Pravda Media Group papers

17 | The Total Economic Impact™ Of SalesLoft Internal Resources Supporting SalesLoft Organizations interviewed for the study used several internal resources within their sales and IT teams to support the initial evaluation of SalesLoft; to conduct a pilot and proof of concept with a subset of the sales organization; and to configure, test, and implement SalesLoft into production. Interviewees used a variety of staff members to support the ongoing management of SalesLoft, including system and management, content and template creation, cadence development, heightened employee coaching, and A/B testing. In modeling internal resource costs for the composite organization, Forrester assumed: › The initial evaluation, pilot, proof of concept, and implementation around SalesLoft involves the director of sales enablement, senior VP of sales operations, sales intelligence manager, director of sales development, and an IT administrator for approximately one week. The pilot and proof of concept also involve approximately 40 sales staff members spending approximately 20 hours each over the course of a month using SalesLoft and reporting back to sales leadership on their experiences. Total internal labor costs for the evaluation, pilot, proof of concept, and implementation are estimated at $20,000. › Initial cadence and content development, which involve a multidisciplinary team across sales intelligence, sales enablement, and sales management, are estimated at $14,000. › Ongoing IT management, administration, and support costs are 25% of one IT administrator, covering help desk, updates, ongoing integration work, and new employee setup, configuration, and training. › Ongoing content and template creation, cadence development, and A/B testing and continuous improvement efforts consume approximately 50% of the director of sales enablement's time. › Sales management spends an additional 10% of their time coaching and mentoring staff because of the new coaching capabilities enabled through Live Call Studio and through integrations with collaboration solutions for real-time sales support. Internal resource costs will vary depending on the seniority and skill sets of the staff allocated to the implementation, management, administration, and ongoing development of SalesLoft. To account for these risks, Forrester adjusted this cost upward by 10%, yielding a three-year risk-adjusted total PV of $1.1 million. SalesLoft Fees: Calculation Table REF. METRIC CALC. INITIAL YEAR 1 YEAR 2 YEAR 3 G1 Total SalesLoft licensing costs $168,000 $168,000 $168,000 G2 Dialer credits $20,000 $20,000 $20,000 G3 SalesLoft professional services $15,000 Gt SalesLoft fees G1+G2+G3 $15,000 $188,000 $188,000 $188,000 Risk adjustment 5% Gtr SalesLoft fees (risk-adjusted) $15,750 $197,400 $197,400 $197,400

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