437)

fied leads

$
$
$
$
$
$
$

Month 14
100%
35,417
2,951
30,727
(384.09)
33,295
224,299
179,439

$
$
$
$
$
$
$

Month 15
100%
35,417
2,951
33,295
(416.18)
35,830
260,129
208,103

$
$
$
$
$
$
$

Month 16
100%
35,417
2,951
35,830
(447.87)
38,333
298,462
238,770

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
296,863

$
$
$
$
$
$

4,167 $
4,583 $
2,500 $
8,502 $
19,752 $
257,358 $

4,167
4,583
2,500
8,502
19,752
277,111

$
$

Month 14
6,884 $
(77,919) $

Month 15
8,912 $
(69,008) $

$
$
$
$
$
$
$

Month 17
100%
35,417
2,951
38,333
(479.17)
40,806
339,268
271,414

$
$
$
$
$
$
$

Month 18
100%
35,417
2,951
40,806
(510.07)
43,247
382,515
306,012

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
316,615

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
336,367

Month 16
10,915 $
(58,093) $

Month 17
12,892 $
(45,201) $

Month 18
14,845
(30,355)

Net profit - New Sales Hire


$30,000
$25,000
$20,000
Total MRR (Billings)

$15,000

Total Expenses

$10,000
$5,000
$$(5,000)

$30,000
$25,000
$20,000
Total MRR (Billings)

$15,000

Total Expenses

$10,000
$5,000
$$(5,000)
$(10,000)
$(15,000)
$(20,000)

$
$
$
$
$

Month 14
2
28
1,641

Month 15
2
30
1,777

Month 16
2
32
1,913

Month 17
2
34
2,049

Month 18
2
36
2,184

Month 14
856,375
448,597
2,154,418
1,723,534
66,589

Month 15
927,208
520,257
2,674,675
2,139,740
71,660

Month 16
998,042
596,924
3,271,599
2,617,279
76,667

$
$
$
$
$

Month 17
1,068,875
678,536
3,950,135
3,160,108
81,611

$
$
$
$
$

Month 18
1,139,708
765,030
4,715,164
3,772,132
86,494

133,333
140,800
80,000
239,592
593,726
4,791,019

$
$
$
$
$
$

141,667
149,967
85,000
256,597
633,230
5,424,250

$
$
$
$
$
$

150,000
159,133
90,000
273,601
672,735
6,096,984

$
$
$
$
$

$
$
$
$
$

$
$
$
$
$
$

116,667 $
122,467 $
70,000 $
205,584 $
514,717 $
3,643,072 $

125,000 $
131,633 $
75,000 $
222,588 $
554,221 $
4,197,294 $

$
$

Month 14
(155,839) $
(1,919,538) $

Month 15
(138,015) $
(2,057,554) $

Month 16
(116,186) $
(2,173,740) $

Month 17
(90,402) $
(2,264,142) $

Month 18
(60,711)
(2,324,853)

$
$
$
$
$
$
$

$
$

Month 14
100%
35,417
23,375
(3,506.25)
19,869
55,285
461,001
368,801

$
$
$
$
$
$
$

Month 14
24,476 $
111,442 $

Month 15
100%
35,417
35,417
(5,312.50)
30,104
65,521
526,522
421,218

$
$
$
$
$
$
$

Month 15
32,664 $
144,107 $

Month 16
100%
35,417
35,417
(5,312.50)
30,104
65,521
592,043
473,634

$
$
$
$
$
$
$

Month 16
32,664 $
176,771 $

Month 17
100%
35,417
35,417
(5,312.50)
30,104
65,521
657,564
526,051

$
$
$
$
$
$
$

Month 18
100%
35,417
35,417
(5,312.50)
30,104
65,521
723,084
578,468

Month 17
32,664 $
209,436 $

Month 18
32,664
242,100

yments vs year in advance Cumulative Cashflow comparision - monthly payments vs ye


$500,000
$400,000
Net profit

$300,000

Cumulative Net Profit

Net Cash Flows

$200,000

Cumulative Net Cash Flows

Axis Title

$100,000
$-

$500,000
$400,000
Net profit
Net Cash Flows
Axis Title

$300,000

Cumulative Net Profit

$200,000

Cumulative Net Cash Flows

$100,000
$$(100,000)
$(200,000)

