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2 | http://www.forentrepreneurs.com/ | by David Skok, General Partner at Matrix Partners | |||||||||||||||||||||||||||||||||||
3 | Cells formated like this: | are input variables | |||||||||||||||||||||||||||||||||||
4 | |||||||||||||||||||||||||||||||||||||
5 | Part 1: Model the ecomomics of a single sales person | ||||||||||||||||||||||||||||||||||||
6 | Sales compensation and overhead | ||||||||||||||||||||||||||||||||||||
7 | Base Compensation | $ 50,000 | |||||||||||||||||||||||||||||||||||
8 | Variable Compensation | $ 55,000 | with 50% draw for first four months | ||||||||||||||||||||||||||||||||||
9 | Draw on Variable Comp | 100% | 70% | 30% | 0% | 0% | 0% | 0% | 0% | 0% | |||||||||||||||||||||||||||
10 | Productivity Ramp | 10% | 33% | 66% | 100% | 100% | 100% | 100% | 100% | 100% | |||||||||||||||||||||||||||
11 | Additional overhead | $ 30,000 | |||||||||||||||||||||||||||||||||||
12 | Sales attrition factor | 15% | a factor to discount bookings to account for failed sales hires and attrition | ||||||||||||||||||||||||||||||||||
13 | |||||||||||||||||||||||||||||||||||||
14 | On target annual bookings | ||||||||||||||||||||||||||||||||||||
15 | 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 | ||||||||||||||||||||||||||||||||||
16 | 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) | ||||||||||||||||||||||||||||||||||
17 | Monthly Bookings (MRR) Quota | $ 3,472 | The above number, expressed as MRR bookings, instead of ACV (i.e. ACV / 12) | Quick Marketing Calculation | |||||||||||||||||||||||||||||||||
18 | 50% | amount of traffic that is organic versus paid | |||||||||||||||||||||||||||||||||||
19 | Churn Rate and Margin | $1.50 | cost per paid visitor (Google AdWords, etc.) | ||||||||||||||||||||||||||||||||||
20 | Churn Rate (monthly) | 2.50% | $ 0.75 | Cost per visitor (both paid and unpaid) | |||||||||||||||||||||||||||||||||
21 | Gross Margin | 80.00% | 3% | visitors convert to raw leads | |||||||||||||||||||||||||||||||||
22 | 20% | number of raw leads that turn into qualified leads | |||||||||||||||||||||||||||||||||||
23 | Cost of Leads required to feed sales | ||||||||||||||||||||||||||||||||||||
24 | Average Deal Size | $6,000 | (ACV) Annual Contract Value | ||||||||||||||||||||||||||||||||||
25 | Deals to meet target | 6.9 | per month | 1 | qualified lead | ||||||||||||||||||||||||||||||||
26 | Leads to closed deal | 10 | 5 | raw leads required | |||||||||||||||||||||||||||||||||
27 | Cost per Qualified Lead | $125 | 167 | visitors required | |||||||||||||||||||||||||||||||||
28 | Cost of Leads required | $ 8,698 | per month, for 1 fully productive sales person | $125 | Cost of visitors (also = Cost per qualified lead) | ||||||||||||||||||||||||||||||||
