| A | B | C | D | E | F | G | H | I | J | K | L | M | N | O | P | Q | R | S | T | U | V | W | X | Y | Z | AA | AB | AC | AD | AE | AF | AG | AH | AI | AJ | AK | |
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1 | SaaS Economics - Ramping a SaaS salesforce | ||||||||||||||||||||||||||||||||||||
2 | |||||||||||||||||||||||||||||||||||||
3 | http://www.forentrepreneurs.com/ | by David Skok, General Partner at Matrix Partners | |||||||||||||||||||||||||||||||||||
4 | Cells formated like this: | are input variables | |||||||||||||||||||||||||||||||||||
5 | |||||||||||||||||||||||||||||||||||||
6 | Part 1: Model the ecomomics of a single sales person | ||||||||||||||||||||||||||||||||||||
7 | Sales compensation and overhead | ||||||||||||||||||||||||||||||||||||
8 | Base Compensation | $ 50,000 | |||||||||||||||||||||||||||||||||||
9 | Variable Compensation | $ 55,000 | |||||||||||||||||||||||||||||||||||
10 | Draw on Variable Comp | 0% | 0% | 0% | 0% | 0% | 0% | 0% | 0% | 0% | |||||||||||||||||||||||||||
11 | Productivity Ramp | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | |||||||||||||||||||||||||||
12 | Additional overhead | $ 30,000 | |||||||||||||||||||||||||||||||||||
13 | Sales attrition factor | 15% | a factor to discount bookings to account for failed sales hires and attrition | ||||||||||||||||||||||||||||||||||
14 | |||||||||||||||||||||||||||||||||||||
15 | On target annual bookings | ||||||||||||||||||||||||||||||||||||
16 | Annual Bookings Quota | 500,000 | Annual quota for a sales rep defined as total ACV (Annual Contract Value) they are expected to bring in each year | ||||||||||||||||||||||||||||||||||
17 | Monthly Bookings (ACV) Quota | $ 41,667 | Monthly quota for a sales rep defined as total ACV (Annual Contract Value) they are expected to bring in each month. (i.e. the above number divided by 12) | ||||||||||||||||||||||||||||||||||
18 | Monthly Bookings (MRR) Quota | $ 3,472 | The above number, expressed as MRR bookings, instead of ACV (i.e. ACV / 12) | Quick Marketing Calculation | |||||||||||||||||||||||||||||||||
19 | 50% | amount of traffic that is organic versus paid | |||||||||||||||||||||||||||||||||||
20 | Churn Rate and Margin | $1.50 | cost per paid visitor (Google AdWords, etc.) | ||||||||||||||||||||||||||||||||||
21 | Churn Rate (monthly) | 2.50% | $ 0.75 | Cost per visitor (both paid and unpaid) | |||||||||||||||||||||||||||||||||
22 | Gross Margin | 80.00% | 3% | visitors convert to raw leads | |||||||||||||||||||||||||||||||||
23 | 20% | number of raw leads that turn into qualified leads | |||||||||||||||||||||||||||||||||||
24 | Cost of Leads required to feed sales | ||||||||||||||||||||||||||||||||||||
