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Bookings Waterfall Models and the use of Ramped Rep Equivalents (RREs

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Productivity (steady state) 1,000 ($K of new ARR per QCR per year)

1Q19 2Q19 3Q19 4Q19 2019
Number of QCRs by Tenure
First quarter 1 2 4 6
Second quarter 3 1 2 4
Third quarter 5 3 1 2
Fourth quarter 7 5 3 1
Steady state 9 16 21 24
Total QCRs 25 27 31 37 37

Ramped Rep Equivalents (RREs)
First quarter - - - - -
Second quarter 0.8 0.3 0.5 1.0 1.0
Third quarter 2.5 1.5 0.5 1.0 1.0
Fourth quarter 5.3 3.8 2.3 0.8 0.8
Steady state 9.0 16.0 21.0 24.0 24.0
Total RREs 17.5 21.5 24.3 26.8 26.8

Bookings Capacity 4,375.0 5,375.0 6,062.5 6,687.5 22,500.0
RRE to QCR ratio 70% 80% 78% 72%
Capacity lost to ramping, $ 1,875 1,375 1,688 2,563
Capacity lost to ramping, % 30% 20% 22% 28%
Orange cells = drivers
Green cells = required data

Productivity Ramp
Percent Bookings/Qtr
0% -
25% 62.5
50% 125.0
75% 187.5
100% 250.0

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