|
Medians |
| Performance Metrics |
| % of Quota Capacity Achieved* |
86.7% |
| % of AEs Delivering 75%+ of Quota |
62.5% |
| % of AEs Delivering 100%+ of Quota |
25.0% |
|
| Compensation Plan Metrics |
| Quota-to-OTE Ratio |
4.2x |
| % Variable Comp @ OTE |
50.0% |
| Use of Accelerators |
23% use Large Accelerators |
| Use of Decelerators |
28% use Large Decelerators |
|
| Cost Performance Metrics |
| AE Comp ARR Bookings |
37.1% |
| AE Comp-to-Total Sales Cost Ratio |
93.6% |
| Segement S&M Cost/ARR Bookings |
55.2% |
|
| Team Metrics |
| AE-to-Manager Ratio |
5:1 |
| AE-to-SE Ratio |
3:1 |
| AE-to-BDR Ratio |
3:1 |
| AE-to-SDR Ratio |
3:1 |
|
| Company & Other Metrics |
| # of Segments |
157 |
| # of Companies |
149 |
| ARR |
|
| % over $20M |
29% |
| % over $60M |
11% |
| Years Profiled |
2021 and 2020 |
| * % of Quota Capacity equals Bookings divided by the quantity : Avg ramped AEs times Avg Quota |