25 | Average Deal Size | $6,000 | (ACV) Annual Contract Value | ||||||||||||||||||||||||||||||||||
26 | Deals to meet target | 6.9 | per month | 1 | qualified lead | ||||||||||||||||||||||||||||||||
27 | Leads to closed deal | 10 | 5 | raw leads required | |||||||||||||||||||||||||||||||||
28 | Cost per Qualified Lead | $125 | 167 | visitors required | |||||||||||||||||||||||||||||||||
29 | Cost of Leads required | $ 8,698 | per month, for 1 fully productive sales person | $125 | Cost of visitors (also = Cost per qualified lead) | ||||||||||||||||||||||||||||||||
30 | |||||||||||||||||||||||||||||||||||||
31 | |||||||||||||||||||||||||||||||||||||
32 | Other interesting Calculations | ||||||||||||||||||||||||||||||||||||
33 | Lead Gen costs per deal | $ 1,253 | Excludes people costs | ||||||||||||||||||||||||||||||||||
34 | Selling costs per deal | $ 1,620 | Excludes cost of sales management | ||||||||||||||||||||||||||||||||||
35 | Total CAC | $ 2,873 | Excludes people costs in marketing, and sales management. (CAC= Cost to Acquire a Customer) | ||||||||||||||||||||||||||||||||||
36 | Total LTV | $ 16,000 | Calculated by dividing average monthly gross profit per customer (ARPU x Gross Margin ) by the churn rate | ||||||||||||||||||||||||||||||||||
37 | |||||||||||||||||||||||||||||||||||||
38 | |||||||||||||||||||||||||||||||||||||
39 | Income | Month 1 | Month 2 | Month 3 | Month 4 | Month 5 | Month 6 | Month 7 | Month 8 | Month 9 | Month 10 | Month 11 | Month 12 | Month 13 | Month 14 | Month 15 | Month 16 | Month 17 | Month 18 | Month 19 | Month 20 | Month 21 | Month 22 | Month 23 | Month 24 | Month 25 | Month 26 | Month 27 | Month 28 | Month 29 | Month 30 | Month 31 | Month 32 | Month 33 | Month 34 | Month 35 | Month 36 |
40 | Productivity Ramp | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% | 100% |
41 | Bookings (ACV) | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 | $ 35,417 |
42 | New MRR added this month | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 | $ 2,951 |
43 | MRR from prior months bookings | $ 2,951 | $ 5,829 | $ 8,635 | $ 11,370 | $ 14,037 | $ 16,638 | $ 19,173 | $ 21,645 | $ 24,056 | $ 26,406 | $ 28,697 | $ 30,931 | $ 33,109 | $ 35,233 | $ 37,303 | $ 39,322 | $ 41,290 | $ 43,209 | $ 45,081 | $ 46,905 | $ 48,684 | $ 50,418 | $ 52,109 | $ 53,758 | $ 55,365 | $ 56,932 | $ 58,460 | $ 59,950 | $ 61,403 | $ 62,819 | $ 64,200 | $ 65,547 | $ 66,859 | $ 68,139 | $ 69,387 | |
44 | Churn | $ (73.78) | $ (145.72) | $ (215.87) | $ (284.25) | $ (350.93) | $ (415.94) | $ (479.33) | $ (541.13) | $ (601.39) | $ (660.14) | $ (717.42) | $ (773.27) | $ (827.72) | $ (880.81) | $ (932.58) | $ (983.05) | $ (1,032.26) | $ (1,080.23) | $ (1,127.01) | $ (1,172.62) | $ (1,217.09) | $ (1,260.45) | $ (1,302.72) | $ (1,343.94) | $ (1,384.13) | $ (1,423.31) | $ (1,461.51) | $ (1,498.76) | $ (1,535.07) | $ (1,570.48) | $ (1,605.00) | $ (1,638.66) | $ (1,671.48) | $ (1,703.48) | $ (1,734.68) | |
