Sales Enablement ROI Calculator

Select Business Size

Enterprise ($1B Revenue - 10,000 Employees)
Productivity Gains
Current Company Revenue
Total Revenue Increase with iCentera (Projected)
Annual Revenue Gain For Each Sales Rep
Sales Productivity ROI
Total Marketing Productivity Improvements
Cost Savings
Total Automated CMS Cost Savings
Annual SaaS Buy vs Build Savings
A
No Enterprise Sales Enablement Initiative
Cost of Doing Nothing
Current Content Investment
Time to Market for Content Delivery (Days)
CCompany Metrics
What is your company revenue (estimate if private)?
What percentage of your company revenue is generated by partners?
How many people in sales?
Sales Enablement ROI Dashboard
What is your average deal size?
What is your average deal win rate?
What is your average sales cycle length (in months)?
What is your average percentage of quota attainment (across all
sales)?
iCentera Platform Usage Metrics and Costs - Actual or Projected
Annual Cost to Build or Buy Sales Enablement Service
Number of Staff & Partner Downloads
Number of Customer Downloads
Total Downloads
Downloads Per Subscriber
Platform Cost Per Subscriber (Monthly)
Cost Per Download
Total Content Investment
How many sales and marketing collateral items does your company have?
What is the average on-boarding time for new hires (months)
How many people across all channel partners?
How many people in product management or product marketing?
Approximately how many people across all customers will be on portals?
How many internal resources manage your prior or existing sales, partner and/or
customer portal applications?
How long does it take to add new or update existing collateral items in your prior or
existing sales portal application(s)? (Days)
Marketing Productivity Improvements
Productivity Improvements
What is the average number of opportunities you typically have open (per rep)?
Average Number of Documents Added/Edited Each Year
Time Required to Deploy Content (Days)
Content Workflow Improvements (Gains)
Self Service Environment Time Savings (Hours)
Self Service Environment Time Savings (Gains)
New Sales & Channel Ramp Up Savings (Hours)
New Sales & Channel Ramp Up Savings (Gains)
Average Deal Size
Win Rate Percentage
Sales Cycle Timeframe (Months)
% of Quota Attainment
# of Active Opportunities
Automated Content Management Cost Savings
Cost of Lost Documents
Cost of Managing Unused Documents
Reduction in Content Distribution Costs (Go Green)
Total
Total
Calculator Details - Ongoing Content Maintenance Costs
Lost files
Annual cost associated with the location and recreation of lost files $75,600 =
Unused Files
Cost Savings
Cost of Doing Nothing
Sales Productivity Improvements
Reduction of Headcount for Manual Maintenance of Existing Systems
Resource and Maintenance Costs for Internal Applications
Document Printing, Shipping & Distribution Costs
Content Mismanagement
Annual cost associated with managing unused files $165,000 =
Your Enablement Content Investment
Content investment
Total investment in your existing content $3,000,000 =
Marketing Productivity Increases
Workflow Efficiency Gains (New Content) Hours
Annual savings realized by centrally managing new content through
iCentera
36,000 =
Self Service Efficiency Gains Hours
20,800 =
Sales Productivity Increases
Increased Efficiency Locating Content (icSuite Users) Hours
Annual savings realized by reducing the amount of time required for
icSuite users to prepare for sales calls
52,000 =
Increased Efficiency Locating Content (Channel Users)
Annual savings realized by reducing the amount of time required for
channel users to prepare for sales calls
260,000 =
On-Boarding for New Employees Hours
Annual savings realized by reducing the amount of time required to
educate new sales reps and sales channels
2,000 =
On-Boarding for New Channel Users
Annual savings realized by reducing the amount of time required to
educate new sales reps and sales channels
5,000 =
Annual savings realized by marketing and product management
staff through the establishment of a self service environment for
sales users to reduce phone and email volume from the field
Build vs Buy
Annual Build vs Buy Savings
Cost to Build, Host and Maintain
Annual Service Cost
Build vs. Buy Enablement Platform
IT Support Costs Total
Total Cost to Build, Host and Maintain $1,135,000
Cost of iCentera Sales Enablement Service
Your estimated annual investment with iCentera: $793,800 =
Monthly investment: $66,150.00
Build vs Buy Cost Savings
Cost per sub/per
Month