29 | |||||||||||||||||||||||||||||||||||||
30 | |||||||||||||||||||||||||||||||||||||
31 | Other interesting Calculations | ||||||||||||||||||||||||||||||||||||
32 | Lead Gen costs per deal | $ 1,253 | Excludes people costs | ||||||||||||||||||||||||||||||||||
33 | Selling costs per deal | $ 1,620 | Excludes cost of sales management | ||||||||||||||||||||||||||||||||||
34 | Total CAC | $ 2,873 | Excludes people costs in marketing, and sales management. (CAC= Cost to Acquire a Customer) | ||||||||||||||||||||||||||||||||||
35 | Total LTV | $ 16,000 | Calculated by dividing average monthly gross profit per customer (ARPU x Gross Margin ) by the churn rate | ||||||||||||||||||||||||||||||||||
36 | |||||||||||||||||||||||||||||||||||||
37 | |||||||||||||||||||||||||||||||||||||
38 | 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 |
39 | Productivity Ramp | 10% | 33% | 66% | 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% |
40 | Bookings (ACV) | $ 3,542 | $ 11,688 | $ 23,375 | $ 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 |
41 | New MRR added this month | $ 295 | $ 974 | $ 1,948 | $ 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 |
42 | MRR from prior months bookings | $ 295 | $ 1,262 | $ 3,178 | $ 6,050 | $ 8,850 | $ 11,580 | $ 14,242 | $ 16,838 | $ 19,368 | $ 21,835 | $ 24,241 | $ 26,586 | $ 28,873 | $ 31,102 | $ 33,276 | $ 35,396 | $ 37,462 | $ 39,477 | $ 41,441 | $ 43,357 | $ 45,224 | $ 47,045 | $ 48,820 | $ 50,551 | $ 52,239 | $ 53,884 | $ 55,489 | $ 57,053 | $ 58,578 | $ 60,065 | $ 61,514 | $ 62,928 | $ 64,306 | $ 65,650 | $ 66,960 | |
43 | Churn | $ (7.38) | $ (31.54) | $ (79.45) | $ (151.25) | $ (221.25) | $ (289.51) | $ (356.05) | $ (420.94) | $ (484.20) | $ (545.88) | $ (606.02) | $ (664.65) | $ (721.82) | $ (777.56) | $ (831.90) | $ (884.89) | $ (936.55) | $ (986.92) | $ (1,036.04) | $ (1,083.92) | $ (1,130.61) | $ (1,176.13) | $ (1,220.51) | $ (1,263.78) | $ (1,305.97) | $ (1,347.11) | $ (1,387.21) | $ (1,426.32) | $ (1,464.44) | $ (1,501.62) | $ (1,537.86) | $ (1,573.20) | $ (1,607.65) | $ (1,641.25) | $ (1,674.00) | |
44 | Total MRR (Billings) | $ 295 | $ 1,262 | $ 3,178 | $ 6,050 | $ 8,850 | $ 11,580 | $ 14,242 | $ 16,838 | $ 19,368 | $ 21,835 | $ 24,241 | $ 26,586 | $ 28,873 | $ 31,102 | $ 33,276 | $ 35,396 | $ 37,462 | $ 39,477 | $ 41,441 | $ 43,357 | $ 45,224 | $ 47,045 | $ 48,820 | $ 50,551 | $ 52,239 | $ 53,884 | $ 55,489 | $ 57,053 | $ 58,578 | $ 60,065 | $ 61,514 | $ 62,928 | $ 64,306 | $ 65,650 | $ 66,960 | $ 68,237 |
45 | Cumulative Billings | $ 295 | $ 1,557 | $ 4,735 | $ 10,785 | $ 19,635 | $ 31,215 | $ 45,458 | $ 62,295 | $ 81,663 | $ 103,498 | $ 127,739 | $ 154,325 | $ 183,198 | $ 214,300 | $ 247,576 | $ 282,972 | $ 320,434 | $ 359,911 | $ 401,353 | $ 444,709 | $ 489,934 | $ 536,979 | $ 585,799 | $ 636,350 | $ 688,589 | $ 742,473 | $ 797,962 | $ 855,014 | $ 913,592 | $ 973,657 | $ 1,035,171 | $ 1,098,099 | $ 1,162,406 | $ 1,228,056 | $ 1,295,016 | $ 1,363,253 |