45 | Total MRR (Billings) | $ 2,951 | $ 5,829 | $ 8,635 | $ 11,370 | $ 14,037 | $ 16,638 | $ 19,173 | $ 21,645 | $ 24,056 | $ 26,406 | $ 28,697 | $ 30,931 | $ 33,109 | $ 35,233 | $ 37,303 | $ 39,322 | $ 41,290 | $ 43,209 | $ 45,081 | $ 46,905 | $ 48,684 | $ 50,418 | $ 52,109 | $ 53,758 | $ 55,365 | $ 56,932 | $ 58,460 | $ 59,950 | $ 61,403 | $ 62,819 | $ 64,200 | $ 65,547 | $ 66,859 | $ 68,139 | $ 69,387 | $ 70,604 |
46 | Cumulative Billings | $ 2,951 | $ 8,780 | $ 17,415 | $ 28,785 | $ 42,823 | $ 59,460 | $ 78,634 | $ 100,279 | $ 124,334 | $ 150,740 | $ 179,437 | $ 210,367 | $ 243,476 | $ 278,709 | $ 316,012 | $ 355,334 | $ 396,624 | $ 439,833 | $ 484,914 | $ 531,819 | $ 580,503 | $ 630,921 | $ 683,030 | $ 736,787 | $ 792,152 | $ 849,085 | $ 907,545 | $ 967,495 | $ 1,028,898 | $ 1,091,717 | $ 1,155,917 | $ 1,221,464 | $ 1,288,323 | $ 1,356,462 | $ 1,425,849 | $ 1,496,453 |
47 | Cumulative Gross Profit | $ 2,361 | $ 7,024 | $ 13,932 | $ 23,028 | $ 34,258 | $ 47,568 | $ 62,907 | $ 80,223 | $ 99,467 | $ 120,592 | $ 143,549 | $ 168,294 | $ 194,781 | $ 222,967 | $ 252,810 | $ 284,267 | $ 317,299 | $ 351,867 | $ 387,931 | $ 425,455 | $ 464,402 | $ 504,737 | $ 546,424 | $ 589,430 | $ 633,722 | $ 679,268 | $ 726,036 | $ 773,996 | $ 823,118 | $ 873,374 | $ 924,734 | $ 977,171 | $ 1,030,659 | $ 1,085,170 | $ 1,140,679 | $ 1,197,162 |
48 | |||||||||||||||||||||||||||||||||||||
49 | |||||||||||||||||||||||||||||||||||||
50 | Expenses | ||||||||||||||||||||||||||||||||||||
51 | Base Salary | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 | $ 4,167 |
52 | Variable Compensation | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 | $ 4,583 |
53 | Overhead | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 | $ 2,500 |
54 | Cost of leads required | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 | $ 8,502 |
55 | Total Expenses | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 | $ 19,752 |
56 | Cumulative expenses | $ 19,752 | $ 39,504 | $ 59,257 | $ 79,009 | $ 98,761 | $ 118,513 | $ 138,265 | $ 158,018 | $ 177,770 | $ 197,522 | $ 217,274 | $ 237,027 | $ 256,779 | $ 276,531 | $ 296,283 | $ 316,035 | $ 335,788 | $ 355,540 | $ 375,292 | $ 395,044 | $ 414,796 | $ 434,549 | $ 454,301 | $ 474,053 | $ 493,805 | $ 513,558 | $ 533,310 | $ 553,062 | $ 572,814 | $ 592,566 | $ 612,319 | $ 632,071 | $ 651,823 | $ 671,575 | $ 691,327 | $ 711,080 |
57 | |||||||||||||||||||||||||||||||||||||
