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Mediafly is a mobile sales enablement solution that enhances how brands engage prospective buyers. By using Mediafly's technology, marketing and sales teams are able to deliver custom, dynamic sales presentations quickly and efficiently, engaging customers with insights that are relevant to them.

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Assumptions
Salaries Burdened (loaded) salary rate Estimated growth in annual salary and fully loaded rate increases Average annual fully loaded salary for each team member Training and learning delivery and support Governance and compliance Operations Business days per year Solution Implementation and Adoption Factors Rollout period - time from purchase to roll-out (in months) Adoption (Benefit schedule) Year 1 Year 2 Year 3 Discount rate (used in NPV savings)
MindTickle Readiness Value Assessment
Engaging customers effectively is becoming ever harder for sellers faced with buyers that are cost-conscious, educated and sceptical. For complex and transactional sales teams alike, its tough out there.
Sales Readiness is a proven, modern approach to equipping your customer-facing teams with the behaviors and capabilities they need to hit the ground and close business faster and profitably.
With this RVA you will:
Identify challenges in your current approach to sales onboarding, training and coaching
Quantify the cost of "doing nothing"
Unlock revenue and bottomline impact with MindTickle
Assess your Sales Readiness opportunities in 15 minutes or less
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Readiness Value Assessment
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Readiness Value Assessment
Talk To A Readiness Expert
First Name
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Email Address
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Investment in MindTickle
The proposed investment in MindTickle.
MindTickle Solution Essentials Professional Premier Total Number of seats Price per seat Initial Year 1 Year 2 Year 3 Licensing Support Professional services Total investment
Your Company Profile
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Annual sales revenue (in millions)
Net margin on sales revenue
Number of employees
Your role(s)
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Your Team Profile
Enter the details of the teams that benefit from your readiness programs.
Team members
Current headcount
Expected annual growth
 Quota-carrying direct sellers Sales support (BDR, technical sellers) Sales managers Channel partners (companies) Total
Quota Carrying Direct Sellers
 Average annual quota per seller Average quota attainment for ramped sellers Average quota attainment for new (non-ramped) sellers Time to productivity for new hires (in months)
Channel Partners
 Average annual revenue per partner company Net margin on channel partner revenue Annual partner turnover rate New channel partner onboarding and training cost
Existing Platforms & Tools
 Number of existing tools that support readiness programs Number of people administering the incumbent systems (full time equivalents)  FTEs
Training Programs
 Number of in-person training programs developed annually Number of in-person training delivered annually (full day equivalent) Average readiness program adoption
Retention and Attrition
 Regrettable attrition of ramped sellers Unregrettable attrition of ramped sellers Average time to recognize poor performers and manage the attrition (months) Opportunity cost per non-ready seller (monthly)
Sales Training Days
 Number of training days per seller (annually) Opportunity cost per day of lost selling time
Deal Performance
 Number of new sales opportunities created per year Average deal size (revenue per opportunity) Average contract length (months) Current average win rate Average time from opportunity creation to close (sales cycle in months) Average discount per deal
Compliance and Risk
 Number of person hours spent managing compliance (monthly) Governance (establishing compliance rules and assure policies are adhered to) Communicate and train Collect data and develop reports Support audits and issues With your current practices, how many compliance and regulatory issues will you have to deal with over the next 12 months
Reporting and Forecasting
 Person hours to prepare reports for meetings and executives (monthly) Person hours to vet and reconcile forecasts (monthly)
Your Priorities
Prioritize your readiness goals. See how similar companies prioritize readiness objectives. Prioritize your top three readiness goals. ONLY 3 GOALS CAN BE PRIORITIZED AS HIGH OR TOP. See how similar companies prioritize readiness objectives.
