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Driver cells
Driver cells
Proposed Plan
1Q20 2Q20 3Q20
Quarterly new ARR target 1,250,000 1,500,000 1,800,000
Average sales price (in ARR$)
Closed oppties per quarter
SQL to close rate
SQLs (i.e., oppties) needed, two quarters earlier 133 125
Percent of opportunities sourced from marketing 80% 80%
Oppties needed from marketing 107 100
Oppties per inbound BDR per week 2.5 2.5
Number of inbound BDRs needed (rounded up) 4 4
SAL to SQL conversion rate 80% 80%
SALs needed per quarter 133 125
MQL to SAL conversion rate 10% 10%
MQLs needed per quarter, one quarter earlier 1,333 1,250 1,500
Cost/MQL 250 250 250
Demandgen budget needed per quarter $ 333,333 $ 312,500 $ 375,000
Annual
Driver cells
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YoY growth ra 50%
d Plan Model
4Q20 1Q21 2Q21 3Q21 4Q21
2,000,000 1,875,000 2,250,000 2,700,000 3,000,000
75,000 75,000 75,000 75,000 75,000
26.7 25.0 30.0 36.0 40.0
20% 20% 20% 20% 20%
150 180 200
80% 80% 80%
120 144 160
2.5 2.5 2.5
4 5 5
80% 80% 80%
150 180 200
10% 10% 10%
1,800 2,000
250 250
$ 450,000 $ 500,000
1,470,833
Comment
Assume 2020 numbers are plan; 2021 calculated off driver growth rate
Assume not changing over time, though you might model it to change 1x/year
Assume not changing over time, though you might model it to change 1x/year
Assume not changing over time, though you might model it to change 1x/year
Assume not changing over time, though you might model it to change 1x/year
Assume not changing over time, though you might model it to change 1x/year
Assume not changing over time, though you might model it to change 1x/year
Assume not changing over time, though you might model it to change 1x/quarter