Blue Fields = Entry Fields
Before iCentera After iCentera
$1,000,000,000 $1,043,312,500 0.04 % Annual Rev Gain
$43,312,500 Direct Sales Channel Sales
$30,318,750 $12,993,750
$43,313
437% 9,100 Total Subscribers
$1,704,000
$45,016,500 Total Productivity Gains
$990,600 $2.65 Cost Per Download
$341,200
$1,331,800 Total Cost Savings
$46,348,300 Total Annual Return
$1,755,600
$3,000,000 2,000 Total Content Items
5 0.5 Days to Publish Content
$1,000,000,000
30% 70% Direct Sales Revenue Percentage
Inside Sales Quota Outside Sales Quota Enterprise Quota
1000 $500,000 $1,000,000 $1,500,000
Avg Quota Per Rep
$1,000,000
Key
Sales Enablement ROI Dashboard
100
5,000 = 6,100 Total Marketing, Sales and Channel Sales
3,000 = 9,100 Total Sales Enablement Subscribers
2,000
10.0
5
9
Before iCentera After iCentera Percentage Increase Revenue Increase
$75,000 $78,750 5.00% $43,312,500
$0
40% 42% 5.00% Gain Per Rep
$0
9 8.10 10.00% $43,312.50
$0
65% 68% 5.00%
$0
25 28 10.00%
Before iCentera After iCentera Difference
$1,135,000.00 $793,800 $341,200.00
250,000 250,000
50,000 50,000
300,000 300,000
33 33
$10.39 $7.27 $3.12
5 $2.65 $2.35
Before iCentera After iCentera Difference
$3,000,000
1000
5 0.50 4.5 Reduction in days
$1,080,000
41,600 20,800 20,800
$624,000
Before iCentera After iCentera Difference
7,000
$210,000
$75,000 $78,750 $3,750
40% 42% 2%
9 8.10 0.90
65% 68% 3%
25 28 3
$75,600
$165,000
$300,000
$450,000
$990,600
$240,600
$450,000
$1,065,000
$1,755,600
Cost (per file)* Content Items
$360.00 x 210
Cost (per file)* Content Items *Average cost to maintain documents is $825 per item.
Source: IDC. Further, 50-80% of the materials marketing
creates for salesnever see the light of day. Source:
American Marketing Association.
*10.5% of documents are either lost or misfiled at a cost
of $360/each ($140 in labor to find a lost document and
$220 in labor to reproduce it). Source: Coopers &
Lybrand, Immersion Technologies Inc.
$825.00 x 200
Cost (per file)* Content Items
$1,500.00 x 2000
Time Saved (days per
file)*
Items added & updated
(per year)
4.50 x 1000
Time Saved (Hours/Week) Number of PMM Staff
4 x 100
Time Savings/Week (Hrs)* icSuite Users
1 x 1000.00
Time Savings/Week (Hrs)* Channel Users
1 x 5000
Annual Hourly Time
Savings*
New Users/year
40 x 50.00
Annual Hourly Time
Savings*
New Users/year
20 x 250
*7 hours per week is what the average salesperson
spends looking for relevant information to prepare for
sales calls. Source: Forrester Research. *As much as 40%
of a typical sales reps time can be spent creating
presentations, customizing messaging, and getting ready
to engage the customer. Source: CMOCouncil.
*Average cost to maintain documents is $825 per item.
Source: IDC. Further, 50-80% of the materials marketing
creates for salesnever see the light of day. Source:
American Marketing Association.
*Typical cost for document creation, publication and
maintenance: $2,500 per item. Source: IDC.
*90% reduction in publshing time. Time required to make
finished documentation available to the field and partners
before implementing iCentera subtracted from the time
required after implementing iCentera.
*75% of product marketing managers report that they
spend significant portions of their day answering sales
questions via email or phone. PMM's also estimate that
they receive at least 50 emails per day with time to
respond to only 25. Source: Pragmatic Marketing Survey
*Typical ramp time reduced by 40%.
$1,135,000
$793,800 $66,150 Monthly Cost
$341,200
Cost (per item) Quantity Item
$100,000.00 x 10.0
Ongoing Resource
Costs
$40,000.00 x 1
HW Acquisition &
Maintenance Costs
$40,000.00 x 1
Software Acquisition
Costs Including CMS or
other component
costs
$25,000.00 x 1
Training & Support
Costs
$1,105,000.00 =
Cost (per item) Lifespan (Years) Item
$150,000.00 / 5
Development and
Implementation Costs
$30,000.00 =
Cost (per user) Subscribers User Types
$30.00 x 1,000 Standard Subs
$50.00 x 100 Advanced Subs
$5.00 x 5,000 Channel Subs
$1.00 x 3,000 Customer Subs
5.00% Services Implementation cost
Total Annual One Time Costs
Annual Costs
One Time Costs
Total Annual Costs
$7.27 9,100 Total Subs
$6,250,000 1875000
$756,000.00
$37,800.00
sales staff channel partners customers and prospects content items time for new time to update
Small ($20M Revenue - 100 Employees)
Medium ($300M Revenue - 1,000 Employees)
Enterprise ($1B Revenue - 10,000 Employees)
icSuite Metrics
Version of iCentera
Total Subscriptions
Number of Portals
1875000
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