Pravda Media Group papers

16 | The Total Economic Impact™ Of SalesLoft The table above shows the total of all costs across the areas listed below, as well as present values (PVs) discounted at 10%. Over three years, the composite organization expects risk-adjusted total costs to be a PV of just under $1.7 million. Implementation risk is the risk that a proposed investment may deviate from the original or expected requirements, resulting in higher costs than anticipated. The greater the uncertainty, the wider the potential range of outcomes for cost estimates. Analysis Of Costs QUANTIFIED COST DATA AS APPLIED TO THE COMPOSITE SalesLoft Fees Interviewed organizations paid licensing fees to SalesLoft for use the SalesLoft platform and cadence engine, including sales email, intelligent dialer, SalesLoft connect, Live Call Studio, and Meeting Intelligence. To use the intelligent dialer tool within SalesLoft, organizations must purchase credits separately. Some also purchased professional services, often as part of a refresh or expansion initiative. SalesLoft professional service engagements included subject matter experts who would help optimize SalesLoft configurations, build new cadences, automate sales workflows, build out new integrations, and proliferate best practices across the sales organization. Professional services are not mandatory, and the majority of interviewees noted that the platform was relatively easy to implement into production. SalesLoft fees included in this economic analysis include the following: › SalesLoft platform licensing for 125 sales staff members, including cadence engine, human sales email, intelligent dialer, SalesLoft connect, Live Call Studio, and Meeting Intelligence. › Annual credits for intelligent dialer. › Professional services to assist the organization with the initial deployment, including customized training and support with cadence building. SalesLoft licensing costs and associated fees will vary depending on the number of users, the specific tools leveraged within the platform, dialer usage, and whether professional services are desired. To account for variability in reported licensing and professional service costs, these costs were risk-adjusted upward by 5%. These costs yielded a three- year risk-adjusted total PV of just under $507,000. Total Costs REF. COST INITIAL YEAR 1 YEAR 2 YEAR 3 TOTAL PRESENT VALUE Gtr SalesLoft fees $15,750 $197,400 $197,400 $197,400 $607,950 $506,655 Htr Internal resources supporting SalesLoft $37,400 $408,265 $418,472 $428,933 $1,293,070 $1,076,658 Itr Training costs $0 $61,050 $20,900 $21,450 $103,400 $88,888 Total costs (risk-adjusted) $53,150 $666,715 $636,772 $647,783 $2,004,420 $1,672,201

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