Pravda Media Group papers

6 | The Total Economic Impact™ Of SalesLoft Key Results Interviews revealed the following key results and business outcomes from SalesLoft investments: › Improved ability to deliver pipeline and meet growth expectations. As detailed in the next section, increases in sales activity and sales effectiveness across the customer buying journey helped interviewees drive net-new business and close renewals. › Better pipeline management and sales coaching capabilities. Opportunities appeared in the system earlier, giving sales leadership and chief financial officers more accurate, real-time visibility into bookings, revenue, renewals, and other key performance indicators (KPIs). SalesLoft use also improved sales management's coaching and mentoring capabilities. A director of sales enablement commented, "I've heard from several leaders that they've been able to pull the reps back from the abyss and point them in the right direction in the middle of a call without being too intrusive." › Cost savings from the retirement of legacy sales technologies. Organizations replaced poorly integrated and retired underutilized sales technology stacks and put that capital towards new SalesLoft implementations. In several instances, these cost savings partially or fully financed their SalesLoft licensing and associated costs. › Improved employee experience resulting in improved sales rep retention. Interviewees indicated that, following the adoption of SalesLoft, their sales organizations had less turnover, faster onboarding, and better per-rep performance. A North American software vendor explained: "Previously, our reps stayed less than a year, and, if we were lucky, we would have them last a year. Today, our employees are staying longer, on average a year and a half. . . . We consider that a success, and I think a lot of it has to do with empowering them with SalesLoft." Composite Organization Based on the interviews, Forrester constructed a TEI framework, a composite company, and an associated ROI analysis that illustrates the areas financially affected. The composite organization is representative of the five companies that Forrester interviewed and is used to present the aggregate financial analysis in the next section. The composite organization that Forrester synthesized from the customer interviews has the following characteristics: › The composite organization is a global technology company with $200 million in annual revenue, 2,000 employees, and 5,000 customers at Year 1 of the analysis. › The salesforce composition prior to the adoption of SalesLoft can be found in the sidebar to the right. › The composite organization has an average annual contract size of $20,000 and maintains a gross profit margin of 15%. It sells under a subscription model with an average three-year contract length. › The organization implements the full SalesLoft platform, including cadence engine, human sales email, intelligent dialer, SalesLoft connect, Live Call Studio, and Meeting Intelligence. Key assumptions (prior to SalesLoft adoption) 20 BDRs 40 AEs/closers 25 CSMs 20 sales operation staff 20 sales managers/ leaders "Before SalesLoft, I would guess that 15% of our reps were logging activities. Today, about 80% of our team is logging activity. . . . It's like a complete 180." Marketing operations and analytics manager, North American software company "Previously, our reps stayed less than a year, and, if we were lucky, we would have them last a year. Today, our employees are staying longer, on average a year and a half. . . . We consider that a success, and I think a lot of it has to do with empowering them with SalesLoft." Marketing operations and analytics manager, North American software company

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