58 | Breakeven Analysis | Month 1 | Month 2 | Month 3 | Month 4 | Month 5 | Month 6 | Month 7 | Month 8 | Month 9 | Month 10 | Month 11 | Month 12 | Month 13 | Month 14 | Month 15 | Month 16 | Month 17 | Month 18 | Month 19 | Month 20 | Month 21 | Month 22 | Month 23 | Month 24 | Month 25 | Month 26 | Month 27 | Month 28 | Month 29 | Month 30 | Month 31 | Month 32 | Month 33 | Month 34 | Month 35 | Month 36 |
59 | Net profit | $ (17,391) | $ (15,089) | $ (12,844) | $ (10,656) | $ (8,522) | $ (6,442) | $ (4,414) | $ (2,436) | $ (508) | $ 1,372 | $ 3,205 | $ 4,992 | $ 6,735 | $ 8,434 | $ 10,090 | $ 11,705 | $ 13,280 | $ 14,815 | $ 16,312 | $ 17,772 | $ 19,195 | $ 20,582 | $ 21,935 | $ 23,254 | $ 24,540 | $ 25,794 | $ 27,016 | $ 28,208 | $ 29,370 | $ 30,503 | $ 31,608 | $ 32,685 | $ 33,735 | $ 34,759 | $ 35,757 | $ 36,731 |
60 | Cumulative Net Profit | $ (17,391) | $ (32,480) | $ (45,325) | $ (55,981) | $ (64,503) | $ (70,945) | $ (75,359) | $ (77,795) | $ (78,302) | $ (76,930) | $ (73,725) | $ (68,733) | $ (61,998) | $ (53,564) | $ (43,474) | $ (31,768) | $ (18,488) | $ (3,673) | $ 12,639 | $ 30,411 | $ 49,606 | $ 70,188 | $ 92,123 | $ 115,377 | $ 139,916 | $ 165,710 | $ 192,726 | $ 220,934 | $ 250,304 | $ 280,807 | $ 312,415 | $ 345,100 | $ 378,835 | $ 413,595 | $ 449,352 | $ 486,083 |
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78 | Part 2: Look at the Overall Economics when Ramping Sales Hires | ||||||||||||||||||||||||||||||||||||
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80 | Month 1 | Month 2 | Month 3 | Month 4 | Month 5 | Month 6 | Month 7 | Month 8 | Month 9 | Month 10 | Month 11 | Month 12 | Month 13 | Month 14 | Month 15 | Month 16 | Month 17 | Month 18 | Month 19 | Month 20 | Month 21 | Month 22 | Month 23 | Month 24 | Month 25 | Month 26 | Month 27 | Month 28 | Month 29 | Month 30 | Month 31 | Month 32 | Month 33 | Month 34 | Month 35 | Month 36 | |
81 | New Sales Hires | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 | 2 |
95 | Total Sales Headcount | 2 | 4 | 6 | 8 | 10 | 12 | 14 | 16 | 18 | 20 | 22 | 24 | 26 | 28 | 30 | 32 | 34 | 36 | 38 | 40 | 42 | 44 | 46 | 48 | 50 | 52 | 54 | 56 | 58 | 60 | 62 | 64 | 66 | 68 | 70 | 72 |
96 | Total Leads Required | 136 | 272 | 407 | 543 | 679 | 815 | 950 | 1,086 | 1,222 | 1,358 | 1,493 | 1,629 | 1,765 | 1,901 | 2,036 | 2,172 | 2,308 | 2,444 | 2,580 | 2,715 | 2,851 | 2,987 | 3,123 | 3,258 | 3,394 | 3,530 | 3,666 | 3,801 | 3,937 | 4,073 | 4,209 | 4,344 | 4,480 | 4,616 | 4,752 | 4,888 |
97 | |||||||||||||||||||||||||||||||||||||
98 | |||||||||||||||||||||||||||||||||||||
99 | Income | Month 1 | Month 2 | Month 3 | Month 4 | Month 5 | Month 6 | Month 7 | Month 8 | Month 9 | Month 10 | Month 11 | Month 12 | Month 13 | Month 14 | Month 15 | Month 16 | Month 17 | Month 18 | Month 19 | Month 20 | Month 21 | Month 22 | Month 23 | Month 24 | Month 25 | Month 26 | Month 27 | Month 28 | Month 29 | Month 30 | Month 31 | Month 32 | Month 33 | Month 34 | Month 35 | Month 36 |