$
$
$
$
$

$
$

Month 14
856,375
860,944
5,644,673
4,515,738
74,340

$
$
$
$
$

Month 14
669,003 $
4,001,021 $

Month 15
927,208
938,790
6,583,463
5,266,770
77,846

Month 15
731,279 $
4,712,549 $

ments vs year in advance

Net profit
Net Cash Flows

$
$
$
$
$

Month 16
998,042
1,020,248
7,603,710
6,082,968
81,458

$
$
$
$
$

Month 16
796,446 $
5,489,243 $

Month 17
1,068,875
1,101,706
8,705,417
6,964,333
81,458

$
$
$
$
$

Month 18
1,139,708
1,183,165
9,888,581
7,910,865
81,458

Month 17
861,613 $
6,331,103 $

Month 18
926,779
7,238,130

Cumulative Cashflow comparision - monthly payments


$40,000,000
$35,000,000
$30,000,000
$25,000,000
$20,000,000
Axis Title $15,000,000
$10,000,000
$5,000,000
$$(5,000,000)

Cumulative Net

Cumulative Net

$
$

Month 19
(27,163) $
(70,075) $

Month 20
10,194 $
(40,208) $

Month 21
51,313 $
(7,354) $

Month 22
96,146 $
28,414 $

Month 23
144,647
67,022

$
$

Month 19
(2,352,015) $
(2,564,512) $

Month 20
(2,341,821) $
(2,604,720) $

Month 21
(2,290,508) $
(2,612,074) $

Month 22
(2,194,362) $
(2,583,661) $

Month 23
(2,049,716)
(2,516,639)

$
$
$
$
$
$
$

Month 19
100%
35,417
2,951
43,247
(540.59)
45,658
428,173
342,538

$
$
$
$
$
$
$

Month 20
100%
35,417
2,951
45,658
(570.72)
48,038
476,211
380,969

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
356,119

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
375,872

$
$

Month 19
16,774 $
(13,581) $

$
$
$
$
$
$
$

Month 21
100%
35,417
2,951
48,038
(600.48)
50,389
526,600
421,280

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
395,624

Month 20
18,679 $
5,097 $

$
$
$
$
$
$
$

Month 22
100%
35,417
2,951
50,389
(629.87)
52,711
579,311
463,449

$
$
$
$
$
$
$

Month 23
100%
35,417
2,951
52,711
(658.89)
55,003
634,315
507,452

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
415,376

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
435,128

Month 21
20,559 $
25,656 $

Month 22
22,417 $
48,073 $

Month 23
24,251
72,323

Cumulative Net Profit - New Sales Hire


$600,000
$500,000
$400,000
$300,000
$200,000
$100,000
$-

$600,000
$500,000
$400,000
$300,000
$200,000
$100,000
$$(100,000)
$(200,000)

Month 19
2
38
2,320

Month 20
2
40
2,456

Month 21
2
42
2,592

Month 22
2
44
2,727

Month 23
2
46
2,863

$
$
$
$
$

Month 19
1,210,542
856,345
5,571,510
4,457,208
91,316

$
$
$
$
$

Month 20
1,281,375
952,422
6,523,932
5,219,145
96,077

$
$
$
$
$

Month 21
1,352,208
1,053,201
7,577,133
6,061,706
100,779

$
$
$
$
$

Month 22
1,423,042
1,158,623
8,735,755
6,988,604
105,422

$
$
$
$
$

Month 23
1,493,875
1,268,629
10,004,385
8,003,508
110,007

$
$
$
$
$
$

158,333
168,300
95,000
290,606
712,239
6,809,223

$
$
$
$
$
$

166,667
177,467
100,000
307,610
751,743
7,560,967

$
$
$
$
$
$

175,000
186,633
105,000
324,615
791,248
8,352,214

$
$
$
$
$
$

183,333
195,800
110,000
341,619
830,752
9,182,967

$
$
$
$
$
$

191,667
204,967
115,000
358,623
870,257
10,053,223

$
$

Month 19
(27,163) $
(2,352,015) $

Month 20
10,194 $
(2,341,821) $

Month 21
51,313 $
(2,290,508) $

Month 22
96,146 $
(2,194,362) $

Month 23
144,647
(2,049,716)

