Modeling ARR and sales: Start by building a Bottoms Up Model
- 1A. AE Rep Productivity by Segment. AEs are direct outbound sales reps with variable ramping schedules and quotas depending on their segment.
- 1B. Inside Sales Rep Productivity
- 1C. Average ACV by Segment
- 1D. Accounts
- 1E. ARR by Segment
- 1F. Sales Expense by Segment
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