saas salesforce economics

8/16/2019 SaaS Salesforce Economics

1/96

SaaS Economics - Ramping a SaaS salesforce

Part 1: Model the ecomomics of a single sales personSales compensation and overhead

Base Compensation $ 50,000

Variable Compensation $ 55,000 with 50% draw for rst four

Draw on Variable Comp 100% 70% 30%

rodu!ti"it# amp 10% 33% %

&dditional o"erhead $ 30,000

'ales attrition fa!tor 15% a fa!tor to dis!ount boo(in)

On target annual bookings

&nnual Boo(in)s 500,000 &CV *&nnual Contra!t Value+

onthl# Boo(in)s *&CV+ $ -1,7 &CV *&nnual Contra!t Value+

onthl# Boo(in)s *+ $ 3,-7. Billed monthl# */&CV 1.+

Churn Rate and Margin

Churn ate *monthl#+ .50%

2ross ar)in 000%

Cost of 4eads reuired to feed sales

&"era)e Deal 'i6e $,000 *&CV+ &nnual Contra!t Value

Deals to meet tar)et per month

4eads to !losed deal 10

Cost per 8ualied 4ead $1.5

Cost of 4eads reuired $ , per month, for 1 full# produ!

9ther interestin) Cal!ulations

4ead 2en !osts per deal $ 1,.53 :;!ludes people !osts

'ellin) !osts per deal $ 1,.0 :;!ludes !ost of sales mana


2/96

E*penses

Base 'alar# $ -,17 $ -,17 $ -,17

Variable Compensation $ -,53 $ 3,.0 $ 3,0.5

9"erhead $ .,500 $ .,500 $ .,500

Cost of leads reuired $ 50 $ .,0 $ 5,11

+otal E*penses " 1#&1,, " 1#&.1 " 1%&),)

Cumulati"e e;penses $ 1.,100 $ .-,71 $ -0,0-

!reakeven /nal0sis onth 1 onth . onth 3>et prot $ *11,-+ $ *11,71+ $ *1.,71+

Cumulati"e >et rot $ *11,-+ $ *.3,535+ $ *3,.+

Part #: ook at the Overall Economics 2hen Ramping Sal

onth 1 onth . onth 3

>ew 'ales ?ires . . .

+otal Sales 3eadcount # (

ew added this month


3/96

Cost of leads reuired $ 1,700 $ 7,31. $ 1,535

+otal E*penses " #(,, " ($&%# " .,&1.

Cumulati"e e;penses $ .-,.00 $ 73,7. $ 153,31

!reakeven /nal0sis onth 1 onth . onth 3>et prot $ *.3,7.+ $ *-7,071+ $ *7.,5.+

Cumulati"e >et rot $ *.3,7.+ $ *70,7+ $ *1-3,31+

Part ): ook at the impact of collecting 1 0ear5s pa0ment

Step 1: ndividual Sales person

ncome onth 1 onth . onth 3rodu!ti"it# amp 10% 33% %

Boo(in)s *&CV+ $ 3,5-. $ 11, $ .3,375

$*.50,000+

$*.00,000+

$*150,000+

$*100,000+

$*50,000+

$@

$50,000

$100,000

$150,000

6et pro7t

$@

$.00,000

$-00,000

$00,000

$00,000

$1,000,000

$1,.00,000

$1,-00,000+otal MRR 8!illings9


4/96

enewable !ontra!t "alue

Churn

enewals *renewable @ !hurn+

Billin)s *boo(in)s A renewals+ $ 3,5-. $ 11, $ .3,375

Cumulative !illings " )&%(# " 1%#$ " ).&,(

Cumulati"e 2ross rot $ .,33 $ 1.,13 $ 30,3

!reakeven /nal0sis onth 1 onth . onth 3>et Cash lows $ *,.7+ $ *3,331+ $ 3,37

Cumulati"e >et Cash lows $ *,.7+ $ *1.,5+ $ *,.01+

Step #: ook at the Overall Economics 2hen Ramping Sales 3ires

ncome onth 1 onth . onth 3Boo(in)s *&CV+ $ 7,03 $ 30,-5 $ 77,.0

Billin)s less !hurn *+ $ 7,03 $ 30,-5 $ 77,.0

Cumulative !illings " '&,.) " )'&%(# " 11(&'%,

Cumulati"e 2ross rot $ 5,7 $ 30,033 $ 1,00

2rowth in $ 7,03 $ .3,375 $ -,750

!reakeven /nal0sis onth 1 onth . onth 3>et Cash lows $ *,-3-+ $ 11, $ -,--

Cumulati"e >et Cash lows $ *1,53-+ $ *1,5.+ $ 11,3.

$*15,000+

$*10,000+

$*5,000+

$@

$5,000

$10,000

$15,000

$.0,000

$.5,000

$30,000

$35,000

6et Cash lo2s

$.,000,000

$.,500,000

6et Cash lo2s


5/96

$*500,000+

$@

$500,000

$1,000,000

$1,500,000


6/96

Cells formated li(e this

onths

0% 0% 0% 0% 0%

100% 100% 100% 100% 100%

to a!!ount for failed sales hires and attrition

8ui!( ar(etin) Cal!ulation

50% amount of tra!

$150 !ost per paid "is

$ 075 Cost per "isitor *

3% "isitors !on"ert

.0% number of raw l

1 ualied lead

5 raw leads reuir

17"isitors reuired

ti"e sales person $1.5 Cost of "isitors *

ement

(etin), and sales mana)ement *C&C/ Cost to &!uire a Customer+

)e monthl# )ross prot per !ustomer *&= ; 2ross ar)in + b# the !hurn rate

onth - onth 5 onth onth 7 onth

100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51 $ .,51 $ .,51

$ 3,17 $ ,050 $ ,50 $ 11,50 $ 1-,.-.

$ *7-5+ $ *151.5+ $ *..1.5+ $ *.51+ $ *3505+

$ ,050 $ ,50 $ 11,50 $ 1-,.-. $ 1,3

" 1,&'.% " 1$&)% " )1% " (%&(%. " #$%

$ ,. $ 15,70 $ .-,7. $ 3,3 $ -,3


7/96

$ -,17 $ -,17 $ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%#

$ 5,3 $ 7,5 $ ,3-1 $ 11,03 $ 13,-5


$ *1-,1.+ $ *1.,7.+ $ *10,-+ $ *,35+ $ *,..+

$ *51,.0+ $ *3,0+ $ *7-,3+ $ *.,7.7+ $ *,00+

s 3ires


. . . . .

. 1, 1# 1( 1

.- -.0 555 1 .7


$ 1-,0-. $ .1,75 $ .,70 $ 30,5-. $ -31,375

$ .1,570 $ 3,.70 $ .,-31 $ 0,15 $ 1.-,50

" )(&'(( " '(&,1( " 1)&((% " ##'&), " )%1&$%1

$ .7,75 $ 5,.11 $ 10,15 $ 11, $ .1,50

$ 1.,100 $ 17,700 $ .3,11 $ .,-- $ 33,75

$ 33,333 $ -1,7 $ 50,000 $ 5,333 $ ,7

$ 30,00 $ 3,7 $ -,133 $ 5,300 $ 7,-7

$ .0,000 $ .5,000 $ 30,000 $ 35,000 $ -0,000

$*5,000+

$@

$5,000

$10,000

$15,000

$.0,000

$.5,000

$30,000

MRR - Single Sales 3ire

Churn

from prior mont

boo(in)s

>ew added this


8/96

$ 35,53 $ 5.,5-- $ ,5- $ ,553 $ 103,557

" 11$&') " 1%$&1'' " 1$.&.1 " #).&1. " #''&$,

$ .73,03 $ -3.,70 $ 31,-. $ ,-7 $ 1,1-7,33


$ *10.,-17+ $ *1.7,71+ $ *1-,737+ $ *15,-5-+ $ *17,01+

$ *.-5,0+ $ *373,5+ $ *5..,30+ $ *7,75+ $ *5,777+

in advance

onth - onth 5 onth onth 7 onth 100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$*3,000,000+

$*.,500,000+

$*.,000,000+

$*1,500,000+

$*1,000,000+

$*500,000+

$@

Cumulative 6et Pro7t

$@

$.0,000

$-0,000

$0,000

$0,000

$100,000

$1.0,000

;ro2th in MRR


9/96

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

" '(&,#1 " 1,$&(). " 1((&.%( " 1.,'1 " #1%&..

$ 5,.17 $ 7,550 $ 115,3 $ 1--,.17 $ 17.,550


$ ,51 $ ,51 $ ,51 $ ,51 $ ,51

$ *.0+ $ 7,1 $ 1,5-3 $ .5,1.- $ 33,705


$ 1-,0-. $ .1,75 $ .,70 $ 30,5-. $ -31,375

$ 1-,0-. $ .1,75 $ .,70 $ 30,5-. $ -31,375

" ##&'$# " (.1&' " ''1&)'% " 1&1)1&$1' " 1&%)$#

$ .10,.33 $ 35,333 $ 17,100 $ 05,533 $ 1,.50,33

$ 70,33 $ 70,33 $ 70,33 $ 70,33 $ 70,33


$ ,1 $ 155,3- $ .1.,01- $ .,1 $ 3.5,3-

$ 0,51 $ ..,15 $ -1,-1 $ 7,3-7 $ 7.,-3

$*50,000+

$@

$50,000

$100,000

$150,000

$.00,000

$.50,000

$300,000

$350,000

$-00,000

$-50,000

Cumulative 6et Cash lo2

$30,000,000

$35,000,000

$-0,000,000

Cumulative 6et Cash lo2s


10/96

$*5,000,000+

$@

$5,000,000

$10,000,000

$15,000,000

$.0,000,000

, ,


11/96

are input "ariables

0%

100%

that is or)ani! "ersus paid

itor *2oo)le &dEords, et!+

both paid and unpaid+

o raw leads

ads that turn into ualied leads

d

lso / Cost per ualied lead+

onth onth 10 onth 11 onth 1. onth 13

100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51 $ .,51 $ .,51

$ 1,3 $ 1,3 $ .1,35 $ .-,.-1 $ .,5

$ *-.0-+ $ *--.0+ $ *5-5+ $ *00.+ $ *-5+

$ 1,3 $ .1,35 $ .-,.-1 $ .,5 $ .,73

" .1&) " 1,)&($. " 1#'&')$ " 1%(&)#% " 1.)&1$.

$ 5,330 $ .,7 $ 10.,11 $ 1.3,-0 $ 1-,55


12/96

$ -,17 $ -,17 $ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%#

$ 15,57 $ 17,350 $ 1,10. $ .17,5- $ .37,0


$ *-,.5+ $ *.,.-+ $ *30+ $ 1,517 $ 3,3-

$ *3,.7+ $ *5,551+ $ *5,11+ $ *-,3-+ $ *1,0-+


. . . . .

