Professional Documents
Culture Documents
Average
Annual Duration Total Contract
Opportunities Win Rate Revenue (years) Revenue ($)
2-Data Analysis
Min 11 7 9 3
Max 80 31 55 29
Mean 24 12 16 10
Standard Deviation 15 4 10 4
Weighted Mean Process Time ###
3-Proposal Support
Min 18 8 11 6
Max 155 61 107 42
Mean 44 22 29 12
Standard Deviation 30 9 20 9
Weighted Mean Process Time ###
4 - Pricing
Min 4 3 2 3
Max 24 8 16 17
Mean 8 4 6 6
Standard Deviation 3 1 2 2
Weighted Mean Process Time 7
Exhibit 5: Requests for Sales Support, by Quarter (count)
2010
1st 2nd 3rd 4th Annual Quarter
Quarter Quarter Quarter Quarter Total Average
New Sale
Energy Sector 19 17 16 20 72 18.00
Government Sector 8 18 20 8 54 13.50
Manufacturing Sector 22 27 23 34 106 26.50
Retail and Other Sectors 12 10 7 10 39 9.75
Total 61 72 66 72 271 67.75
Renewal
Energy Sector 9 10 5 4 28 7.00
Government Sector 2 5 14 3 24 6.00
Manufacturing Sector 5 5 11 27 48 12.00
Retail and Other Sectors 11 4 2 0 17 4.25
Total 27 24 32 34 117 29.25
Expansion
Energy Sector 2 4 4 3 13 3.25
Government Sector 1 2 5 3 11 2.75
Manufacturing Sector 4 4 3 10 21 5.25
Retail and Other Sectors 4 2 2 0 8 2.00
Total 11 12 14 16 53 13.25
Pilot
Energy Sector 5 6 6 5 22 5.50
Government Sector 4 4 3 4 15 3.75
Manufacturing Sector 7 9 8 12 36 9.00
Retail and Other Sectors 12 7 5 6 30 7.50
Total 28 26 22 27 103 25.75
Total Requests
Energy Sector 35 37 31 32 135 33.75
Government Sector 15 29 42 18 104 26.00
Manufacturing Sector 38 45 45 83 211 52.75
Retail and Other Sectors 39 23 16 16 94 23.50
Total 127 134 134 149 544 136.00
Renewals Won
Energy Sector 8 10 4 4 26
Government Sector 2 4 11 3 20
Manufacturing Sector 4 5 10 20 39
Retail and Other Sectors 8 3 2 0 13
Total 22 22 27 27 98
Exhibit 6: Year Over Year Requests for Sales Support (count)
Government Sector
Requests processed
New Sale 50 54 8.0%
Renewal 23 24 4.3%
Expansion 10 11 10.0%
Pilot 14 15 7.1%
Total 97 104 7.2%
Renewals Won 21 20
Renewal Win Rate ### ###
New Sales Win Rate ### 22.2%
Manufacturing Sector
Requests processed
New Sale 94 106 12.8%
Renewal 44 48 9.1%
Expansion 18 21 16.7%
Pilot 32 36 12.5%
Total 188 211 12.2%
Renewals Won 40 39
Renewal Win Rate ### ###
New Sales Win Rate ### ###
trimestre 1
Mean Process Fully-Loaded Available
Workload Time Resources Cost Work
(requests) (hours) (headcount) ($ / year) Hours* Utilization
Full Year 2010
1-Data Engineering 127 11 8 ### 14,080 10.0%
2-Data Analysis 127 0 7 ### 12,320 0.0%
3-Proposal Support
Energy Sector 35 0 3 ### 5,280 0.0%
Government Sector 15 0 3 ### 5,280 0.0%
Manufacturing
Retail and OtherSector 38 0 5 ### 8,800 0.0%
Sectors 39 0 2 ### 3,520 0.0%
4 - Pricing 127 0 3 ### 5,280 0.0%
trimestre 2
Mean Process Fully-Loaded Available
Workload Time Resources Cost Work
(requests) (hours) (headcount) ($ / year) Hours* Utilization
Full Year 2010
1-Data Engineering 134 0 8 ### 14,080 0.0%
2-Data Analysis 134 0 7 ### 12,320 0.0%
3-Proposal Support
Energy Sector 37 0 3 ### 5,280 0.0%
Government Sector 29 0 3 ### 5,280 0.0%
Manufacturing
Retail and OtherSector 45 0 5 ### 8,800 0.0%
Sectors 23 0 2 ### 3,520 0.0%
4 - Pricing 134 0 3 ### 5,280 0.0%
trimestre 3
Mean Process Fully-Loaded Available
Workload Time Resources Cost Work
(requests) (hours) (headcount) ($ / year) Hours* Utilization
Full Year 2010
1-Data Engineering 134 0 8 ### 14,080 0.0%
2-Data Analysis 134 0 7 ### 12,320 0.0%
3-Proposal Support
Energy Sector 31 0 3 ### 5,280 0.0%
Government Sector 42 0 3 ### 5,280 0.0%
Manufacturing
Retail and OtherSector 45 0 5 ### 8,800 0.0%
Sectors 16 0 2 ### 3,520 0.0%
4 - Pricing 134 0 3 ### 5,280 0.0%
trimestre 4
Mean Process Fully-Loaded Available
Workload Time Resources Cost Work
(requests) (hours) (headcount) ($ / year) Hours* Utilization
Full Year 2010
1-Data Engineering 149 20 8 ### 14,080 20.7%
2-Data Analysis 149 18 7 ### 12,320 21.4%
3-Proposal Support
Energy Sector 32 0 3 ### 5,280 0.0%
Government Sector 18 0 3 ### 5,280 0.0%
Manufacturing
Retail and OtherSector 83 0 5 ### 8,800 0.0%
Sectors 16 0 2 ### 3,520 0.0%
4 - Pricing 149 0 3 ### 5,280 0.0%
Utilization
Rule of
Thumb
Medium
Medium
Medium
Low
Medium
Medium
Low
Utilization
Rule of
Thumb
Low
Low
Low
Low
Low
Low
Low
Utilization
Rule of
Thumb
Low
Low
Low
Low
Low
Low
Low
Utilization
Rule of
Thumb
Low
Low
Low
Low
Low
Low
Low
Utilization
Rule of
Thumb
Low
Low
Low
Low
Low
Low
Low