46 | Cumulative Gross Profit | $ 236 | $ 1,245 | $ 3,788 | $ 8,628 | $ 15,708 | $ 24,972 | $ 36,366 | $ 49,836 | $ 65,330 | $ 82,799 | $ 102,191 | $ 123,460 | $ 146,558 | $ 171,440 | $ 198,061 | $ 226,378 | $ 256,347 | $ 287,929 | $ 321,082 | $ 355,767 | $ 391,947 | $ 429,583 | $ 468,639 | $ 509,080 | $ 550,871 | $ 593,979 | $ 638,369 | $ 684,012 | $ 730,874 | $ 778,926 | $ 828,137 | $ 878,480 | $ 929,925 | $ 982,444 | $ 1,036,013 | $ 1,090,602 |
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48 | |||||||||||||||||||||||||||||||||||||
49 | Expenses | ||||||||||||||||||||||||||||||||||||
50 | 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 |
51 | Variable Compensation | $ 4,583 | $ 3,208 | $ 3,025 | $ 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 |
52 | 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 |
53 | Cost of leads required | $ 850 | $ 2,806 | $ 5,611 | $ 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 |
54 | Total Expenses | $ 12,100 | $ 12,681 | $ 15,303 | $ 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 |
55 | Cumulative expenses | $ 12,100 | $ 24,781 | $ 40,084 | $ 59,836 | $ 79,589 | $ 99,341 | $ 119,093 | $ 138,845 | $ 158,597 | $ 178,350 | $ 198,102 | $ 217,854 | $ 237,606 | $ 257,358 | $ 277,111 | $ 296,863 | $ 316,615 | $ 336,367 | $ 356,119 | $ 375,872 | $ 395,624 | $ 415,376 | $ 435,128 | $ 454,881 | $ 474,633 | $ 494,385 | $ 514,137 | $ 533,889 | $ 553,642 | $ 573,394 | $ 593,146 | $ 612,898 | $ 632,650 | $ 652,403 | $ 672,155 | $ 691,907 |
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57 | 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 |
58 | Net profit | $ (11,864) | $ (11,671) | $ (12,761) | $ (14,912) | $ (12,672) | $ (10,488) | $ (8,358) | $ (6,282) | $ (4,258) | $ (2,284) | $ (360) | $ 1,517 | $ 3,346 | $ 5,130 | $ 6,869 | $ 8,564 | $ 10,218 | $ 11,829 | $ 13,401 | $ 14,933 | $ 16,427 | $ 17,884 | $ 19,304 | $ 20,689 | $ 22,039 | $ 23,355 | $ 24,639 | $ 25,890 | $ 27,110 | $ 28,300 | $ 29,459 | $ 30,590 | $ 31,693 | $ 32,768 | $ 33,816 | $ 34,838 |
59 | Cumulative Net Profit | $ (11,864) | $ (23,535) | $ (36,296) | $ (51,208) | $ (63,880) | $ (74,368) | $ (82,727) | $ (89,009) | $ (93,267) | $ (95,551) | $ (95,911) | $ (94,394) | $ (91,048) | $ (85,918) | $ (79,050) | $ (70,485) | $ (60,268) | $ (48,438) | $ (35,037) | $ (20,104) | $ (3,677) | $ 14,207 | $ 33,511 | $ 54,200 | $ 76,238 | $ 99,594 | $ 124,232 | $ 150,122 | $ 177,232 | $ 205,532 | $ 234,991 | $ 265,581 | $ 297,274 | $ 330,042 | $ 363,858 | $ 398,695 |