1. #, ## #( #

3 1,0 1,.3- 1,370 1,50


$ 50.,.0 $ 573,0-. $ -3,75 $ 71-,70 $ 75,5-.

$ 13,3. $ .0,7 $ .55,-7 $ 30,50 $ 3,3

" %1%'' " '##') " $''&'%1 " 1.&(,1 " 1&%#&'$'

$ -1.,..1 $ 577,1 $ 7.,.01 $ 1,0.,1.1 $ 1,3..,.37

$ 3,73 $ -3,70 $ -,-1 $ 53,17. $ 57,7-

$ 75,000 $ 3,333 $ 1,7 $ 100,000 $ 10,333

$ 7,33 $ 5,00 $ -,7 $ 10-,133 $ 113,300

$ -5,000 $ 50,000 $ 55,000 $ 0,000 $ 5,000

hs

month

$@

$5,000

$10,000

$15,000

$.0,000

$.5,000$30,000

MRR


13/96

$ 1.0,51 $ 137,5 $ 15-,570 $ 171,575 $ 1,57

" )1'&1$% " )%&$$ " )$,( " ()%&',. " ('%#

$ 1,--,53. $ 1,.1,.3. $ .,.17,-35 $ .,53,1-3 $ 3,1.,35


$ *1,53-+ $ *11,10.+ $ *11,.1+ $ *1,7+ $ *1.,0+

$ *1,05.,311+ $ *1,.-3,-13+ $ *1,-35,.3-+ $ *1,.-,0..+ $ *1,0,11+

onth onth 10 onth 11 onth 1. onth 13100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$*3,000,000+

$*.,000,000+

$*1,000,000+

$@

$1,000,000

$.,000,000

$3,000,000

$-,000,000



14/96

$ 3,5-. $ 11,

$ *1,0.50+ $ *3,50.5+

$ .,-7 $ ,11

$ 35,-17 $ 35,-17 $ 35,-17 $ 37, $ -3,5

" #%1&1,( " #.&%#1 " )#1&$). " )%$&.)) " (,)&()1

$ .00,3 $ ..,.17 $ .57,550 $ .7,7 $ 3..,7-5


$ ,51 $ ,51 $ ,51 $ 10,5- $ 15,1.

$ -.,. $ 50,7 $ 5,-- $ 70,013 $ 5,13


$ 50.,.0 $ 573,0-. $ -3,75 $ 71-,70 $ 75,5-.

$ 50.,.0 $ 573,0-. $ -3,75 $ 71-,70 $ 77,7

" #&,%&%,, " #&).&%(# " ).#&(1' " )&$$'&1#% " (&'.(&'$#

$ 1,5.,-00 $ .,110,33 $ .,.5,33 $ 3,17,700 $ 3,.7,33

$ 70,33 $ 70,33 $ 70,33 $ 70,33 $ 7.,5


$ 3.,01- $ -3,1 $ -5,3- $ 55.,01- $ 10,31

$ 1,335,.05 $ 1,75-,13- $ .,..,730 $ .,71,. $ 3,35.,.1

$*.0,000+

$*10,000+

$@

$10,000

$.0,000

$30,000

$-0,000

Cash=o2 comparison - monthl0 pa0ments

/*is +itle

$.,000,000

$.,500,000

Cash=o2 comparison - monthl0 pa0ments v


15/96

$*500,000+

$@

$500,000

$1,000,000

$1,500,000

/*is +itle


16/96

onth 1- onth 15 onth 1 onth 17 onth 1

100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51 $ .,51 $ .,51

$ .,73 $ 31,10. $ 33,.7 $ 35,3 $ 37,-.

$ *7.1.+ $ *7775+ $ *310+ $ *-+ $ *355+

$ 31,10. $ 33,.7 $ 35,3 $ 37,-. $ 3,-77

" #1(&),, " #('&%' " #.#&$'# " )#,&()( " )%$&$11

$ 171,--0 $ 1,01 $ ..,37 $ .5,3-7 $ .7,.


17/96

$ -,17 $ -,17 $ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%#

$ .57,35 $ .77,111 $ .,3 $ 31,15 $ 33,37


$ 5,130 $ , $ ,5- $ 10,.1 $ 11,.

$ *5,1+ $ *7,050+ $ *70,-5+ $ *0,.+ $ *-,-3+


. . . . .

#. ), )# )( )

1,-1 1,777 1,13 .,0- .,1-


$ 5,375 $ .7,.0 $ ,0-. $ 1,0,75 $ 1,13,70

$ -.,00 $ -5,153 $ 55,-- $ -0, $ 71,..

" #&,.1&)$' " #&%'&%%, " )&1(#&($) " )&'.)&)# " (&%,)&1.(

$ 1,5,11 $ .,01,.-0 $ .,513,5 $ 3,0., $ 3,0.,5-7

$ .,.05 $ ,55. $ 70,71 $ 7-,.- $ 7,5-

$ 11,7 $ 1.5,000 $ 133,333 $ 1-1,7 $ 150,000

$ 1..,-7 $ 131,33 $ 1-0,00 $ 1-,7 $ 15,133

$ 70,000 $ 75,000 $ 0,000 $ 5,000 $ 0,000

$*.0,000+

$*15,000+

$*10,000+

$*5,000+

$@

$5,000

$10,000

$15,000

$.0,000

$.5,000

6et pro7t - 6e2 Sales 3ire

*Billin)s+

enses


18/96

$ .05,5- $ ...,5 $ .3,5. $ .5,57 $ .73,01

" %1(&'1' " %%(#1 " %$)&'# " ))), " '#&')%

$ 3,-3,07. $ -,17,.- $ -,71,01 $ 5,-.-,.50 $ ,0,-


$ *171,37+ $ *15,0+ $ *1-0,71+ $ *1.0,53+ $ *,77+

$ *1,77,55+ $ *.,13,05-+ $ *.,.77,0.5+ $ *.,37,50+ $ *.,--,-37+

onth 1- onth 15 onth 1 onth 17 onth 1100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17


19/96

$ .3,375 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ *7,01.50+ $ *10,.500+ $ *10,.500+ $ *10,.500+ $ *10,.500+

$ 1,33 $ .-,7. $ .-,7. $ .-,7. $ .-,7.

$ 51,77 $ 0,.0 $ 0,.0 $ 0,.0 $ 0,.0

" (%%, " %1%&(1$ " %'%&#' " )%&.)% " $&,((

$ 3-,1 $ -1.,335 $ -0,50. $ 50, $ 55,35


$ .1,71 $ .,-1- $ .,-1- $ .,-1- $ .,-1-

$ 10,10 $ 135,..- $ 13,3 $ 1.,053 $ ..0,-


$ 5,375 $ .7,.0 $ ,0-. $ 1,0,75 $ 1,13,70

$ 5,513 $ 50,371 $ 1,0-.,-5- $ 1,13-,53 $ 1,..,.1

" %&%,&),( " &,,&'% " '&()&1#$ " .&'''&' " 1,&,,(..

$ -,5.0,.-3 $ 5,.0,5-0 $ ,11-,503 $ 7,0..,133 $ ,003,-30

$ 77,- $ -,5 $ .,03 $ .,03 $ .,03


$ 7.,5 $ 7-0,5-- $ 1-,.11 $ 7,7 $ 1,5--

$ -,005,5. $ -,7.,31 $ 5,5.0,77 $ ,3,03 $ 7,330,5

vs 0ear in advance

>et proft

>et Cash Blows

$30,000,000

$35,000,000$-0,000,000

Cumulative Cash=o2 comparision - monthl

l i

l i

$*.00,000+

$*100,000+

$@

$100,000

$.00,000

$300,000

$-00,000

$500,000

Cumulative Cash=o2 comparision - monthl0 pa0

Cum l i

Cum l i l

/*is +itle

s 0ear in advance


20/96

$*5,000,000+

$@

$5,000,000

$10,000,000

$15,000,000

$.0,000,000

$.5,000,000 l i

l i

/*is +itle

>et proft

>et Cash Blows


21/96

onth 1 onth .0 onth .1 onth .. onth .3

100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51 $ .,51 $ .,51

$ 3,-77 $ -1,--1 $ -3,357 $ -5,..- $ -7,0-5

$ *.+ $ *1,030-+ $ *1,03.+ $ *1,1301+ $ *1,1713+

$ -1,--1 $ -3,357 $ -5,..- $ -7,0-5 $ -,.0

" (,1&)%) " (((&',$ " (.$&$)( " %)&$'$ " %.%&'$$

$ 3.1,0. $ 355,77 $ 31,-7 $ -.,53 $ -,3


22/96

$ -,17 $ -,17 $ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%#

$ 35,11 $ 375,7. $ 35,.- $ -15,37 $ -35,1.


$ 13,-01 $ 1-,33 $ 1,-.7 $ 17,- $ 1,30-

$ *35,037+ $ *.0,10-+ $ *3,77+ $ 1-,.07 $ 33,511


. . . . .

). (, (# (( (

.,3.0 .,-5 .,5. .,7.7 .,3


$ 1,.10,5-. $ 1,.1,375 $ 1,35.,.0 $ 1,-.3,0-. $ 1,-3,75

$ 0.,705 $ ,-1 $ 7,7 $ 1,073,57 $ 1,171,5

" %&),%&..$ " &1$%&),. " '&1'%&1'% " .($&1)# " $&(#,&')1

$ -,.--,711 $ -,5,.- $ 5,7-0,1-0 $ ,5,30 $ 7,53,5-

$ .,3 $ ,71- $ 0,-- $ -,00 $ 7,-1

$ 15,333 $ 1,7 $ 175,000 $ 13,333 $ 11,7

$ 1,300 $ 177,-7 $ 1,33 $ 15,00 $ .0-,7

$ 5,000 $ 100,000 $ 105,000 $ 110,000 $ 115,000

$*.00,000+

$*100,000+

$@

$100,000

$.00,000

$300,000

$-00,000

$500,000

Cumulative 6et Pro7t - 6e2 Sales 3ire


23/96

$ .0,0 $ 307,10 $ 3.-,15 $ 3-1,1 $ 35,.3

" '1#)$ " '%1&'() " '$1(. " .),&'%# " .',%'

$ ,0,..3 $ 7,50,7 $ ,35.,.1- $ ,1.,7 $ 10,053,..3


$ *70,075+ $ *-0,.0+ $ *7,35-+ $ .,-1- $ 7,0..

$ *.,5-,51.+ $ *.,0-,7.0+ $ *.,1.,07-+ $ *.,53,1+ $ *.,51,3+

onth 1 onth .0 onth .1 onth .. onth .3100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17


24/96

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ *10,.500+ $ *10,.500+ $ *10,.500+ $ *10,.500+ $ *10,.500+

$ .-,7. $ .-,7. $ .-,7. $ .-,7. $ .-,7.

