ABM Labor Costs - Revisited (Copy to use)

	A	B	C	D	E	F	G	H
1
2	Initial parameters
3	Accounts in batch	12
4	Contacts per account (all levels)	20
5	Batch prep, hours (assessment, infrastructure, etc)	5
6	Cadence creation (hours per contact)	1
7
8	Labour costs per operation	Duration (hours)	Research %	Research Hours	BDR %	BDR Hours	Management %	Management Hours
9	Research (per account)	20	90.00%	216	5.00%	12	5.00%	12
10	Value hypothesis validation	3	40.00%	14.4	40.00%	14.4	20.00%	7.2
11	Cadence creation and launch (per account)	20	0.00%	0	95.00%	228	5.00%	12
12	Manual follow-ups (per account)	6	0.00%	0	90.00%	64.8	10.00%	7.2
13				230.4		319.2		38.4
14	Total hours per account	49
15	Total hours per batch	593.0
16
17	Batch setup
18	Sprint length (weeks)	8
19	Research team bandwidth per week	40
20	BDR team bandwidth per week	40
21	Management bandwidth per week	10
22
23	Labour costs per role	Hours per batch	Hours per batch per week	Hourly rate	Internal cost
24	Research	230	29	30.0	6912.0
25	BDR	319	40	50.0	15960.0
26	Management	38	5	150.0	5760.0
27				Total cost	28632.0
28				Cost per account	2386
29
30	ROI Estimate
31	Accounts in batch	12
32	Account / Engaged Account	15%
33	Engaged Account / Won	33%
34	Engaged accounts	2
35	Closed-won accounts	1
36	App. per engaged account	$15,907
37	App. cost per sale	$48,202
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