Pravda Media Group papers

2 | The Total Economic Impact™ Of SalesLoft › Increased response rates by 2.5x and sales-qualified-lead to opportunity conversion rates by 20% to improve overall sales effectiveness. Sales teams delivered more personalized and authentic customer engagements through consistent sales cadences, which boosted down-funnel response and conversion rates. Over three years, the profit growth from improved sales effectiveness for the composite organization totaled a PV of nearly $2.1 million. › A 13% improvement in customer renewal rates increases customer lifetime value. The most successful companies we interviewed extended their use of SalesLoft across the full customer lifecycle. They implemented customer success cadences covering onboarding through implementation. They also built engaging and informative cadences to manage the renewal process. For the composite organization, the uplift in profit from an increase in customer lifetime value derived from these improved processes totaled a PV of just over $1.6 million. › Gains in sales productivity coming from the automation of administrative work and activity logging that helped redistribute full-time equivalent (FTE) staff. Using SalesLoft helped automate and streamline manual sales administrative processes and workflows, which occupied 15% to 30% of each sales representative's day. This allowed organizations to reduce the number of BDRs needed to reach and engage a target number of prospects. The composite organization was able to boost overall sales productivity by 20% and repurpose and upskill five FTE BDRs over the three-year analysis, saving it a PV of just over $1.6 million. › Cost savings from the retirement of legacy sales technology costs. Due to their investment in SalesLoft, organizations retired a variety of poorly-utilized dialer, email, and activity-tracking tools. The composite organization saved a PV of $336,000 over three years from this process. › Improved selling experiences increased the average sales person tenure by 50%. Time-saving and performance-enhancing technologies improved the experience of sales employees, resulting in a measurable increase in employee retention. Decreasing employee churn also reduced hiring and onboarding costs, saving the composite organization a three-year PV of over $106,000. Total benefits PV, $7.2M Total costs PV, $1.7M Initial Year 1 Year 2 Year 3 Financial Summary Payback (after go-live): <6 months Profit growth from improved sales performance $5,124,695 Sales labor savings and productivity gains $1,601,452 Cost savings from retiring legacy sales technologies $335,725 Increased sales employee retention $106,499 three-year total benefits PV $7.2 million ROI 329% Benefits PV $7.2 million NPV $5.5 million Payback < 6 months

• Cover