$ 0,.0 $ 0,.0 $ 0,.0 $ 0,.0 $ 0,.0

" '%%# " .1&(, " .'&$ " $)&.'' " $$'&,.%

$ 05,00. $ 53,1 $ 701,335 $ 7-,50. $ 77,


$ .,-1- $ .,-1- $ .,-1- $ .,-1- $ .,-1-

$ .-,. $ .77,.7 $ 305,711 $ 33-,1. $ 3.,5-0


$ 1,.10,5-. $ 1,.1,375 $ 1,35.,.0 $ 1,-.3,0-. $ 1,-3,75

$ 1,31,70- $ 1,-10,7 $ 1,50.,71 $ 1,5-,5- $ 1,7,03

" 11&)##&$$# " 1#&'))&''$ " 1()&%, " 1%&.)1&,( " 1'&%1.&(#

$ ,05,33 $ 10,17,0.3 $ 11,3,3.0 $ 1.,5,.3 $ 1-,01-,13

$ .,03 $ .,03 $ .,03 $ .,03 $ .,03


$ 1,035,.11 $ 1,10,7 $ 1,1.,5-- $ 1,.5,.11 $ 1,3.,7

$ ,3-,15- $ ,-35,.0 $ 10,5,07. $ 11,3-,531 $ 13,1--,57

pa0ments vs 0ear in advance

l i

l i l

ents vs 0ear in advance

lati"e >et roft

lati"e >et Cash Blows


25/96

Cumulati"e >et roft

Cumulati"e >et Cash Blows


26/96

onth .- onth .5 onth . onth .7 onth .

100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51 $ .,51 $ .,51

$ -,.0 $ 50,551 $ 5.,.3 $ 53,- $ 55,-

$ *1,..051+ $ *1,.37+ $ *1,3057+ $ *1,3-711+ $ *1,37.1+

$ 50,551 $ 5.,.3 $ 53,- $ 55,- $ 57,053

" )&)%, " ..&%.$ " '(#&(') " '$'&$# " .%%&,1(

$ 50,00 $ 550,71 $ 53,7 $ 3,3 $ -,01.


27/96

$ -,17 $ -,17 $ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%#

$ -5-,1 $ -7-,33 $ --,35 $ 51-,137 $ 533,


$ .0, $ ..,03 $ .3,355 $ .-,3 $ .5,0

$ 5-,.00 $ 7,.3 $ ,5- $ 1.-,.3. $ 150,1..


. . . . .

(. %, %# %( %

., 3,135 3,.71 3,-0 3,5-.


$ 1,5-,70 $ 1,35,5-. $ 1,70,375 $ 1,777,.0 $ 1,-,0-.

$ 1,.7.,700 $ 1,377,17 $ 1,--,-7 $ 1,55,.- $ 1,710,0.

" 1,&$)&()1 " 1#&,',&,$ " 1)&%%%&%% " 1%&1%1&('$ " 1&.1&%,.

$ ,55-,7-5 $ ,5,-7 $ 10,--,--5 $ 1.,1.1,13 $ 13,-,.07

$ 101,10. $ 10-,-7 $ 107,7 $ 110,77 $ 11-,105

$ .00,000 $ .0,333 $ .1,7 $ ..5,000 $ .33,333

$ .1-,133 $ ..3,300 $ .3.,-7 $ .-1,33 $ .50,00

$ 1.0,000 $ 1.5,000 $ 130,000 $ 135,000 $ 1-0,000


28/96

$ 375,. $ 3.,3. $ -0,37 $ -.,-1 $ --3,-

" $,$&'1 " $($ " $..&'', " 1&,#.'( " 1&,'&''$

$ 10,.,- $ 11,1.,.50 $ 1.,01,0.0 $ 13,.,.- $ 1-,7,073


$ 10,3 $ 15.,-77 $ 1,17 $ .-,-- $ 300,.--

$ *.,-0,.-0+ $ *.,.55,73+ $ *.,05,575+ $ *1,0,111+ $ *1,507,7+

onth .- onth .5 onth . onth .7 onth .100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17


29/96

$ 35,-17 $ 37, $ -3,5 $ 51,77 $ 0,.0

$ *10,.500+ $ *11,375+ $ *13,073+ $ *15,53375+ $ *1,0.50+

$ .-,7. $ .,5.7 $ 30,51 $ 3,.-5 $ -.,1-

$ 0,.0 $ 1,-- $ 5,35 $ 71,. $ 77,53

" 1&,%'$( " 1&11$). " 1&1.%&1') " 1%&.)% " 1&))(&)$'

$ -5,35 $ 5,30 $ -,13 $ 1,005,- $ 1,07,51


$ .,-1- $ .,03 $ 3., $ 37,577 $ -.,.

$ 30,5- $ -.0,757 $ -53,753 $ -1,331 $ 533,.


$ 1,5-,70 $ 1,35,5-. $ 1,70,375 $ 1,777,.0 $ 1,-,0-.

$ 1,77,1.1 $ 1,71,-. $ 1,,0. $ .,0.,3.0 $ .,10,77

" 1$$'&') " #1&1$&,( " #)&1)%&)) " #%&1$'&$%) " #'&)%.&'),

$ 15,-3,.10 $ 1,35,3 $ 1,50,50 $ .0,15,3. $ .1,,-

$ .,03 $ .,7.1 $ -,17 $ ,.1 $ ,-5


$ 1,-03,5-- $ 1,-77,7.1 $ 1,553,071 $ 1,30,103 $ 1,70,70

$ 1-,5.,-- $ 15,,-1 $ 17,51,73 $ 1,130,0 $ .0,1,.05


30/96


31/96

onth . onth 30 onth 31 onth 3. onth 33

100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51 $ .,51 $ .,51

$ 57,053 $ 5,57 $ 0,05 $ 1,51- $ .,.

$ *1,-.3.+ $ *1,----+ $ *1,501.+ $ *1,537+ $ *1,573.0+

$ 5,57 $ 0,05 $ 1,51- $ .,. $ -,30

" $1)&%$# " $')&%' " 1&,)%&1'1 " 1&,$.&,$$ " 1&1#&(,

$ 730,7- $ 77,. $ .,137 $ 7,-0 $ .,.5


32/96

$ -,17 $ -,17 $ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%#

$ 553,-. $ 573,3- $ 53,1- $ 1., $ 3.,50


$ .7,110 $ .,300 $ .,-5 $ 30,50 $ 31,3

$ 177,.3. $ .05,53. $ .3-,1 $ .5,51 $ .7,.7-


. . . . .

%. , # (

3,7 3,1- 3,- -,05 -,..1


$ 1,1,75 $ 1,,70 $ .,00,5-. $ .,131,375 $ .,.0.,.0

$ 1,.7,15 $ 1,-7,31- $ .,070,3-3 $ .,1,1 $ .,3.-,11

" 1.&..&$) " #,&)&,,' " ##&',&)%, " #(&$,#&%($ " #'#'&),

$ 1-,50,5- $ 1,50,05 $ 1,15,00 $ 1,..,03 $ .1,71,

$ 117,15 $ 1.0,1. $ 1.3,0. $ 1.5,5 $ 1.,1.

$ .-1,7 $ .50,000 $ .5,333 $ .,7 $ .75,000

$ .5,7 $ .,133 $ .7,300 $ .7,-7 $ .,33

$ 1-5,000 $ 150,000 $ 155,000 $ 10,000 $ 15,000


33/96

$ -0,50 $ -77,5- $ --,5 $ 511,3 $ 5.,

" 1&1,'.) " 1&1(&'.. " 1&1.$# " 1#%&'$' " 1%&),1

$ 1,10-,357 $ 17,.51,1-- $ 1,-37,-3 $ 1,3,.33 $ .0,.,53-


$ 35-,-- $ -11,03 $ -,. $ 531,13 $ 5-,5-

$ *1,153,-0.+ $ *7-.,33+ $ *.7.,357+ $ .5,0 $ 53,35-

onth . onth 30 onth 31 onth 3. onth 33100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17


34/96

$ 0,.0 $ 0,.0 $ 0,.0 $ 0,.0 $ 0,.0

$ *1,0.50+ $ *1,0.50+ $ *1,0.50+ $ *1,0.50+ $ *1,0.50+

$ -.,1- $ -.,1- $ -.,1- $ -.,1- $ -.,1-

$ 77,53 $ 77,53 $ 77,53 $ 77,53 $ 77,53

" 1&(11&$, " 1&(.$&%## " 1&%'&,.% " 1&((&(' " 1&'##,

$ 1,1.,5 $ 1,11,1 $ 1,.53, $ 1,315,71 $ 1,377,7


$ -.,. $ -.,. $ -.,. $ -.,. $ -.,.

$ 575,. $ 1,..- $ 0,5.. $ 70.,.0 $ 7-5,117


$ 1,1,75 $ 1,,70 $ .,00,5-. $ .,131,375 $ .,.0.,.0

$ .,.5,.3 $ .,357,5 $ .,-5,153 $ .,55-,11 $ .,53,070

" #$&1'&$' " )1&$'%&1 " )(&()1&.1( " )&$.&(#% " )$&)$&($%

$ .3,-,373 $ .5,50,5. $ .7,5-5,-51 $ .,5,1-0 $ 31,711,5

$ ,-5 $ ,-5 $ ,-5 $ ,-5 $ ,-5


$ 1,77,37 $ 1,,-03 $ 1,-5,170 $ .,0.3,37 $ .,10.,703

$ ..,57,00 $ .-,-33,7-1 $ .,35,15 $ .,33,3-- $ 30,--,.5


35/96


36/96

onth 3- onth 35 onth 3

100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51

$ -,30 $ 5,50 $ ,0

$ *1,075+ $ *1,-1.5+ $ *1,7-00+

$ 5,50 $ ,0 $ ,.37

" 1#.&,% " 1$%&,1 " 1&))%)

$ .,--- $ 1,03,013 $ 1,00,0.


37/96

$ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%#

$ 5.,-03 $ 7.,155 $ 1,07


$ 3.,7 $ 33,1 $ 3-,3

$ 330,0-. $ 33,5 $ 3,5


. . .

. ', '#

-,357 -,-. -,.


$ .,.73,0-. $ .,3-3,75 $ .,-1-,70

$ .,-5,111 $ .,50,031 $ .,7.,50

" #$&.)&('1 " )#')&%,# " )%&,,,&,,.

