AGI - 2014 Cloud Sales Index

Atlanta | Chicago | San Francisco | Scottsdale | Stamford An Alexander Group eBook

2014 Cloud Sales Index

© 2014 The Alexander Group, Inc.® 2

Does Your Cloud Sales Model Support

Profitable Growth?

ACQUISTION

PERFORMANCE

INDICATORS

$

• Ineffective route to market mix

• Suboptimal inside vs. outside headcount

• High cost service model

• Low productivity per Rep

SALES

MODEL

REVENUE

GROWTH

ADOPTION

RENEWAL

• Focus on customer acquisition vs. retention growth

• Low consumption and utilization

SALES MODEL CHALLENGES


Now Open: 2014 Cloud Sales Index The goal of this study is to provide executives at leading Cloud companies with

actionable data to inform their sales strategies and annual planning process.

Sales Segmentation, Coverage, and Routes to Market: How are other

cloud companies segmenting their customers (account size, geography, category,

product, customer lifetime value)? What are the most profitable sales channels and

which revenue streams are of focus?

Roles and Deployment: What type of roles are required to cover the segment

(hunters, farmers, hybrid, etc.) and how are they deployed (inside, outside)?

Revenue, Costs and Productivity Metrics: What productivity metrics should

you expect: Bookings/Rep, % of Reps Over Quota, Turnover, etc.?

Incentive Practices: What are the trends in pay practices and compensation

strategy? How do your compensation plans align with others in the industry to attract

and retain top talent?

WHO SHOULD PARTICIPATE? Sales and Operations Leaders at leading Cloud companies looking for a detailed set

of sales-focused metrics to confirm their 2014/2015 strategy.

OPEN NOW, CLICK FOR ACCESS! We would like to get started as soon as you are ready!

http://www.alexandergroup.com/resources/campaigns/cloud-sales-index

For additional Information on how to participate, please contact

Michelle Rittenberg (415) 216-0514 | [email protected]








The 2014 Cloud Sales Index collects data in

four categories:

Segmentation,

Coverage, and

Route to Market 1

Segmentation Model

Channel Mix

Sales Organization

Structure

Coverage Model

Revenue by Channel

and Sales Team

Indirect Channel Mix

and Effectiveness

Roles and

Deployment 2

Sales Role Types

Sales Headcount by

Job

Job Cloud / Hybrid

Focus

Inside to Outside

Ratio

Sales Compensation

Levels

Productivity

Metrics 3

Average Number of

Accounts

Average Deal Size

Average Sales Cycle

Average Breakeven

Churn Rate

Average Quota Size

Average Quota

Attainment

Ramp Time

Attrition Rate

Incentive

Practices 4

Pay Mix

Measures

Mechanics

Performance Periods

Crediting Events

New Hire Practices

+ More


When sales model analytics are put into context –

against industry ‘best practices’ – they become highly actionable

AGI’s Cloud Sales Index provides actionable insights:

Sample Report Analyses:

Detailed Gap Analysis, your data (e.g.,: segmentation, coverage, productivity, and cost) vs. peer companies

Findings Report, your best opportunities to close your performance gaps

High-Value Readout, to share data, insight, and opportunities with your team, & high-impact materials for your presentations

Business-Case Ready Data, powerful building blocks to build compelling business cases for change

DATA CONFIDENTIALITY:

All data provided by participant companies will be held in strict confidence

• AGI will provide participant report that includes ONLY aggregated information.

• AGI will strictly adhere to rules of Safe Harbor Act regarding data confidentiality.


Study Participation: 3 Step Process

Validation Call

Dedicate a resource

for a data validation

call before finalizing

submissions for

report (if needed)

Participant Report

Upon study

completion, AGI will

provide a participant

report (no company-

specific data is

shared). Optional

report readout by

AGI

Data Collection

Overview

Coverage, revenue,

productivity metrics,

and compensation

practices submitted

through online

survey

1 2 3


Lets Get Started!

For additional Information on how to participate, please contact

Michelle Rittenberg at (415) 216-0514 | [email protected]

Participation includes:

Standard Participant Study Report

Industry Benchmarks

Study Report Briefing

Cost to Participate NO COST

Participant Recruitment & Data Collection: April 2014

Present Participant Readout Report: June 2014

Timing OPEN NOW

Access Now CLICK FOR SURVEY

Click Below To Get Started!









Atlanta | Chicago | San Francisco | Scottsdale | Stamford

AGI - 2014 Cloud Sales Index

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