Capacity-Based Territory Size Analysis

	B	C	D	E
1
2		SMB	Mid-Market	Enterprise
3	Reverse Pipeline
4	Annual Quota	$ 500,000	$ 750,000	$ 1,500,000
5	÷ ACV	$ 10,000	$ 50,000	$ 200,000
6	= Wins Needed	50	15	8
7	÷ Win Rate	25%	20%	30%
8	= Opps Needed	200	75	25
9	÷ Opp Creation Rate	8%	10%	20%
10	= Accounts Needed	2,500	750	125
11
12	Prospecting Engagement (Sourcing Deals)
13	Contacts	1	3	6
14	x Touches / Contact	12	12	12
15	= Total / Account	12	36	72
16	x Accounts	2,500	750	125
17	= Total Touches	30,000	27,000	9,000
18
19	Pipeline Engagement (Working Deals)
20	Meetings / Opp	2	4	8
21	x Opps	200	75	25
22	= Total Meetings	400	300	200
23	x Activities / Meeting	3	3	3
24	= Total Activities	1,200	900	600
25
26	Daily Volumes (50 weeks x 5 days = 250 days)
27	Work Days / Year	250	250	250
28	Prospecting Touches / Day	120.0	108.0	36.0
29	Opps Created / Day	0.8	0.3	0.1
30	Meetings / Day	1.6	1.2	0.8
31	Pipeline Activities / Day	4.8	3.6	2.4
32	Deals Closed / Day	0.2	0.1	0.0
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