$ .3,7-,777 $ .5,1,0. $ .,000,007

$ 131,300 $ 133,.0 $ 13,-75

$ .3,333 $ .1,7 $ 300,000

$ 305,00 $ 31-,7 $ 3.-,133

$ 170,000 $ 175,000 $ 10,000


38/96

$ 5-5,7. $ 5.,7 $ 57,1

" 1&),(&.,% " 1&)((&)1, " 1&).)&.1(

$ ..,.33,33 $ .3,577,- $ .-,1,-3


$ 0,0- $ 7.7,715 $ 77,31

$ 1,513,-3 $ .,.-1,153 $ 3,03,5-3

onth 3- onth 35 onth 3100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17


39/96

$ 0,.0 $ 0,.0 $ 0,.0

$ *1,0.50+ $ *1,0.50+ $ *1,0.50+

$ -.,1- $ -.,1- $ -.,1-

$ 77,53 $ 77,53 $ 77,53

" 1&'$$&''# " 1&.''&))% " 1&$%(&.$'

$ 1,-3,1 $ 1,501, $ 1,53,1


$ -.,. $ -.,. $ -.,.

$ 77,-15 $ .,713 $ 7.,011


$ .,.73,0-. $ .,3-3,75 $ .,-1-,70

$ .,751,5. $ .,-, $ .,-,--5

" (#&)$1&,#) " (%(1&,,$ " (.&1.$&(%(

$ 33,1.,1 $ 3,1.,07 $ 3,551,53

$ ,-5 $ ,-5 $ ,-5


$ .,11,-70 $ .,.0,.37 $ .,33,003

$ 3.,0,013 $ 3-,-,- $ 37,17,7-


40/96


41/96

Comparison of hiring 1 versus # sales people p

>ata for hiring 1 sales person per month

onth 1 onth . onth 3 onth -

>ew 'ales ?ires 1 1 1 1

>o of 'alespeople at

ea!h sta)e in life!#!le onth 1 onth . onth 3 onth -

1st month 1 1 1 1

.nd month 1 1 1

3rd month 1 1

-th month 1

5th monthth month

7th month

-th month

-th month

10th month F Be#ond

+otal Sales 3eadcount 1 # ) (


42/96

MRR onth 1 onth . onth 3 onth -1 sales hire a month $ .5 $ 1,557 $ -,735 $ 10,75

. sales hires a month $ 50 $ 3,11- $ ,-70 $ .1,570

;ro2th in MRR onth 1 onth . onth 3 onth -1 sales hire a month $ .5 $ 1,.. $ 3,17 $ ,050

. sales hires a month $ 50 $ .,5.3 $ ,35 $ 1.,100

6et Pro7t onth 1 onth . onth 3 onth -1 sales hire a month $ *11,-+ $ *.3,535+ $ *3,.+ $ *51,.0+

. sales hires a month $ *.3,7.+ $ *-7,071+ $ *7.,5.+ $ *10.,-17+

Cumulative 6et Pro7t onth 1 onth . onth 3 onth -1 sales hire a month $ *11,-+ $ *35,-00+ $ *71,+ $ *1..,0-+

. sales hires a month $ *.3,7.+ $ *70,7+ $ *1-3,31+ $ *.-5,0+

$@

$500,000

$1,000,000

$1,500,000

$.,000,000

$.,500,000

$3,000,000

MRR

1 sales hire a month

. sales hires a month

/*is +itle


43/96

r month

onth 5 onth onth 7 onth onth

1 1 1 1 1


1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 11 1 1 1

1 1 1

1 1

1

% ' . $

.10 .7 3- -13 -1


$ 10,-3 $ 1--,5- $ 10,.71 $ .15, $ .51,10-

$ 1,35 $ 31,.15 $ -5,-5 $ .,.5 $ 1,3

" )'&,,' " .#) " 11)&., " 1'%&$'% " #%'&).

$ .,0 $ 5-,57 $ 0,-- $ 1-0,70 $ .0,111

$ ,50 $ 11,50 $ 1-,.-. $ 1,3 $ 1,3

$ .0,33 $ .5,000 $ .,17 $ 33,333 $ 37,500

$ 1,3 $ .-,57 $ .,150 $ 33,733 $ 3,317$ 1.,500 $ 15,000 $ 17,500 $ .0,000 $ ..,500

$ .,.7. $ 3-,77- $ -3,.7 $ 51,77 $ 0,.1

" '$&%.$ " $$&)(1 " 11$&,$) " 1).&.(% " 1%.&%$'

$ .1,30 $ 315,731 $ -3-,.- $ 573, $ 73.,.


$ *3,0+ $ *7-,3+ $ *.,7.7+ $ *,00+ $ *3,.7+

$ *1,7-+ $ *.1,153+ $ *3-3,0+ $ *-3.,+ $ *5.,155+


44/96


$ 1,35 $ 31,.15 $ -5,-5 $ .,.5 $ 1,3

$ 3,.70 $ .,-31 $ 0,15 $ 1.-,50 $ 13,3.


$ ,50 $ 11,50 $ 1-,.-. $ 1,3 $ 1,3

$ 17,700 $ .3,11 $ .,-- $ 33,75 $ 3,73


$ *3,0+ $ *7-,3+ $ *.,7.7+ $ *,00+ $ *3,.7+

$ *1.7,71+ $ *1-,737+ $ *15,-5-+ $ *17,01+ $ *1,53-+


$ *1,7-+ $ *.1,153+ $ *3-3,0+ $ *-3.,+ $ *5.,155+

$ *373,5+ $ *5..,30+ $ *7,75+ $ *5,777+ $ *1,05.,311+

$@

$.0,000

$-0,000

$0,000

$0,000

$100,000

$1.0,000

$1-0,000

$10,000

MRR ;ro2th

1 sales hire

. sales hire

/*is +itle


45/96

onth 10 onth 11 onth 1. onth 13 onth 1-

1 1 1 1 1


1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 11 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 . 3 - 5

1, 11 1# 1) 1(

5- 17 5 753 .1


$ .,5.1 $ 3.1,3 $ 357,35- $ 3.,771 $ -.,1

$ 103,- $ 1.7,73 $ 15-,3.5 $ 13,1 $ .1-,300

" )1&1)' " (..&.' " (),1 " .#&)$. " 1&,(,&$.

$ .,0 $ 31,101 $ 51-,50 $ 1,11 $ 3.,55

$ .1,35 $ .-,.-1 $ .,5 $ .,73 $ 31,10.

$ -1,7 $ -5,33 $ 50,000 $ 5-,17 $ 5,333

$ -.,00 $ -7,-3 $ 5.,07 $ 5,50 $ 1,.33$ .5,000 $ .7,500 $ 30,000 $ 3.,500 $ 35,000

$ ,73 $ 77,.5 $ 5,77 $ -,.0 $ 10.,7.

" 1'.&)%, " 1$.&1,# " #1'&.%( " #)'&, " #%'&)%.

$ 10,1 $ 1,10,71 $ 1,3.,57. $ 1,5-,17 $ 1,.1,53


$ *5,551+ $ *5,11+ $ *-,3-+ $ *1,0-+ $ *5,1+

$ *.1,70+ $ *717,17+ $ *1.,011+ $ *03,05+ $ *,77+


46/96


$ 103,- $ 1.7,73 $ 15-,3.5 $ 13,1 $ .1-,300

$ .0,7 $ .55,-7 $ 30,50 $ 3,3 $ -.,00


$ .1,35 $ .-,.-1 $ .,5 $ .,73 $ 31,10.

$ -3,70 $ -,-1 $ 53,17. $ 57,7- $ .,.05


$ *5,551+ $ *5,11+ $ *-,3-+ $ *1,0-+ $ *5,1+

$ *11,10.+ $ *11,.1+ $ *1,7+ $ *1.,0+ $ *171,37+


$ *.1,70+ $ *717,17+ $ *1.,011+ $ *03,05+ $ *,77+

$ *1,.-3,-13+ $ *1,-35,.3-+ $ *1,.-,0..+ $ *1,0,11+ $ *1,77,55+

a month

s a month

$*-00,000+

$*.00,000+

$@

$.00,000

$-00,000

$00,000

$00,000

$1,000,000

6et Pro7t

/*is +itle


47/96

onth 15 onth 1 onth 17 onth 1 onth 1

1 1 1 1 1


1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 11 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

7 10

1% 1 1' 1. 1$

5 1,0.- 1,0. 1,10


$ -3,0- $ -,0.1 $ 53-,-3 $ 5,5- $ 05,.71

$ .-7,57 $ ..,7. $ 3.0,-3- $ 35,11 $ -01,353

" 1..'% " 1&%'1(' " 1&.$1&.1 " #%1&%$# " #&%#&$(%

$ 1,030,.0 $ 1,.5,7 $ 1,513,3-5 $ 1,01,.7- $ .,1..,35

$ 33,.7 $ 35,3 $ 37,-. $ 3,-77 $ -1,--1

$ .,500 $ ,7 $ 70,33 $ 75,000 $ 7,17

$ 5,17 $ 70,-00 $ 7-,3 $ 7,57 $ -,150$ 37,500 $ -0,000 $ -.,500 $ -5,000 $ -7,500

$ 111,.- $ 11,7 $ 1.,. $ 13,01 $ 1-5,303

" #''&111 " #$&.) " )1&1% " ))&)' " )%&11$

$ .,0,-7 $ .,35,510 $ .,71.,1.5 $ 3,0-,-. $ 3,-0-,1.


$ *7,050+ $ *70,-5+ $ *0,.+ $ *-,-3+ $ *35,037+

$ *1,0,0.7+ $ *1,13,51.+ $ *1,1,70+ $ *1,.-7,.1+ $ *1,..,.5+


48/96


$ .-7,57 $ ..,7. $ 3.0,-3- $ 35,11 $ -01,353

$ -5,153 $ 55,-- $ -0, $ 71,.. $ 0.,705


$ 33,.7 $ 35,3 $ 37,-. $ 3,-77 $ -1,--1

$ ,55. $ 70,71 $ 7-,.- $ 7,5- $ .,3


$ *7,050+ $ *70,-5+ $ *0,.+ $ *-,-3+ $ *35,037+

$ *15,0+ $ *1-0,71+ $ *1.0,53+ $ *,77+ $ *70,075+


$ *1,0,0.7+ $ *1,13,51.+ $ *1,1,70+ $ *1,.-7,.1+ $ *1,..,.5+

$ *.,13,05-+ $ *.,.77,0.5+ $ *.,37,50+ $ *.,--,-37+ $ *.,5-,51.+


sales hires a month

$*3,000,000+

$*.,000,000+

$*1,000,000+

$@

$1,000,000

$.,000,000

$3,000,000

$-,000,000

Cumulative 6et Pro

/*is +itle


49/96

onth .0 onth .1 onth .. onth .3 onth .-

1 1 1 1 1


1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 11 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

11 1. 13 1- 15

#, #1 ## #) #(

1,.. 1,. 1,3- 1,-3. 1,500


$ -0, $ 7,10- $ 711,5.1 $ 7-,3 $ 7.,35-

$ ---,70 $ -,3- $ 53,7 $ 55,7 $ 3,350

" )&,$'&%( " )&%.'&%.. " (&1#(&% " (&'1,&)% " %&)(&'1

$ .,-7,1.3 $ .,70,070 $ 3,.,53 $ 3,7,.. $ -,.77,37.