$
$
$
$
$
$
$

$
$

Month 19
100%
35,417
35,417
(5,312.50)
30,104
65,521
788,605
630,884

$
$
$
$
$
$
$

Month 19
32,664 $
274,765 $

Month 20
100%
35,417
35,417
(5,312.50)
30,104
65,521
854,126
683,301

Month 20
32,664 $
307,429 $

nthly payments vs year in advance

Cumulative Net Profit


Cumulative Net Cash Flows

$
$
$
$
$
$
$

Month 21
100%
35,417
35,417
(5,312.50)
30,104
65,521
919,647
735,718

$
$
$
$
$
$
$

Month 21
32,664 $
340,094 $

Month 22
100%
35,417
35,417
(5,312.50)
30,104
65,521
985,168
788,134

$
$
$
$
$
$
$

Month 23
100%
35,417
35,417
(5,312.50)
30,104
65,521
1,050,689
840,551

Month 22
32,664 $
372,758 $

Month 23
32,664
405,422

Cumulative Net Profit


Cumulative Net Cash Flows

$
$
$
$
$

$
$

Month 19
1,210,542
1,264,623
11,153,204
8,922,563
81,458

$
$
$
$
$

Month 19
991,946 $
8,210,324 $

Month 20
1,281,375
1,346,081
12,499,285
9,999,428
81,458

$
$
$
$
$

Month 20
1,057,113 $
9,247,685 $

- monthly payments vs year in advance

Cumulative Net Profit


Cumulative Net Cash Flows

Month 21
1,352,208
1,427,540
13,926,825
11,141,460
81,458

$
$
$
$
$

Month 21
1,122,279 $
10,350,212 $

Month 22
1,423,042
1,508,998
15,435,823
12,348,658
81,458

$
$
$
$
$

Month 23
1,493,875
1,590,456
17,026,279
13,621,023
81,458

Month 22
1,187,446 $
11,517,906 $

Month 23
1,252,613
12,750,767

$
$

Month 24
196,770 $
108,399 $

Month 25
252,470 $
152,477 $

Month 26
311,702 $
199,187 $

Month 27
374,423 $
248,464 $

Month 28
440,587
300,244

$
$

Month 24
(1,852,946) $
(2,408,240) $

Month 25
(1,600,476) $
(2,255,763) $

Month 26
(1,288,773) $
(2,056,575) $

Month 27
(914,351) $
(1,808,111) $

Month 28
(473,764)
(1,507,867)

s Hire

$
$
$
$
$
$
$

Month 24
100%
35,417
2,951
55,003
(687.54)
57,267
691,582
553,266

$
$
$
$
$
$
$

Month 25
100%
35,417
2,951
57,267
(715.84)
59,503
751,085
600,868

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
454,881

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
474,633

$
$

Month 24
26,062 $
98,385 $

$
$
$
$
$
$
$

Month 26
100%
35,417
2,951
59,503
(743.78)
61,710
812,795
650,236

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
494,385

Month 25
27,850 $
126,235 $

$
$
$
$
$
$
$

Month 27
100%
35,417
2,951
61,710
(771.38)
63,890
876,686
701,348

$
$
$
$
$
$
$

Month 28
100%
35,417
2,951
63,890
(798.63)
66,043
942,729
754,183

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
514,137

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
533,889

Month 26
29,616 $
155,851 $

Month 27
31,360 $
187,211 $

Month 28
33,082
220,294

Month 24
2
48
2,999

Month 25
2
50
3,135

Month 26
2
52
3,271

Month 27
2
54
3,406

Month 28
2
56
3,542

$
$
$
$
$

Month 24
1,564,708
1,383,164
11,387,549
9,110,039
114,534

$
$
$
$
$

Month 25
1,635,542
1,502,170
12,889,718
10,311,775
119,006

$
$
$
$
$

Month 26
1,706,375
1,625,590
14,515,309
11,612,247
123,421

$
$
$
$
$

Month 27
1,777,208
1,753,371
16,268,680
13,014,944
127,781

$
$
$
$
$

Month 28
1,848,042
1,885,457
18,154,137
14,523,310
132,086

$
$
$
$
$
$

200,000
214,133
120,000
375,628
909,761
10,962,984

$
$
$
$
$
$

208,333
223,300
125,000
392,632
949,266
11,912,250

$
$
$
$
$
$

216,667
232,467
130,000
409,637
988,770
12,901,020

$
$
$
$
$
$

225,000
241,633
135,000
426,641
1,028,274
13,929,294

$
$
$
$
$
$

233,333
250,800
140,000
443,646
1,067,779
14,997,073

$
$

Month 24
196,770 $
(1,852,946) $

Month 25
252,470 $
(1,600,476) $

Month 26
311,702 $
(1,288,773) $

Month 27
374,423 $
(914,351) $

Month 28
440,587
(473,764)