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77 | Part 2: Look at the Overall Economics when Ramping Sales Hires | ||||||||||||||||||||||||||||||||||||
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79 | 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 | |
80 | 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 |
94 | 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 |
95 | Total Leads Required | 14 | 58 | 148 | 284 | 420 | 555 | 691 | 827 | 963 | 1,098 | 1,234 | 1,370 | 1,506 | 1,641 | 1,777 | 1,913 | 2,049 | 2,184 | 2,320 | 2,456 | 2,592 | 2,727 | 2,863 | 2,999 | 3,135 | 3,271 | 3,406 | 3,542 | 3,678 | 3,814 | 3,949 | 4,085 | 4,221 | 4,357 | 4,492 | 4,628 |
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98 | 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 |
99 | Bookings (ACV) | $ 7,083 | $ 30,458 | $ 77,208 | $ 148,042 | $ 218,875 | $ 289,708 | $ 360,542 | $ 431,375 | $ 502,208 | $ 573,042 | $ 643,875 | $ 714,708 | $ 785,542 | $ 856,375 | $ 927,208 | $ 998,042 | $ 1,068,875 | $ 1,139,708 | $ 1,210,542 | $ 1,281,375 | $ 1,352,208 | $ 1,423,042 | $ 1,493,875 | $ 1,564,708 | $ 1,635,542 | $ 1,706,375 | $ 1,777,208 | $ 1,848,042 | $ 1,918,875 | $ 1,989,708 | $ 2,060,542 | $ 2,131,375 | $ 2,202,208 | $ 2,273,042 | $ 2,343,875 | $ 2,414,708 |
100 | Total MRR (Billings) | $ 590 | $ 3,114 | $ 9,470 | $ 21,570 | $ 39,270 | $ 62,431 | $ 90,915 | $ 124,590 | $ 163,326 | $ 206,997 | $ 255,478 | $ 308,650 | $ 366,396 | $ 428,600 | $ 495,153 | $ 565,944 | $ 640,868 | $ 719,822 | $ 802,705 | $ 889,419 | $ 979,867 | $ 1,073,957 | $ 1,171,598 | $ 1,272,700 | $ 1,377,178 | $ 1,484,947 | $ 1,595,924 | $ 1,710,029 | $ 1,827,185 | $ 1,947,314 | $ 2,070,343 | $ 2,196,199 | $ 2,324,811 | $ 2,456,111 | $ 2,590,031 | $ 2,726,506 |
101 | Cumulative Billings | $ 590 | $ 3,704 | $ 13,174 | $ 34,744 | $ 74,014 | $ 136,445 | $ 227,360 | $ 351,951 | $ 515,277 | $ 722,273 | $ 977,751 | $ 1,286,401 | $ 1,652,797 | $ 2,081,397 | $ 2,576,550 | $ 3,142,493 | $ 3,783,362 | $ 4,503,184 | $ 5,305,889 | $ 6,195,308 | $ 7,175,175 | $ 8,249,132 | $ 9,420,731 | $ 10,693,431 | $ 12,070,609 | $ 13,555,556 | $ 15,151,479 | $ 16,861,508 | $ 18,688,693 | $ 20,636,007 | $ 22,706,350 | $ 24,902,549 | $ 27,227,360 | $ 29,683,471 | $ 32,273,502 | $ 35,000,008 |
102 | Cumulative Gross Profit | $ 472 | $ 2,963 | $ 10,539 | $ 27,795 | $ 59,211 | $ 109,156 | $ 181,888 | $ 281,560 | $ 412,221 | $ 577,819 | $ 782,201 | $ 1,029,121 | $ 1,322,237 | $ 1,665,118 | $ 2,061,240 | $ 2,513,995 | $ 3,026,689 | $ 3,602,547 | $ 4,244,711 | $ 4,956,246 | $ 5,740,140 | $ 6,599,306 | $ 7,536,584 | $ 8,554,745 | $ 9,656,487 | $ 10,844,445 | $ 12,121,183 | $ 13,489,207 | $ 14,950,954 | $ 16,508,805 | $ 18,165,080 | $ 19,922,039 | $ 21,781,888 | $ 23,746,777 | $ 25,818,802 | $ 28,000,007 |