$ -3,357 $ -5,..- $ -7,0-5 $ -,.0 $ 50,551

$ 3,333 $ 7,500 $ 1,7 $ 5,33 $ 100,000

$ ,733 $ 3,317 $ 7,00 $ 10.,-3 $ 107,07$ 50,000 $ 5.,500 $ 55,000 $ 57,500 $ 0,000

$ 153,05 $ 1.,307 $ 170,0 $ 17,31. $ 17,1-

" )'%&.'# " )$%&#( " (1%&)' " ()%&1#. " (%(&..1

$ 3,70,-3 $ -,17,107 $ -,51,-3 $ 5,0.,1. $ 5,-1,-.


$ *.0,10-+ $ *3,77+ $ 1-,.07 $ 33,511 $ 5-,.00

$ *1,30.,30+ $ *1,30,037+ $ *1,.1,30+ $ *1,.5,31+ $ *1,.0-,1.0+


50/96


$ ---,70 $ -,3- $ 53,7 $ 55,7 $ 3,350

$ ,-1 $ 7,7 $ 1,073,57 $ 1,171,5 $ 1,.7.,700


$ -3,357 $ -5,..- $ -7,0-5 $ -,.0 $ 50,551

$ ,71- $ 0,-- $ -,00 $ 7,-1 $ 101,10.


$ *.0,10-+ $ *3,77+ $ 1-,.07 $ 33,511 $ 5-,.00

$ *-0,.0+ $ *7,35-+ $ .,-1- $ 7,0.. $ 10,3


$ *1,30.,30+ $ *1,30,037+ $ *1,.1,30+ $ *1,.5,31+ $ *1,.0-,1.0+

$ *.,0-,7.0+ $ *.,1.,07-+ $ *.,53,1+ $ *.,51,3+ $ *.,-0,.-0+

t


. sales hires a month


51/96

onth .5 onth . onth .7 onth . onth .

1 1 1 1 1


1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 11 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 17 1 1 .0

#% # #' #. #$

1,57 1,35 1,703 1,771 1,3


$ 17,771 $ 53,1 $ ,0- $ .-,0.1 $ 5,-3

$ ,5 $ 7-.,-73 $ 77,. $ 55,01- $ 13,5.

" &,)%&),% " &'''&''. " '&%'%&'(, " .&(),&'%( " $&)((&)(

$ -,.,.-- $ 5,-..,... $ ,00,5. $ ,7--,03 $ 7,-75,-77

$ 5.,.3 $ 53,- $ 55,- $ 57,053 $ 5,57

$ 10-,17 $ 10,333 $ 11.,500 $ 11,7 $ 1.0,33

$ 111,50 $ 11,.33 $ 1.0,17 $ 1.5,-00 $ 1.,3$ .,500 $ 5,000 $ 7,500 $ 70,000 $ 7.,500

$ 1,31 $ .0-,1 $ .13,3.1 $ ..1,.3 $ .30,3.5

" ('(&)) " ($(&).% " %1(&1)' " %))&..$ " %%)&(#

$ 5,5,1.5 $ ,-50,510 $ ,-,-7 $ 7,-,537 $ ,05.,17


$ 7,.3 $ ,5- $ 1.-,.3. $ 150,1.. $ 177,.3.

$ *1,1.7,1+ $ *1,0.,.+ $ *0-,055+ $ *753,33+ $ *57,701+


52/96


$ ,5 $ 7-.,-73 $ 77,. $ 55,01- $ 13,5.

$ 1,377,17 $ 1,--,-7 $ 1,55,.- $ 1,710,0. $ 1,.7,15


$ 5.,.3 $ 53,- $ 55,- $ 57,053 $ 5,57

$ 10-,-7 $ 107,7 $ 110,77 $ 11-,105 $ 117,15


$ 7,.3 $ ,5- $ 1.-,.3. $ 150,1.. $ 177,.3.

$ 15.,-77 $ 1,17 $ .-,-- $ 300,.-- $ 35-,--


$ *1,1.7,1+ $ *1,0.,.+ $ *0-,055+ $ *753,33+ $ *57,701+

$ *.,.55,73+ $ *.,05,575+ $ *1,0,111+ $ *1,507,7+ $ *1,153,-0.+


53/96


1 1 1 1 1


1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 11 1 1 1 1

1 1 1 1 1

1 1 1 1 1

1 1 1 1 1

.1 .. .3 .- .5

), )1 )# )) )(

1,07 1,75 .,0-3 .,110 .,17


$ -,5- $ 1,030,.71 $ 1,05, $ 1,101,10- $ 1,13,5.1

$ 73,57 $ 1,035,171 $ 1,0,0 $ 1,1.,-0 $ 1,..,05

" 1,&)1.&,,) " 11&)%)&1'% " 1#&(%1'( " 1)&1)&., " 1(&.(1&')%

$ ,.5-,-03 $ ,0.,5-0 $ ,1,01 $ 10,0,-- $ 11,73,3

$ 0,05 $ 1,51- $ .,. $ -,30 $ 5,50

$ 1.5,000 $ 1.,17 $ 133,333 $ 137,500 $ 1-1,7

$ 13-,57 $ 13,150 $ 1-3,733 $ 1-,317 $ 15.,00$ 75,000 $ 77,500 $ 0,000 $ .,500 $ 5,000

$ .3,.7 $ .-7,3. $ .55,3. $ .-,33- $ .7.,3

" %')&)$( " %$)&1( " 1#&.$. " )#&%, " %#&(,)

$ ,.5,57. $ ,.1,71 $ ,31,1 $ 10,--,.7 $ 11,11,70


$ .05,53. $ .3-,1 $ .5,51 $ .7,.7- $ 330,0-.

$ *371,1+ $ *13,17+ $ 1.,-03 $ -.,77 $ 75,71


54/96


$ 73,57 $ 1,035,171 $ 1,0,0 $ 1,1.,-0 $ 1,..,05

$ 1,-7,31- $ .,070,3-3 $ .,1,1 $ .,3.-,11 $ .,-5,111


$ 0,05 $ 1,51- $ .,. $ -,30 $ 5,50

$ 1.0,1. $ 1.3,0. $ 1.5,5 $ 1.,1. $ 131,300


$ .05,53. $ .3-,1 $ .5,51 $ .7,.7- $ 330,0-.

$ -11,03 $ -,. $ 531,13 $ 5-,5- $ 0,0-


$ *371,1+ $ *13,17+ $ 1.,-03 $ -.,77 $ 75,71

$ *7-.,33+ $ *.7.,357+ $ .5,0 $ 53,35- $ 1,513,-3


55/96

onth 35 onth 3

1 1

onth 35 onth 3

1 1

1 1

1 1

1 1

1 11 1

1 1

1 1

1 1

. .7

)% )

.,.- .,31-

onth 35 onth 3

$ 1,171,3 $ 1,.07,35-

$ 1,.5,01 $ 1,33,.53

" 1&1)&'%1 " 1'&%,,&,,(

$ 1.,0,-01 $ 1-,000,003

$ ,0 $ ,.37

$ 1-5,33 $ 150,000

$ 157,-3 $ 1.,07$ 7,500 $ 0,000

$ .1,33 $ .,-0

" '#&1%% " $1&$,'

$ 11,7,.5 $ 1.,-0,73.

onth 35 onth 3

$ 33,5 $ 3,5

$ 1,1.0,57 $ 1,51,.7.


56/96

onth 35 onth 3

$ 1,.5,01 $ 1,33,.53

$ .,50,031 $ .,7.,50

onth 35 onth 3

$ ,0 $ ,.37

$ 133,.0 $ 13,-75

onth 35 onth 3

$ 33,5 $ 3,5

$ 7.7,715 $ 77,31

onth 35 onth 3

$ 1,1.0,57 $ 1,51,.7.

$ .,.-1,153 $ 3,03,5-3


57/96

Churn Rate Comparison


58/96

2ross ar)in 000%

Cost of 4eads reuired to feed sales

&"era)e Deal 'i6e $,000 *&CV+ &nnual Contra!t Value

Deals to meet tar)et per month

4eads to !losed deal 10

Cost per 8ualied 4ead $1.5

Cost of 4eads reuired $ , per month, for 1 full# produ!

9ther interestin) Cal!ulations

4ead 2en !osts per deal $ 1,.53 :;!ludes people !osts

'ellin) !osts per deal $ 1,.0 :;!ludes !ost of sales mana

et rot $ *11,-+ $ *.3,533+ $ *3,.7+

$.,000

$.,500

$3,000

$3,500

!ookings 4 Churn - Single Sales 3ire

Churn


59/96

Part #: ook at the Overall Economics 2hen Ramping Sal

onth 1 onth . onth 3

>ew 'ales ?ires . . .

+otal Sales 3eadcount # (

et prot $ *.3,7.+ $ *-7,05+ $ *7.,555+

Cumulati"e >et rot $ *.3,7.+ $ *70,73+ $ *1-3,3-+

100 000

$*50,000+

$@

$50,000

$100,000

$150,000

$.00,000

$.50,000

6et pro7t

$*500+

$@

$500

$1,000

$1,500 >ew added this month


60/96

Part ): ook at the impact of collecting 1 0ear5s pa0ment

Step 1: ndividual Sales person

ncome onth 1 onth . onth 3rodu!ti"it# amp 10% 33% %

Boo(in)s *&CV+ $ 3,5-. $ 11, $ .3,375

enewable !ontra!t "alue

Churn

enewals *renewable @ !hurn+

Billin)s *boo(in)s A renewals+ $ 3,5-. $ 11, $ .3,375

Cumulative !illings " )&%(# " 1%#$ " ).&,(

Cumulati"e 2ross rot $ .,33 $ 1.,13 $ 30,3

!reakeven /nal0sis onth 1 onth . onth 3>et Cash lows $ *,.7+ $ *3,331+ $ 3,37

Cumulati"e >et Cash lows $ *,.7+ $ *1.,5+ $ *,.01+

$*.50,000+

$*.00,000+

$*150,000+

$@

$.00,000

$-00,000

$00,000

$00,000

$1,000,000

$1,.00,000

$1,-00,000

$1,00,000

+otal MRR 8!illings9

.0 000

$30,000

$-0,000

6et Cash lo2s


61/96

Step #: ook at the Overall Economics 2hen Ramping Sales 3ires

ncome onth 1 onth . onth 3Boo(in)s *&CV+ $ 7,03 $ 30,-5 $ 77,.0

Billin)s less !hurn *+ $ 7,03 $ 30,-5 $ 77,.0

Cumulative !illings " '&,.) " )'&%(# " 11(&'%,

Cumulati"e 2ross rot $ 5,7 $ 30,033 $ 1,00

2rowth in $ 7,03 $ .3,375 $ -,750

!reakeven /nal0sis onth 1 onth . onth 3>et Cash lows $ *,-3-+ $ 11, $ -,--

Cumulati"e >et Cash lows $ *1,53-+ $ *1,5.+ $ 11,3.