$
$
$
$
$
$
$

$
$

Month 24
100%
35,417
35,417
(5,312.50)
30,104
65,521
1,116,209
892,968

$
$
$
$
$
$
$

Month 24
32,664 $
438,087 $

Month 25
100%
35,417
38,427
(5,764.06)
32,663
68,080
1,184,289
947,431

$
$
$
$
$
$
$

Month 25
34,712 $
472,798 $

Month 26
100%
35,417
45,351
(6,802.66)
38,548
73,965
1,258,254
1,006,603

$
$
$
$
$
$
$

Month 26
39,420 $
512,218 $

Month 27
100%
35,417
55,285
(8,292.81)
46,993
82,409
1,340,663
1,072,531

$
$
$
$
$
$
$

Month 28
100%
35,417
65,521
(9,828.13)
55,693
91,109
1,431,773
1,145,418

Month 27
46,175 $
558,394 $

Month 28
53,135
611,529

$
$
$
$
$

$
$

Month 24
1,564,708
1,671,915
18,698,194
14,958,555
81,458

$
$
$
$
$

Month 24
1,317,779 $
14,048,794 $

Month 25
1,635,542
1,753,532
20,451,726
16,361,381
81,618

$
$
$
$
$

Month 25
1,383,074 $
15,412,115 $

Month 26
1,706,375
1,835,517
22,287,243
17,829,794
81,984

$
$
$
$
$

Month 26
1,448,661 $
16,841,024 $

Month 27
1,777,208
1,918,027
24,205,269
19,364,216
82,510

$
$
$
$
$

Month 28
1,848,042
2,001,079
26,206,348
20,965,079
83,052

Month 27
1,514,669 $
18,335,941 $

Month 28
1,581,111
19,897,300

$
$

Month 29
510,153 $
354,464 $

Month 30
583,078 $
411,063 $

Month 31
659,320 $
469,982 $

Month 32
738,837 $
531,163 $

Month 33
821,588
594,548

$
$

Month 29
36,390 $
(1,153,402) $

Month 30
619,468 $
(742,339) $

Month 31
1,278,787 $
(272,357) $

Month 32
2,017,624 $
258,806 $

Month 33
2,839,212
853,354

$
$
$
$
$
$
$

Month 29
100%
35,417
2,951
66,043
(825.54)
68,169
1,010,898
808,718

$
$
$
$
$
$
$

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
553,642

$
$
$
$
$
$

$
$

Month 29
34,783 $
255,077 $

Month 30
100%
35,417
2,951
68,169
(852.11)
70,268
1,081,166
864,933

4,167
4,583
2,500
8,502
19,752
573,394

$
$
$
$
$
$
$

$
$
$
$
$
$

Month 30
36,462 $
291,539 $

Month 31
100%
35,417
2,951
70,268
(878.35)
72,341
1,153,507
922,806

4,167
4,583
2,500
8,502
19,752
593,146

$
$
$
$
$
$
$

$
$
$
$
$
$

Month 31
38,121 $
329,660 $

Month 32
100%
35,417
2,951
72,341
(904.27)
74,388
1,227,896
982,317

4,167
4,583
2,500
8,502
19,752
612,898

$
$
$
$
$
$
$

$
$
$
$
$
$

Month 32
39,759 $
369,418 $

Month 33
100%
35,417
2,951
74,388
(929.86)
76,410
1,304,306
1,043,445

4,167
4,583
2,500
8,502
19,752
632,650
Month 33
41,376
410,794

Month 29
2
58
3,678

Month 30
2
60
3,814

Month 31
2
62
3,949

Month 32
2
64
4,085

Month 33
2
66
4,221

$
$
$
$
$

Month 29
1,918,875
2,021,796
20,175,933
16,140,746
136,338

$
$
$
$
$

Month 30
1,989,708
2,162,332
22,338,265
17,870,612
140,537

$
$
$
$
$

Month 31
2,060,542
2,307,015
24,645,279
19,716,224
144,683

$
$
$
$
$

Month 32
2,131,375
2,455,792
27,101,071
21,680,857
148,777

$
$
$
$
$

Month 33
2,202,208
2,608,612
29,709,683
23,767,746
152,820

$
$
$
$
$
$

241,667
259,967
145,000
460,650
1,107,283
16,104,357

$
$
$
$
$
$

250,000
269,133
150,000
477,654
1,146,788
17,251,144

$
$
$
$
$
$

258,333
278,300
155,000
494,659
1,186,292
18,437,436

$
$
$
$
$
$

266,667
287,467
160,000
511,663
1,225,797
19,663,233

$
$
$
$
$
$

275,000
296,633
165,000
528,668
1,265,301
20,928,534

$
$

Month 29
510,153 $
36,390 $

Month 30
583,078 $
619,468 $

Month 31
659,320 $
