Formodelingthesetimesavings,CloudRatingsassumed1.0%ofallSQLsshow minimal-to-zerocontentengagementandarethereforeavoided.Accountexecutives referred to these unengagedprospectsas“ghosts”inCloudRatingsresearchinterviews to set this assumption. Driver of ROI Calculations: Metric Ref Comment Revenue $100,000,000 RevenueGrowth 20.0% NewSalesPerYear $20,000,000 a Sales Per Year Per Sales Rep $673,000 b KeyBankSaaSSurvey2022 NumberofSalesReps 30 c=a/b Sales RepOnTargetEarnings(OTE) $160,000 d RepVueMiddleMarketAEdata OverheadBurden 30% e BureauofLaborStatistics(BLS):41% Fully LoadedAnnualCost $208,000 f = d*(1+e) RELAYTOImpact: UnengagedProspects 1.0% g Assumption+salesrepinterviews AvoidingUnengagedRepSavings $2,080 h=f*g Persalesrep Total Cost Savings $62,400 i = h*c 9