$*.0,000+

$*10,000+

$@

$10,000

$*500,000+

$@

$500,000

$1,000,000

$1,500,000

$.,000,000

$.,500,000

6et Cash lo2s


62/96


$ *10.,.5+ $ *1.7,-1+ $ *1-,003+ $ *1-,105+ $ *175,777+ $ *10.,-17+ $ *1.7,71+ $ *1-,737+ $ *15,-5-+ $ *17,01+


$ *.-5,3-+ $ *373,0-+ $ *5.1,053+ $ *5,157+ $ *0,3-+

$ *.-5,0+ $ *373,5+ $ *5..,30+ $ *7,75+ $ *5,777+

Cells formated li(e this

onths

0% 0% 0% 0% 0%

to a!!ount for failed sales hires and attrition

$*-,000,000+

$*.,000,000+

$@

$.,000,000

$-,000,000

$,000,000

$,000,000


63/96

ti"e sales person

ement

r(etin), and sales mana)ement *C&C/ Cost to &!uire a Customer+

)e monthl# )ross prot per !ustomer *&= ; 2ross ar)in + b# the !hurn rate


100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51 $ .,51 $ .,51

$ 3,1 $ ,10 $ ,- $ 11,.3 $ 1-,.7

$ *37+ $ *73+ $ *11.30+ $ *1-77+ $ *1.3+

$ ,10 $ ,- $ 11,.3 $ 1-,.7 $ 17,35

" 1,&.' " 1$&.%1 " )1&'( " (&),1 " )&$

$ ,- $ 15,1 $ .5,33 $ 37,0-0 $ 50,57

$ -,17 $ -,17 $ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%#

$ 5,3 $ 7,5 $ ,3-1 $ 11,03 $ 13,-5


$ *1-,5+ $ *1.,55+ $ *10,.-+ $ *,051+ $ *5,3+

$ *51,1-3+ $ *3,70+ $ *7-,00.+ $ *.,05.+ $ *7,+

$.0,000

$.5,000

$30,000

$35,000

MRR - Single Sales 3ire

Churn

from prior mon


64/96

s 3ires


. . . . .

. 1, 1# 1( 1

.- -.0 555 1 .7


$ 1-,0-. $ .1,75 $ .,70 $ 30,5-. $ -31,375

$ .1,73- $ 3,70. $ 3,3- $ .,01 $ 1.7,3.

" )(&$1 " '(&) " 1).&,11 " #),&1) " )%.&,,(

$ .7, $ 5,731 $ 110,-0 $ 1-,-0 $ .,-03

$ 1.,.1 $ 17, $ .3,- $ .,.53 $ 3-,70

$ 33,333 $ -1,7 $ 50,000 $ 5,333 $ ,7

$ 30,00 $ 3,7 $ -,133 $ 5,300 $ 7,-7

$ .0,000 $ .5,000 $ 30,000 $ 35,000 $ -0,000

$ 35,53 $ 5.,5-- $ ,5- $ ,553 $ 103,557

" 11$&') " 1%$&1'' " 1$.&.1 " #).&1. " #''&$,

$ .73,03 $ -3.,70 $ 31,-. $ ,-7 $ 1,1-7,33


$ *10.,.5+ $ *1.7,-1+ $ *1-,003+ $ *1-,105+ $ *175,777+

$ *.-5,3-+ $ *373,0-+ $ *5.1,053+ $ *5,157+ $ *0,3-+

$*1,500,000+

$*1,000,000+

$*500,000+

$@


$*5,000+

$@

$5,000

$10,000

$15,000 boo(in)s

>ew added this


65/96

in advance


100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

" '(&,#1 " 1,$&(). " 1((&.%( " 1.,'1 " #1%&..

$ 5,.17 $ 7,550 $ 115,3 $ 1--,.17 $ 17.,550


$ ,51 $ ,51 $ ,51 $ ,51 $ ,51

$ *.0+ $ 7,1 $ 1,5-3 $ .5,1.- $ 33,705

$*.,500,000+

$*.,000,000+

$@

$.0,000

$-0,000

$0,000

$0,000

$100,000

$1.0,000

$1-0,000

;ro2th in MRR

$300,000

$-00,000

$500,000

Cumulative 6et Cash lo2


66/96


$ 1-,0-. $ .1,75 $ .,70 $ 30,5-. $ -31,375

$ 1-,0-. $ .1,75 $ .,70 $ 30,5-. $ -31,375

" ##&'$# " (.1&' " ''1&)'% " 1&1)1&$1' " 1&%)$#

$ .10,.33 $ 35,333 $ 17,100 $ 05,533 $ 1,.50,33

$ 70,33 $ 70,33 $ 70,33 $ 70,33 $ 70,33


$ ,1 $ 155,3- $ .1.,01- $ .,1 $ 3.5,3-

$ 0,51 $ ..,15 $ -1,-1 $ 7,3-7 $ 7.,-3

$*100,000+

$@

$100,000

$.00,000

$*5,000,000+

$@

$5,000,000

$10,000,000

$15,000,000

$.0,000,000

$.5,000,000

$30,000,000

$35,000,000$-0,000,000

Cumulative 6et Cash lo2s


67/96


$ *13,075+ $ *1,053+ $ *1-,75+ $ *17,.+ $ *1,0+ $ *1,53-+ $ *11,10.+ $ *11,.1+ $ *1,7+ $ *1.,0+


$ *1,0--,00+ $ *1,.30,0.+ $ *1,-1-,.7+ $ *1,5-,03+ $ *1,73,+

$ *1,05.,311+ $ *1,.-3,-13+ $ *1,-35,.3-+ $ *1,.-,0..+ $ *1,0,11+

are input "ariables

0%

8ui!( ar(etin) Cal!ulation

50% amount of tra! that is or)ani! "ersus paid

$150 !ost per paid "isitor *2oo)le &dEords, et!+

$ 075 Cost per "isitor *both paid and unpaid+

3% "isitors !on"ert to raw leads

hurn 1.5%

hurn .5%


68/96

.0% number of raw leads that turn into ualied leads

1 ualied lead

5 raw leads reuired

17 "isitors reuired

$1.5 Cost of "isitors *also / Cost per ualied lead+


100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51 $ .,51 $ .,51

$ 17,35 $ .0,1. $ ..,. $ .5,-5 $ .,1.

$ *.17--+ $ *.511+ $ *.53+ $ *31+ $ *3510+

$ .0,1. $ ..,. $ .5,-5 $ .,1. $ 30,7.7

" .)&.#% " 1,&%( " 1)#&1($ " 1,'' " 1$1&,,(

$ 7,00 $ 5,3.3 $ 105,71 $ 1.,..1 $ 15.,03

$ -,17 $ -,17 $ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%#

$ 15,57 $ 17,350 $ 1,10. $ .17,5- $ .37,0


$ *3,-+ $ *1,-+ $ -- $ .,750 $ -,30

$ *1,537+ $ *3,0.+ $ *.,33+ $ *,33+ $ *-,03+

hs$.0,000$.5,000

$30,000

MRR


69/96


. . . . .

1. #, ## #( #

3 1,0 1,.3- 1,370 1,50


$ 50.,.0 $ 573,0-. $ -3,75 $ 71-,70 $ 75,5-.

$ 17,50 $ .13,30 $ .-,. $ 3.0,553 $ 3.,00

" %#%&%( " ').&$# " 1&,,), " 1&)#)&.1) " 1&',%&.#1

$ -.0,5.3 $ 51,170 $ 0.,0 $ 1,05,050 $ 1,3-,5

$ -0,.5 $ -5,5 $ 50,0 $ 5,.55 $ 1,-55

$ 75,000 $ 3,333 $ 1,7 $ 100,000 $ 10,333

$ 7,33 $ 5,00 $ -,7 $ 10-,133 $ 113,300

$ -5,000 $ 50,000 $ 55,000 $ 0,000 $ 5,000

$ 1.0,51 $ 137,5 $ 15-,570 $ 171,575 $ 1,57

" )1'&1$% " )%&$$ " )$,( " ()%&',. " ('%#

$ 1,--,53. $ 1,.1,.3. $ .,.17,-35 $ .,53,1-3 $ 3,1.,35


$ *13,075+ $ *1,053+ $ *1-,75+ $ *17,.+ $ *1,0+

$ *1,0--,00+ $ *1,.30,0.+ $ *1,-1-,.7+ $ *1,5-,03+ $ *1,73,+

@

$1,000,000

$.,000,000

$3,000,000

$-,000,000

$5,000,000

$,000,000

$7,000,000


month

$@

$5,000

$10,000

,


70/96


100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ 3,5-. $ 11,

$ *531.5+ $ *1,75313+

$ 3,010 $ ,3-

$ 35,-17 $ 35,-17 $ 35,-17 $ 3,-.7 $ -5,351

" #%1&1,( " #.&%#1 " )#1&$). " ),&)% " (,%&'1

$ .00,3 $ ..,.17 $ .57,550 $ .,.. $ 3.-,573


$ ,51 $ ,51 $ ,51 $ 10, $ 1,5.

$ -.,. $ 50,7 $ 5,-- $ 70,-3 $ ,

$*3,000,000+

$*.,000,000+

$*1,000,000+

.0 000

$30,000

$-0,000



71/96


$ 50.,.0 $ 573,0-. $ -3,75 $ 71-,70 $ 75,5-.