103 | Growth in MRR | $ 590 | $ 2,523 | $ 6,356 | $ 12,100 | $ 17,700 | $ 23,161 | $ 28,484 | $ 33,675 | $ 38,736 | $ 43,670 | $ 48,481 | $ 53,172 | $ 57,746 | $ 62,205 | $ 66,552 | $ 70,791 | $ 74,924 | $ 78,954 | $ 82,883 | $ 86,714 | $ 90,449 | $ 94,090 | $ 97,641 | $ 101,102 | $ 104,478 | $ 107,768 | $ 110,977 | $ 114,105 | $ 117,156 | $ 120,129 | $ 123,029 | $ 125,856 | $ 128,612 | $ 131,300 | $ 133,920 | $ 136,475 |
104 | |||||||||||||||||||||||||||||||||||||
105 | Expenses | ||||||||||||||||||||||||||||||||||||
106 | 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 |
107 | Variable Compensation | $ 9,167 | $ 15,583 | $ 21,633 | $ 30,800 | $ 39,967 | $ 49,133 | $ 58,300 | $ 67,467 | $ 76,633 | $ 85,800 | $ 94,967 | $ 104,133 | $ 113,300 | $ 122,467 | $ 131,633 | $ 140,800 | $ 149,967 | $ 159,133 | $ 168,300 | $ 177,467 | $ 186,633 | $ 195,800 | $ 204,967 | $ 214,133 | $ 223,300 | $ 232,467 | $ 241,633 | $ 250,800 | $ 259,967 | $ 269,133 | $ 278,300 | $ 287,467 | $ 296,633 | $ 305,800 | $ 314,967 | $ 324,133 |
108 | 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 |
109 | Cost of leads required | $ 1,700 | $ 7,312 | $ 18,535 | $ 35,539 | $ 52,544 | $ 69,548 | $ 86,553 | $ 103,557 | $ 120,561 | $ 137,566 | $ 154,570 | $ 171,575 | $ 188,579 | $ 205,584 | $ 222,588 | $ 239,592 | $ 256,597 | $ 273,601 | $ 290,606 | $ 307,610 | $ 324,615 | $ 341,619 | $ 358,623 | $ 375,628 | $ 392,632 | $ 409,637 | $ 426,641 | $ 443,646 | $ 460,650 | $ 477,654 | $ 494,659 | $ 511,663 | $ 528,668 | $ 545,672 | $ 562,676 | $ 579,681 |
110 | Total Expenses | $ 24,200 | $ 49,562 | $ 80,168 | $ 119,673 | $ 159,177 | $ 198,681 | $ 238,186 | $ 277,690 | $ 317,195 | $ 356,699 | $ 396,204 | $ 435,708 | $ 475,212 | $ 514,717 | $ 554,221 | $ 593,726 | $ 633,230 | $ 672,735 | $ 712,239 | $ 751,743 | $ 791,248 | $ 830,752 | $ 870,257 | $ 909,761 | $ 949,266 | $ 988,770 | $ 1,028,274 | $ 1,067,779 | $ 1,107,283 | $ 1,146,788 | $ 1,186,292 | $ 1,225,797 | $ 1,265,301 | $ 1,304,805 | $ 1,344,310 | $ 1,383,814 |
111 | Cumulative expenses | $ 24,200 | $ 73,762 | $ 153,931 | $ 273,603 | $ 432,780 | $ 631,462 | $ 869,647 | $ 1,147,338 | $ 1,464,532 | $ 1,821,232 | $ 2,217,435 | $ 2,653,143 | $ 3,128,356 | $ 3,643,072 | $ 4,197,294 | $ 4,791,019 | $ 5,424,250 | $ 6,096,984 | $ 6,809,223 | $ 7,560,967 | $ 8,352,214 | $ 9,182,967 | $ 10,053,223 | $ 10,962,984 | $ 11,912,250 | $ 12,901,020 | $ 13,929,294 | $ 14,997,073 | $ 16,104,357 | $ 17,251,144 | $ 18,437,436 | $ 19,663,233 | $ 20,928,534 | $ 22,233,339 | $ 23,577,649 | $ 24,961,463 |
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113 | 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 |
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