100 | Bookings (ACV) | $ 70,833 | $ 141,667 | $ 212,500 | $ 283,333 | $ 354,167 | $ 425,000 | $ 495,833 | $ 566,667 | $ 637,500 | $ 708,333 | $ 779,167 | $ 850,000 | $ 920,833 | $ 991,667 | $ 1,062,500 | $ 1,133,333 | $ 1,204,167 | $ 1,275,000 | $ 1,345,833 | $ 1,416,667 | $ 1,487,500 | $ 1,558,333 | $ 1,629,167 | $ 1,700,000 | $ 1,770,833 | $ 1,841,667 | $ 1,912,500 | $ 1,983,333 | $ 2,054,167 | $ 2,125,000 | $ 2,195,833 | $ 2,266,667 | $ 2,337,500 | $ 2,408,333 | $ 2,479,167 | $ 2,550,000 |
101 | Total MRR (Billings) | $ 5,903 | $ 17,561 | $ 34,830 | $ 57,570 | $ 85,645 | $ 118,921 | $ 157,267 | $ 200,558 | $ 248,669 | $ 301,480 | $ 358,873 | $ 420,735 | $ 486,953 | $ 557,418 | $ 632,024 | $ 710,668 | $ 793,248 | $ 879,667 | $ 969,828 | $ 1,063,638 | $ 1,161,005 | $ 1,261,841 | $ 1,366,059 | $ 1,473,574 | $ 1,584,304 | $ 1,698,169 | $ 1,815,090 | $ 1,934,990 | $ 2,057,796 | $ 2,183,435 | $ 2,311,835 | $ 2,442,928 | $ 2,576,646 | $ 2,712,925 | $ 2,851,699 | $ 2,992,906 |
102 | Cumulative Billings | $ 5,903 | $ 23,464 | $ 58,294 | $ 115,864 | $ 201,509 | $ 320,430 | $ 477,697 | $ 678,254 | $ 926,923 | $ 1,228,403 | $ 1,587,276 | $ 2,008,011 | $ 2,494,963 | $ 3,052,381 | $ 3,684,405 | $ 4,395,072 | $ 5,188,320 | $ 6,067,987 | $ 7,037,816 | $ 8,101,454 | $ 9,262,459 | $ 10,524,300 | $ 11,890,359 | $ 13,363,934 | $ 14,948,238 | $ 16,646,407 | $ 18,461,497 | $ 20,396,487 | $ 22,454,283 | $ 24,637,718 | $ 26,949,553 | $ 29,392,481 | $ 31,969,127 | $ 34,682,052 | $ 37,533,750 | $ 40,526,657 |
103 | Cumulative Gross Profit | $ 4,722 | $ 18,771 | $ 46,635 | $ 92,691 | $ 161,207 | $ 256,344 | $ 382,157 | $ 542,603 | $ 741,538 | $ 982,722 | $ 1,269,821 | $ 1,606,409 | $ 1,995,971 | $ 2,441,905 | $ 2,947,524 | $ 3,516,058 | $ 4,150,656 | $ 4,854,390 | $ 5,630,252 | $ 6,481,163 | $ 7,409,967 | $ 8,419,440 | $ 9,512,287 | $ 10,691,147 | $ 11,958,590 | $ 13,317,126 | $ 14,769,198 | $ 16,317,190 | $ 17,963,427 | $ 19,710,174 | $ 21,559,642 | $ 23,513,985 | $ 25,575,302 | $ 27,745,641 | $ 30,027,000 | $ 32,421,325 |
104 | Growth in MRR | $ 5,903 | $ 11,658 | $ 17,269 | $ 22,740 | $ 28,075 | $ 33,276 | $ 38,346 | $ 43,291 | $ 48,111 | $ 52,811 | $ 57,394 | $ 61,862 | $ 66,218 | $ 70,465 | $ 74,606 | $ 78,644 | $ 82,581 | $ 86,419 | $ 90,161 | $ 93,810 | $ 97,367 | $ 100,836 | $ 104,218 | $ 107,515 | $ 110,730 | $ 113,865 | $ 116,921 | $ 119,901 | $ 122,806 | $ 125,638 | $ 128,400 | $ 131,093 | $ 133,718 | $ 136,278 | $ 138,774 | $ 141,208 |
105 | |||||||||||||||||||||||||||||||||||||
106 | Expenses | ||||||||||||||||||||||||||||||||||||