$ 50.,.0 $ 573,0-. $ -3,75 $ 71-,70 $ 7,0-

" #&,%&%,, " #&).&%(# " ).#&(1' " )&$$'&1#% " (&'.)&'#$

$ 1,5.,-00 $ .,110,33 $ .,.5,33 $ 3,17,700 $ 3,.,3

$ 70,33 $ 70,33 $ 70,33 $ 70,33 $ 71,


$ 3.,01- $ -3,1 $ -5,3- $ 55.,01- $ 0,531

$ 1,335,.05 $ 1,75-,13- $ .,..,730 $ .,71,. $ 3,351,771

$*.0,000+

$*10,000+

$@

$10,000/*is +itle

$*500,000+

$@

$500,000

$1,000,000

$1,500,000

$.,000,000

$.,500,000


/*is +itle


72/96


$ *155,3+ $ *13,015+ $ *11,1+ $ *0,-0.+ $ *0,711+ $ *171,37+ $ *15,0+ $ *1-0,71+ $ *1.0,53+ $ *,77+


$ *1,1,53+ $ *.,057,55-+ $ *.,173,7-0+ $ *.,.-,1-.+ $ *.,3.-,53+

$ *1,77,55+ $ *.,13,05-+ $ *.,.77,0.5+ $ *.,37,50+ $ *.,--,-37+


73/96


100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51 $ .,51 $ .,51

$ 30,7.7 $ 33,.5 $ 35,30 $ 3,333 $ -0,0

$ *3-0+ $ *-11+ $ *--77+ $ *-717+ $ *51007+

$ 33,.5 $ 35,30 $ 3,333 $ -0,0 $ -3,.-7

" ##($$ " #,&1#$ " #$.&(# " ))$. " ).#&%1%

$ 17,-3 $ .0,103 $ .3,770 $ .71,-1- $ 30,01.

$ -,17 $ -,17 $ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%#

$ .57,35 $ .77,111 $ .,3 $ 31,15 $ 33,37


$ ,- $ ,1. $ 10,15 $ 1.,. $ 1-,-5

$ *77,1+ $ *,00+ $ *5,03+ $ *-5,.01+ $ *30,355+

$15,000

$.0,000

$.5,000

$30,000

6et pro7t - 6e2 Sales 3ire

*Billin)s+


74/96


. . . . .

#. ), )# )( )

1,-1 1,777 1,13 .,0- .,1-


$ 5,375 $ .7,.0 $ ,0-. $ 1,0,75 $ 1,13,70

$ --,57 $ 5.0,.57 $ 5,.- $ 7,53 $ 75,030

" #&1%(&(1. " #&'(&'% " )'1&%$$ " )&$%,&1)% " (&'1%&1(

$ 1,7.3,53- $ .,13,7-0 $ .,17,.7 $ 3,10,10 $ 3,77.,13.

$ ,5 $ 71,0 $ 7,7 $ 1,11 $ ,--

$ 11,7 $ 1.5,000 $ 133,333 $ 1-1,7 $ 150,000

$ 1..,-7 $ 131,33 $ 1-0,00 $ 1-,7 $ 15,133

$ 70,000 $ 75,000 $ 0,000 $ 5,000 $ 0,000

$ .05,5- $ ...,5 $ .3,5. $ .5,57 $ .73,01

" %1(&'1' " %%(#1 " %$)&'# " ))), " '#&')%

$ 3,-3,07. $ -,17,.- $ -,71,01 $ 5,-.-,.50 $ ,0,-


$ *155,3+ $ *13,015+ $ *11,1+ $ *0,-0.+ $ *0,711+

$ *1,1,53+ $ *.,057,55-+ $ *.,173,7-0+ $ *.,.-,1-.+ $ *.,3.-,53+

$*.0,000+

$*15,000+

$*10,000+

$*5,000+

$@

$5,000

$10,000penses


75/96


100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ .3,375 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ *3,50.5+ $ *5,31.50+ $ *5,31.50+ $ *5,31.50+ $ *5,31.50+

$ 1, $ 30,10- $ 30,10- $ 30,10- $ 30,10-

$ 55,.5 $ 5,5.1 $ 5,5.1 $ 5,5.1 $ 5,5.1

" (1&,,1 " %#&%## " %$#&,() " %'&%( " '#)&,.(

$ 3,01 $ -.1,.1 $ -73,3- $ 5.,051 $ 57,-


$ .-,-7 $ 3.,- $ 3.,- $ 3.,- $ 3.,-

$ 111,--. $ 1--,107 $ 17,771 $ .0,-3 $ .-.,100

vs 0ear in advance

>et proft

$300,000

$-00,000

$500,000

Cumulative Cash=o2 comparision - monthl0 pa

Cu l i

l i l


76/96


$ 5,375 $ .7,.0 $ ,0-. $ 1,0,75 $ 1,13,70

$ 0,-- $ 3,70 $ 1,0.0,.- $ 1,101,70 $ 1,13,15

" %&((&') " &%.)&() " '&,)&'1, " .&',%&(1' " $&...&%.1

$ -,515,73 $ 5,.,770 $ ,0., $ ,-,333 $ 7,10,5

$ 7-,3-0 $ 77,- $ 1,-5 $ 1,-5 $ 1,-5


$ ,003 $ 731,.7 $ 7,-- $ 1,13 $ .,77

$ -,001,0.1 $ -,71.,5- $ 5,-,.-3 $ ,331,103 $ 7,.3,130

>et Cash Blows

$*5,000,000+

$@

$5,000,000

$10,000,000

$15,000,000

$.0,000,000

$.5,000,000

$30,000,000

$35,000,000

$-0,000,000

Cumulative Cash=o2 comparision - month

l i

l i

/*is +itle

$*.00,000+

$*100,000+

$@

$100,000

$.00,000

l i

Cu l i l

/*is +itle

s 0ear in advance

>et proft

>et Cash Blows


77/96


$ *.7,13+ $ 10,1- $ 51,313 $ ,1- $ 1--,-7$ *70,075+ $ *-0,.0+ $ *7,35-+ $ .,-1- $ 7,0..


$ *.,35.,015+ $ *.,3-1,.1+ $ *.,.0,50+ $ *.,1-,3.+ $ *.,0-,71+

$ *.,5-,51.+ $ *.,0-,7.0+ $ *.,1.,07-+ $ *.,53,1+ $ *.,51,3+


78/96


100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51 $ .,51 $ .,51

$ -3,.-7 $ -5,5 $ -,03 $ 50,3 $ 5.,711

$ *5-05+ $ *5707.+ $ *00-+ $ *.7+ $ *5+

$ -5,5 $ -,03 $ 50,3 $ 5.,711 $ 55,003

" (#.&1') " (' " %#&,, " %'$&)11 " )(&)1%

$ 3-.,53 $ 30, $ -.1,.0 $ -3,-- $ 507,-5.

$ -,17 $ -,17 $ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%#

$ 35,11 $ 375,7. $ 35,.- $ -15,37 $ -35,1.


$ 1,77- $ 1,7 $ .0,55 $ ..,-17 $ .-,.51

$ *13,51+ $ 5,07 $ .5,5 $ -,073 $ 7.,3.3

$-00,000

$500,000

$00,000

Cumulative 6et Pro7t - 6e2 Sales 3ire


79/96


. . . . .

). (, (# (( (

.,3.0 .,-5 .,5. .,7.7 .,3


$ 1,.10,5-. $ 1,.1,375 $ 1,35.,.0 $ 1,-.3,0-. $ 1,-3,75

$ 5,3-5 $ 5.,-.. $ 1,053,.01 $ 1,15,.3 $ 1,.,.

" %&%'1&%1, " &%#)&$)# " '&%''&1)) " .&')%&'%% " 1,&,,(&).%

$ -,-57,.0 $ 5,.1,1-5 $ ,01,70 $ ,,0- $ ,003,50

$ 1,31 $ ,077 $ 100,77 $ 105,-.. $ 110,007

$ 15,333 $ 1,7 $ 175,000 $ 13,333 $ 11,7

$ 1,300 $ 177,-7 $ 1,33 $ 15,00 $ .0-,7

$ 5,000 $ 100,000 $ 105,000 $ 110,000 $ 115,000

$ .0,0 $ 307,10 $ 3.-,15 $ 3-1,1 $ 35,.3

" '1#)$ " '%1&'() " '$1(. " .),&'%# " .',%'

$ ,0,..3 $ 7,50,7 $ ,35.,.1- $ ,1.,7 $ 10,053,..3


$ *.7,13+ $ 10,1- $ 51,313 $ ,1- $ 1--,-7

$ *.,35.,015+ $ *.,3-1,.1+ $ *.,.0,50+ $ *.,1-,3.+ $ *.,0-,71+

$*.00,000+

$*100,000+

$@

$100,000

$.00,000

,


80/96


100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ *5,31.50+ $ *5,31.50+ $ *5,31.50+ $ *5,31.50+ $ *5,31.50+

$ 30,10- $ 30,10- $ 30,10- $ 30,10- $ 30,10-

$ 5,5.1 $ 5,5.1 $ 5,5.1 $ 5,5.1 $ 5,5.1

" '..&,% " .%(&1# " $1$&(' " $.%&1. " 1&,%,&.$

$ 30,- $ 3,301 $ 735,71 $ 7,13- $ -0,551


$ 3.,- $ 3.,- $ 3.,- $ 3.,- $ 3.,-

$ .7-,75 $ 307,-. $ 3-0,0- $ 37.,75 $ -05,-..

ments vs 0ear in advance

mulati"e >et roft

l i l


81/96


$ 1,.10,5-. $ 1,.1,375 $ 1,35.,.0 $ 1,-.3,0-. $ 1,-3,75

$ 1,.-,.3 $ 1,3-,01 $ 1,-.7,5-0 $ 1,50, $ 1,50,-5

" 11&1%),( " 1#&($$.% " 1)&$#&.#% " 1%&()%&.#) " 1'&,#'$

$ ,..,53 $ ,,-. $ 11,1-1,-0 $ 1.,3-,5 $ 13,.1,0.3

$ 1,-5 $ 1,-5 $ 1,-5 $ 1,-5 $ 1,-5


$ 1,- $ 1,057,113 $ 1,1..,.7 $ 1,17,-- $ 1,.5.,13

$ ,.10,3.- $ ,.-7,5 $ 10,350,.1. $ 11,517,0 $ 1.,750,77

l0 pa0ments vs 0ear in advance

Cumulati"e >et roft

Cumulati"e >et Cash Blows

l i

mulati"e >et Cash Blows


82/96


$ 1,770 $ .5.,-70 $ 311,70. $ 37-,-.3 $ --0,57$ 10,3 $ 15.,-77 $ 1,17 $ .-,-- $ 300,.--


$ *1,5.,-+ $ *1,00,-7+ $ *1,.,773+ $ *1-,351+ $ *-73,7-+

$ *.,-0,.-0+ $ *.,.55,73+ $ *.,05,575+ $ *1,0,111+ $ *1,507,7+


83/96


100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51 $ .,51 $ .,51

$ 55,003 $ 57,.7 $ 5,503 $ 1,710 $ 3,0

$ *75-+ $ *715-+ $ *7-37+ $ *7713+ $ *73+

$ 57,.7 $ 5,503 $ 1,710 $ 3,0 $ ,0-3

" $1&%.# " '%1&,.% " .1#&'$% " .'&. " $(#&'#$

$ 553,. $ 00, $ 50,.3 $ 701,3- $ 75-,13

$ -,17 $ -,17 $ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%#

$ -5-,1 $ -7-,33 $ --,35 $ 51-,137 $ 533,


$ .,0. $ .7,50 $ .,1 $ 31,30 $ 33,0.