1,278,787 $

Month 32
738,837 $
2,017,624 $

Month 33
821,588
2,839,212

$
$
$
$
$
$
$

$
$

Month 29
100%
35,417
65,521
(9,828.13)
55,693
91,109
1,522,882
1,218,306

$
$
$
$
$
$
$

Month 29
53,135 $
664,664 $

Month 30
100%
35,417
65,521
(9,828.13)
55,693
91,109
1,613,992
1,291,193

$
$
$
$
$
$
$

Month 30
53,135 $
717,799 $

Month 31
100%
35,417
65,521
(9,828.13)
55,693
91,109
1,705,101
1,364,081

$
$
$
$
$
$
$

Month 31
53,135 $
770,935 $

Month 32
100%
35,417
65,521
(9,828.13)
55,693
91,109
1,796,210
1,436,968

$
$
$
$
$
$
$

Month 33
100%
35,417
65,521
(9,828.13)
55,693
91,109
1,887,320
1,509,856

Month 32
53,135 $
824,070 $

Month 33
53,135
877,205

$
$
$
$
$

$
$

Month 29
1,918,875
2,084,131
28,290,479
22,632,383
83,052

$
$
$
$
$

Month 29
1,647,553 $
21,525,100 $

Month 30
1,989,708
2,167,183
30,457,662
24,366,130
83,052

$
$
$
$
$

Month 30
1,713,994 $
23,219,342 $

Month 31
2,060,542
2,250,235
32,707,897
26,166,318
83,052

$
$
$
$
$

Month 31
1,780,436 $
24,980,026 $

Month 32
2,131,375
2,333,287
35,041,184
28,032,948
83,052

$
$
$
$
$

Month 33
2,202,208
2,416,339
37,457,524
29,966,019
83,052

Month 32
1,846,878 $
26,807,151 $

Month 33
1,913,319
28,700,718

$
$

Month 34
907,534 $
660,084 $

Month 35
996,634 $
727,715 $

Month 36
1,088,848
797,391

$
$

Month 34
3,746,746 $
1,513,438 $

Month 35
4,743,380 $
2,241,153 $

Month 36
5,832,228
3,038,543

$
$
$
$
$
$
$

Month 34
100%
35,417
2,951
76,410
(955.12)
78,406
1,382,712
1,106,170

$
$
$
$
$
$
$

$
$
$
$
$
$

4,167
4,583
2,500
8,502
19,752
652,403

$
$
$
$
$
$

$
$

Month 34
42,973 $
453,767 $

Month 35
100%
35,417
2,951
78,406
(980.08)
80,378
1,463,090
1,170,472

4,167
4,583
2,500
8,502
19,752
672,155

$
$
$
$
$
$
$

$
$
$
$
$
$

Month 35
44,550 $
498,317 $

Month 36
100%
35,417
2,951
80,378
(1,004.72)
82,324
1,545,414
1,236,331

4,167
4,583
2,500
8,502
19,752
691,907
Month 36
46,107
544,424

Month 34
2
68
4,357

Month 35
2
70
4,492

Month 36
2
72
4,628

$
$
$
$
$

Month 34
2,273,042
2,765,424
32,475,107
25,980,085
156,812

$
$
$
$
$

Month 35
2,343,875
2,926,179
35,401,286
28,321,029
160,755

$
$
$
$
$

Month 36
2,414,708
3,090,828
38,492,114
30,793,691
164,648

$
$
$
$
$
$

283,333
305,800
170,000
545,672
1,304,805
22,233,339

$
$
$
$
$
$

291,667
314,967
175,000
562,676
1,344,310
23,577,649

$
$
$
$
$
$

300,000
324,133
180,000
579,681
1,383,814
24,961,463

$
$

Month 34
907,534 $
3,746,746 $

Month 35
996,634 $
4,743,380 $

Month 36
1,088,848
5,832,228

$
$
$
$
$
$
$

$
$

Month 34
100%
35,417
65,521
(9,828.13)
55,693
91,109
1,978,429
1,582,743

$
$
$
$
$
$
$

Month 34
53,135 $
930,341 $

Month 35
100%
35,417
65,521
(9,828.13)
55,693
91,109
2,069,538
1,655,631

$
$
$
$
$
$
$

Month 36
100%
35,417
65,521
(9,828.13)
55,693
91,109
2,160,648
1,728,518

Month 35
53,135 $
983,476 $

Month 36
53,135
1,036,611

$
$
$
$
$

$
$

Month 34
2,273,042
2,499,391
39,956,915
31,965,532
83,052

$
$
$
$
$

Month 34
1,979,761 $
30,660,727 $

Month 35
2,343,875
2,582,443
42,539,359
34,031,487
83,052

$
$
$
$
$

Month 36
2,414,708
2,665,496
45,204,854
36,163,883
83,052

Month 35
2,046,203 $
32,687,177 $

Month 36
2,112,644
34,780,069