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Building your Plan
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Model Assumptions Tab:
Fill in the Current Average column with what you are averaging now for each metric. Then fill in the blue numbers for every month.
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We recommend you start with your current results to get a baseline model.
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GTM Bottoms Up Model:
Add your headcount including ramp for your AEs and SDRs
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Everything else will populate based on your inputs from the Model Assumptions tab.
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Measuring Your Results
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Rep and Marketing Details
Fill in all the grey cells with the actual results from that month. This will pupulate several fields in the the Monthly Perforamcne Tab.
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Tip: Build CRM dashboards with this data so It's easy to fill in.
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Monthly Performance
Fill in the yellow cells. The rest should populate from the Rep and Marketing Details spreadsheet.
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Not only can you see your Unit Economics, you can see how you performaned on your Leading Indicators of Unit Economics and
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where you need to focus.
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Definitions
You can change these to whatever language you use internally.
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TOFU
Top of Funnel Leads - either inbound leads or you can change this to accounts prospected for outbound/ABM.
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MQL
Marketing Qualified Lead for inbound leads
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SQL
Sales Qualified lead (or opportunity)
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ACV
Average 1 year contract value
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