107 | Base Salary | $ 8,333 | $ 16,667 | $ 25,000 | $ 33,333 | $ 41,667 | $ 50,000 | $ 58,333 | $ 66,667 | $ 75,000 | $ 83,333 | $ 91,667 | $ 100,000 | $ 108,333 | $ 116,667 | $ 125,000 | $ 133,333 | $ 141,667 | $ 150,000 | $ 158,333 | $ 166,667 | $ 175,000 | $ 183,333 | $ 191,667 | $ 200,000 | $ 208,333 | $ 216,667 | $ 225,000 | $ 233,333 | $ 241,667 | $ 250,000 | $ 258,333 | $ 266,667 | $ 275,000 | $ 283,333 | $ 291,667 | $ 300,000 |
108 | Variable Compensation | $ 9,167 | $ 18,333 | $ 27,500 | $ 36,667 | $ 45,833 | $ 55,000 | $ 64,167 | $ 73,333 | $ 82,500 | $ 91,667 | $ 100,833 | $ 110,000 | $ 119,167 | $ 128,333 | $ 137,500 | $ 146,667 | $ 155,833 | $ 165,000 | $ 174,167 | $ 183,333 | $ 192,500 | $ 201,667 | $ 210,833 | $ 220,000 | $ 229,167 | $ 238,333 | $ 247,500 | $ 256,667 | $ 265,833 | $ 275,000 | $ 284,167 | $ 293,333 | $ 302,500 | $ 311,667 | $ 320,833 | $ 330,000 |
109 | Overhead | $ 5,000 | $ 10,000 | $ 15,000 | $ 20,000 | $ 25,000 | $ 30,000 | $ 35,000 | $ 40,000 | $ 45,000 | $ 50,000 | $ 55,000 | $ 60,000 | $ 65,000 | $ 70,000 | $ 75,000 | $ 80,000 | $ 85,000 | $ 90,000 | $ 95,000 | $ 100,000 | $ 105,000 | $ 110,000 | $ 115,000 | $ 120,000 | $ 125,000 | $ 130,000 | $ 135,000 | $ 140,000 | $ 145,000 | $ 150,000 | $ 155,000 | $ 160,000 | $ 165,000 | $ 170,000 | $ 175,000 | $ 180,000 |
110 | Cost of leads required | $ 17,004 | $ 34,009 | $ 51,013 | $ 68,018 | $ 85,022 | $ 102,027 | $ 119,031 | $ 136,035 | $ 153,040 | $ 170,044 | $ 187,049 | $ 204,053 | $ 221,058 | $ 238,062 | $ 255,066 | $ 272,071 | $ 289,075 | $ 306,080 | $ 323,084 | $ 340,089 | $ 357,093 | $ 374,097 | $ 391,102 | $ 408,106 | $ 425,111 | $ 442,115 | $ 459,120 | $ 476,124 | $ 493,128 | $ 510,133 | $ 527,137 | $ 544,142 | $ 561,146 | $ 578,151 | $ 595,155 | $ 612,159 |
111 | Total Expenses | $ 39,504 | $ 79,009 | $ 118,513 | $ 158,018 | $ 197,522 | $ 237,027 | $ 276,531 | $ 316,035 | $ 355,540 | $ 395,044 | $ 434,549 | $ 474,053 | $ 513,558 | $ 553,062 | $ 592,566 | $ 632,071 | $ 671,575 | $ 711,080 | $ 750,584 | $ 790,089 | $ 829,593 | $ 869,097 | $ 908,602 | $ 948,106 | $ 987,611 | $ 1,027,115 | $ 1,066,620 | $ 1,106,124 | $ 1,145,628 | $ 1,185,133 | $ 1,224,637 | $ 1,264,142 | $ 1,303,646 | $ 1,343,151 | $ 1,382,655 | $ 1,422,159 |
112 | Cumulative expenses | $ 39,504 | $ 118,513 | $ 237,027 | $ 395,044 | $ 592,566 | $ 829,593 | $ 1,106,124 | $ 1,422,159 | $ 1,777,699 | $ 2,172,743 | $ 2,607,292 | $ 3,081,345 | $ 3,594,903 | $ 4,147,965 | $ 4,740,531 | $ 5,372,602 | $ 6,044,177 | $ 6,755,257 | $ 7,505,841 | $ 8,295,930 | $ 9,125,523 | $ 9,994,620 | $ 10,903,222 | $ 11,851,328 | $ 12,838,939 | $ 13,866,054 | $ 14,932,673 | $ 16,038,797 | $ 17,184,426 | $ 18,369,559 | $ 19,594,196 | $ 20,858,338 | $ 22,161,984 | $ 23,505,134 | $ 24,887,789 | $ 26,309,948 |
113 |