Issue link: https://pravda.ufcontent.com/i/1285868
7 | The Total Economic Impact™ Of SalesLoft The table above shows the total of all benefits across the areas listed below, as well as present values (PVs) discounted at 10%. Over three years, the composite organization expects risk-adjusted total benefits to be a PV of just under $7.2 million. Analysis Of Benefits QUANTIFIED BENEFIT DATA AS APPLIED TO THE COMPOSITE Profit Growth From Improved Sales Performance Interviewees needed to reshape and modernize sales processes and technology stacks to meet increasingly ambitious revenue growth and customer engagement expectations. Key reasons for adopting SalesLoft included the need to: 1) generate pipeline growth, 2) improve sales efficiency and effectiveness, and 3) increase the percentage of sales representatives hitting and exceeding their quotas. These investments paid off; the director of sales development at a North American software vendor stated: "Our target for this year is a little over $200 million, which assumes 40% year-over-year growth. While all the growth isn't attributable to technology, we are generating more pipeline, and we're getting smarter about how we sell with SalesLoft. The increase we've seen in pipeline at the top of the funnel is definitely attributable to SalesLoft." As seen in the chart below, interviewed organizations drove profit growth by increasing top-of-funnel sales activity, increasing sales effectiveness, and improving customer lifetime value. Total Benefits REF. BENEFIT YEAR 1 YEAR 2 YEAR 3 TOTAL PRESENT VALUE Atr- Ctr Profit growth from improved sales performance $1,000,950 $2,123,700 $3,273,750 $6,398,400 $5,124,695 Dtr Sales labor savings and productivity gains $470,561 $735,131 $753,510 $1,959,202 $1,601,452 Etr Cost savings from retirement of legacy technologies $135,000 $135,000 $135,000 $405,000 $335,725 Ftr Increased sales employee retention $0 $67,500 $67,500 $135,000 $106,499 Total benefits (risk-adjusted) $1,606,511 $3,061,331 $4,229,760 $8,897,602 $7,168,371 Profit Growth From Improved Sales Effectiveness (Risk-Adjusted): Calculation Table REF. METRIC RISK ADJUSTMENT YEAR 1 YEAR 2 YEAR 3 Atr Profit growth from increased sales activity 20% $247,200 $592,800 $938,400 Btr Profit growth from increased sales effectiveness 20% $432,000 $864,000 $1,296,000 Ctr Profit growth from increased post-sale engagement and customer lifetime value 20% $321,750 $666,900 $1,039,350 Profit growth from improved sales performance Atr+ Btr+ Ctr $1,000,950 $2,123,700 $3,273,750 "Our target for this year is a little over $200 million, which assumes 40% year-over-year growth. While all the growth isn't attributable to technology, we are generating more pipeline, and we're getting smarter about how we sell with SalesLoft. The increase we've seen in pipeline at the top of the funnel is definitely attributable to SalesLoft." Director of sales development, North American software company