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Jan-16Feb-16Mar-16Apr-16May-16Jun-16Jul-16Aug-16Sep-16Oct-16Nov-16Dec-16Jan-17Feb-17Mar-17Apr-17May-17Jun-17
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Headcount
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Full Time Sales Development Reps (SDRs)111222333555778101012
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Prospects
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New Total Prospects1872111964303763626126576001,0659009301,3161,5191,7442,0001,9302,628
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New Prospects per SDR187211196215188181204219200213180186188217218200193219
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Prospect Responses 788883172166158269252259398340343568550736769714977
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Reach Rate42%42%42%40%44%44%44%38%43%37%38%37%43%36%42%38%37%37%
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Leads
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Sales Qualified Leads (SQLs)889181617232622433136595370898197
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SQLs per SDR889989897967889988
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Pass Rate10.26%9.09%10.84%10.47%9.64%10.76%8.55%10.32%8.49%10.80%9.12%10.50%10.39%9.64%9.51%11.57%11.34%9.93%
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Pipeline
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Qualified Sales Opportunities (QSOs)667141212161917292325473549605675
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QSOs per SDR667766566655756666
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Prospects per QSO313528313130383535373937284336333435
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Pipeline Rate75.00%75.00%77.78%77.78%75.00%70.59%69.57%73.08%77.27%67.44%74.19%69.44%79.66%66.04%70.00%67.42%69.14%77.32%
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Goals
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Reach Rate - Goal40%40%40%40%40%40%40%40%40%40%40%40%40%40%40%40%40%40%
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Pass Rate - Goal11%11%11%11%11%11%11%11%11%11%11%11%11%11%11%11%11%11%
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Pipe Rate - Goal73%73%73%73%73%73%73%73%73%73%73%73%73%73%73%73%73%73%
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