Pravda Media Group papers

15 | The Total Economic Impact™ Of SalesLoft Flexibility, as defined by TEI, represents an investment in additional capacity or capability that could be turned into business benefit for a future additional investment. This provides an organization with the "right" or the ability to engage in future initiatives but not the obligation to do so. Multiple factors can impact employee attrition and experience outside of the use of technology. Furthermore, hiring and onboarding costs will vary significantly across industries, regions, and positions. To account for these factors, Forrester adjusted this benefit downward by 10%, yielding a three-year risk adjusted total PV of over $106,000. Flexibility The value of flexibility is unique to each customer, and the measure of its value varies from organization to organization. There are multiple scenarios in which a customer might choose to implement SalesLoft and later realize additional uses and business opportunities: › Expansion of SalesLoft across the customer life cycle could improve bottom-of-the-funnel performance. At the time of the interviews, organizations had not fully capitalized on the impact of SalesLoft at the bottom of the sales and marketing funnel. Several customers planned to expand SalesLoft use more fully into the account executive, customer success, and channel functions. Other interviewees who already accomplished this experienced some interesting late-stage pipeline impacts. For example, the director of sales enablement at a global software company indicated: "We're starting to see a larger value of opportunity. [Before SalesLoft,] an average open opportunity value might have been $5,000 to $10,000; now, we're seeing things in the $10,000-to-$30,000 range." While these findings are more anecdotal, improvements in late-stage purchase cycle performance from using more personalization and next-best-action analytics may improve the ROI achievable in coming years. › Burgeoning machine learning and A/B testing capabilities can transform the value equation. While the use of A/B testing in cadence, template, and content creation was nascent across interviews, this may prove to be a key driver in furthering sales efficiencies and effectiveness. Machine learning and next-best-action modeling can help remove some uncertainty from the sales process and help transform sales processes from intuitive to data-driven. Increased Sales Employee Retention: Calculation Table REF. METRIC CALC. YEAR 1 YEAR 2 YEAR 3 F1 Total number of BDRs on staff after SalesLoft 18 15 15 F2 Improvement in employee churn following the adoption of SalesLoft 0% 33% 33% F3 Number of new hires avoided, annually F1*F2 0 5 5 F4 Average hiring and onboarding costs $15,000 $15,000 $15,000 Ft Increased sales employee retention F3*F4 $0 $75,000 $75,000 Risk adjustment ↓10% Ftr Increased sales employee retention (risk- adjusted) $0 $67,500 $67,500 "We're starting to see a larger value of opportunity. [Before SalesLoft,] an average open opportunity value might have been $5,000 to $10,000; now, we're seeing things in the $10,000-to-$30,00 range." Director of sales enablement, North American software company

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