$ ,35 $ 1.,.35 $ 155,51 $ 17,.11 $ ..0,.-


84/96


. . . . .

(. %, %# %( %

., 3,135 3,.71 3,-0 3,5-.


$ 1,5-,70 $ 1,35,5-. $ 1,70,375 $ 1,777,.0 $ 1,-,0-.

$ 1,33,1- $ 1,50.,170 $ 1,.5,50 $ 1,753,371 $ 1,5,-57

" 11&).'&%($ " 1#&..$&'1. " 1(&%1%&),$ " 1.&., " 1.&1%(&1)'

$ ,110,03 $ 10,311,775 $ 11,1.,.-7 $ 13,01-,-- $ 1-,5.3,310

$ 11-,53- $ 11,00 $ 1.3,-.1 $ 1.7,71 $ 13.,0

$ .00,000 $ .0,333 $ .1,7 $ ..5,000 $ .33,333

$ .1-,133 $ ..3,300 $ .3.,-7 $ .-1,33 $ .50,00

$ 1.0,000 $ 1.5,000 $ 130,000 $ 135,000 $ 1-0,000

$ 375,. $ 3.,3. $ -0,37 $ -.,-1 $ --3,-

" $,$&'1 " $($ " $..&'', " 1&,#.'( " 1&,'&''$

$ 10,.,- $ 11,1.,.50 $ 1.,01,0.0 $ 13,.,.- $ 1-,7,073


$ 1,770 $ .5.,-70 $ 311,70. $ 37-,-.3 $ --0,57

$ *1,5.,-+ $ *1,00,-7+ $ *1,.,773+ $ *1-,351+ $ *-73,7-+


85/96


100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ 35,-17 $ 3,-.7 $ -5,351 $ 55,.5 $ 5,5.1

$ *5,31.50+ $ *5,7-0+ $ *,0.+ $ *,..1+ $ *,.13+

$ 30,10- $ 3.,3 $ 3,5- $ -,3 $ 55,3

$ 5,5.1 $ ,00 $ 73,5 $ .,-0 $ 1,10

" 1&11,$ " 1&1.(.$ " 1%.%( " 1&)(,&) " 1&()1&'')

$ ., $ -7,-31 $ 1,00,03 $ 1,07.,531 $ 1,1-5,-1


$ 3.,- $ 3-,71. $ 3,-.0 $ -,175 $ 53,135

$ -3,07 $ -7.,7 $ 51.,.1 $ 55,3- $ 11,5.


86/96


$ 1,5-,70 $ 1,35,5-. $ 1,70,375 $ 1,777,.0 $ 1,-,0-.

$ 1,71,15 $ 1,753,53. $ 1,35,517 $ 1,1,0.7 $ .,001,07

" 1.&$.&1$( " #,&(%1&'# " ##.'() " #(,%$ " #,&)(.

$ 1-,5,555 $ 1,31,31 $ 17,.,7- $ 1,3-,.1 $ .0,5,07

$ 1,-5 $ 1,1 $ 1,- $ .,510 $ 3,05.


$ 1,317,77 $ 1,33,07- $ 1,--,1 $ 1,51-, $ 1,51,111

$ 1-,0-,7- $ 15,-1.,115 $ 1,-1,0.- $ 1,335,-1 $ 1,7,300


87/96


$ 510,153 $ 53,07 $ 5,3.0 $ 73,37 $ .1,5$ 35-,-- $ -11,03 $ -,. $ 531,13 $ 5-,5-


$ 3,30 $ 1,- $ 1,.7,77 $ .,017,.- $ .,3,.1.

$ *1,153,-0.+ $ *7-.,33+ $ *.7.,357+ $ .5,0 $ 53,35-


88/96


100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51 $ .,51 $ .,51

$ ,0-3 $ ,1 $ 70,. $ 7.,3-1 $ 7-,3

$ *.55-+ $ *5.11+ $ *735+ $ *0-.7+ $ *.+

$ ,1 $ 70,. $ 7.,3-1 $ 7-,3 $ 7,-10

" 1&,1,&.$. " 1&,.1&1 " 1&1%)&%,' " 1#'&.$ " 1&),(&),

$ 0,71 $ -,33 $ ..,0 $ .,317 $ 1,0-3,--5

$ -,17 $ -,17 $ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%# " 1$&'%#

$ 553,-. $ 573,3- $ 53,1- $ 1., $ 3.,50


$ 3-,73 $ 3,-. $ 3,1.1 $ 3,75 $ -1,37

$ .55,077 $ .1,53 $ 3.,0 $ 3,-1 $ -10,7-


89/96


. . . . .

%. , # (

3,7 3,1- 3,- -,05 -,..1


$ 1,1,75 $ 1,,70 $ .,00,5-. $ .,131,375 $ .,.0.,.0

$ .,0.1,7 $ .,1.,33. $ .,307,015 $ .,-55,7. $ .,0,1.

" #,&1'%&$)) " ##&)).% " #(&(%'$ " #'&1,1&,'1 " #$&',$&.)

$ 1,1-0,7- $ 17,70,1. $ 1,71,..- $ .1,0,57 $ .3,77,7-

$ 13,33 $ 1-0,537 $ 1--,3 $ 1-,777 $ 15.,.0

$ .-1,7 $ .50,000 $ .5,333 $ .,7 $ .75,000

$ .5,7 $ .,133 $ .7,300 $ .7,-7 $ .,33

$ 1-5,000 $ 150,000 $ 155,000 $ 10,000 $ 15,000

$ -0,50 $ -77,5- $ --,5 $ 511,3 $ 5.,

" 1&1,'.) " 1&1(&'.. " 1&1.$# " 1#%&'$' " 1%&),1

$ 1,10-,357 $ 17,.51,1-- $ 1,-37,-3 $ 1,3,.33 $ .0,.,53-


$ 510,153 $ 53,07 $ 5,3.0 $ 73,37 $ .1,5

$ 3,30 $ 1,- $ 1,.7,77 $ .,017,.- $ .,3,.1.


90/96


100% 100% 100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17 $ 35,-17

$ 5,5.1 $ 5,5.1 $ 5,5.1 $ 5,5.1 $ 5,5.1

$ *,.13+ $ *,.13+ $ *,.13+ $ *,.13+ $ *,.13+

$ 55,3 $ 55,3 $ 55,3 $ 55,3 $ 55,3

$ 1,10 $ 1,10 $ 1,10 $ 1,10 $ 1,10

" 1&%##&..# " 1&1)&$$# " 1&',%&1,1 " 1&'$, " 1&..'&)#,

$ 1,.1,30 $ 1,.1,13 $ 1,3-,01 $ 1,-3, $ 1,50,5


$ 53,135 $ 53,135 $ 53,135 $ 53,135 $ 53,135

$ -,- $ 717,7 $ 770,35 $ .-,070 $ 77,.05


91/96


$ 1,1,75 $ 1,,70 $ .,00,5-. $ .,131,375 $ .,.0.,.0

$ .,0-,131 $ .,17,13 $ .,.50,.35 $ .,333,.7 $ .,-1,33

" #.$,&('$ " ),&(%'&# " )#&','&.$' " )%&,(1&1.( " )'&(%'&%#(

$ ..,3.,33 $ .-,3,130 $ .,1,31 $ .,03.,- $ .,,01

$ 3,05. $ 3,05. $ 3,05. $ 3,05. $ 3,05.


$ 1,-7,553 $ 1,713,- $ 1,70,-3 $ 1,-,7 $ 1,13,31

$ .1,5.5,100 $ .3,.1,3-. $ .-,0,0. $ .,07,151 $ .,700,71


92/96


$ 07,53- $ ,3- $ 1,0,-$ 0,0- $ 7.7,715 $ 77,31


$ 3,7-,7- $ -,7-3,30 $ 5,3.,..

$ 1,513,-3 $ .,.-1,153 $ 3,03,5-3


93/96


100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17

$ .,51 $ .,51 $ .,51

$ 7,-10 $ 7,-0 $ 0,37

$ *551.+ $ *00+ $ *1,00-7.+

$ 7,-0 $ 0,37 $ .,3.-

" 1&).#&'1# " 1&()&,$, " 1&%(%&(1(

$ 1,10,170 $ 1,170,-7. $ 1,.3,331

$ -,17 $ -,17 $ -,17

$ -,53 $ -,53 $ -,53

$ .,500 $ .,500 $ .,500

$ ,50. $ ,50. $ ,50.

" 1$&'%# " 1$&'%# " 1$&'%#

$ 5.,-03 $ 7.,155 $ 1,07


$ -.,73 $ --,550 $ -,107

$ -53,77 $ -,317 $ 5--,-.-


94/96


. . .

. ', '#

-,357 -,-. -,.


$ .,.73,0-. $ .,3-3,75 $ .,-1-,70

$ .,75,-.- $ .,.,17 $ 3,00,.

" )#&('%&1,' " )%&(,1. " ).&($#&11(

$ .5,0,05 $ .,3.1,0. $ 30,73,1

$ 15,1. $ 10,755 $ 1-,-

$ .3,333 $ .1,7 $ 300,000

$ 305,00 $ 31-,7 $ 3.-,133

$ 170,000 $ 175,000 $ 10,000

$ 5-5,7. $ 5.,7 $ 57,1

" 1&),(&.,% " 1&)((&)1, " 1&).)&.1(

$ ..,.33,33 $ .3,577,- $ .-,1,-3


$ 07,53- $ ,3- $ 1,0,-

$ 3,7-,7- $ -,7-3,30 $ 5,3.,..


95/96


100% 100% 100%

$ 35,-17 $ 35,-17 $ 35,-17

$ 5,5.1 $ 5,5.1 $ 5,5.1

$ *,.13+ $ *,.13+ $ *,.13+

$ 55,3 $ 55,3 $ 55,3

$ 1,10 $ 1,10 $ 1,10

" 1&$'.&(#$ " #&,$&%). " #&1,&(.

$ 1,5.,7-3 $ 1,55,31 $ 1,7.,51


$ 53,135 $ 53,135 $ 53,135

$ 30,3-1 $ 3,-7 $ 1,03,11


96/96


$ .,.73,0-. $ .,3-3,75 $ .,-1-,70

$ .,-,31 $ .,5.,--3 $ .,5,-

" )$&$%&$1% " (#&%)$&)%$ " (%,(&.%(

$ 31,5,53. $ 3-,031,-7 $ 3,13,3

$ 3,05. $ 3,05. $ 3,05.


$ 1,7,71 $ .,0-,.03 $ .,11.,--

$ 30,0,7.7 $ 3.,7,177 $ 3-,70,0

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