Value Summary For You
Here are some opportunities for improvement and their average annual potential business value with MindTickle
Average annual value of MindTickle
Average annual sales benefits
Average annual cost savings / efficiency benefits
Average annual value by benefit
Projected Business Value of MindTickle for
The business value projected from MindTickle over the next three years
Year 1 Year 2 Year 3 Total Increase average quota attainment Reallocate time spent in training to sales activity Drive a culture of sales coaching Improve sales effectiveness (win rates, deal size, sales cycle) Reduce time to ramped-productivity Better manage retention and attrition Ensure regulatory compliance Increase channel partner retention and decrease onboarding costs Improve readiness program adoption Automate and improve efficiency of reporting processes Reduce development and delivery cost of readiness programs Increase channel partner performance Consolidate current systems and reduce cost of administration Total
Total business value (over three years)
Average annual business value
Three year benefits
Next Steps

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ROI Analysis
The comparison of benefits versus investment
Estimated benefits
Initial
Year 1
Year 2
Year 3
Cumulative benefits
Initial
Year 1
Year 2
Year 3
Proposed investment
Initial
Year 1
Year 2
Year 3
Cumulative investment
Initial
Year 1
Year 2
Year 3
Net benefits
Initial
Year 1
Year 2
Year 3
Cumulative net improvement
Initial
Year 1
Year 2
Year 3
Cost of Doing Nothing (per month)
ROI (over 3 years)
Payback Period
NPV Savings (over 3 years)
Cumulative investments vs. cumulative benefits
The average seller today faces a more informed purchasing group, overloaded with information about the seller's business as well as those of their competitors. On top of this, companies are constantly innovating on new solutions and business models (subscription based etc.) that demand the seller to rethink the traditional sense of value articulation and selling.
In other words, this means that a traditionally successful seller runs the risk of poor performance if they don't continuously upgrade their skills and behavior.
Did you know ...
  • 75% of learning is forgotten 6 days after training (Instructure)
  • Only 46.7% of reps achieve quota with no dedicated enablement team vs. 57.3% achieving quota with a dedicated enablement team (CSO insights)
  • Companies with continuous sales training reap as high as 50% higher net sales per employee than companies without (HubSpot)
With MindTickle you are empowered to better:
  • Deliver just in time, just enough knowledge and skills delivered in the flow of work, contextually automated with CRM
  • Approach to gathering field insights/best practices and turning them into readiness modules
  • Personalize coaching to specific competencies that impact deal outcomes
Current State Benefits with MindTickle Future State Quota-carrying direct sellers Average annual quota per seller Average quota attainment against target Average revenue performance per team member Total revenue performance Net margin on sales revenue Margin impact Year 1 Year 2 Year 3 Annual revenue impact Adoption / realization curve Ramped revenue impact Annual growth in annual opportunity and savings potential
Annual revenue impact potential
Annual bottom-line margin impact
Sales impact from increase in quota attainment
Traditional classroom and long-form training requires learners in seats and extensive out of the field time which has an opportunity cost.
Other organizations have different non-optimized programs in motion, which may not be as efficient or effective.
Did you know ...
  • 65% of a sales person’s time is spent on non-selling activities: admin tasks, service tasks, traveling, training, internal meetings, down time (CSO insights 2018)
  • Up to 37% of sales reps have received 16 days or more of sales training during their first year on the job (HubSpot)
With MindTickle you are empowered to:
  • Cut down on the amount of face to face training by augmenting it with online and on demand prework and reinforcement/role plays
  • Increase the effectiveness of classroom training by contextualizing it based on the participant's competency framework and their role specific needs
Current State Benefits with MindTickle Future State Number of team members Number of training days per seller (annually) Total number of selling days lost Average opportunity cost per day Total revenue opportunity cost Net margin on sales revenue Total margin opportunity cost Year 1 Year 2 Year 3 Annual opportunity recapture Adoption / realization curve Ramped opportunity recapture Annual growth in annual opportunity and savings potential
Annual revenue impact potential
Annual bottom-line opportunity recapture
Opportunity cost due to loss of selling time
For most organizations, manager lead coaching is either reactive, inconsistent or non-existent - data isn't capered and attempts to improve capabilities at scale is difficult without the right platform and technology.
Did you know ...
  • 60% of organizations don't have a formal coaching process
  • The average win rate is 49.5%. Formal & dynamic coaching has a significant impact on win rates, increasing them to 57.7%
With MindTickle you can:
  • Drive a scalable, repeatable and specific coaching culture that focused on performance outcomes
  • Leverage powerful AI to automate and augment manual processes from regular cadences to smart transcriptions and remediation content
  • Get a holistic view of organizational performance across core competencies
Current State Benefits with MindTickle Future State Quota-carrying direct sellers Average annual quota per seller Average quota attainment against target Average revenue performance per team member Total revenue performance Net margin on sales revenue Margin impact Year 1 Year 2 Year 3 Annual revenue impact Adoption / realization curve Ramped revenue impact Annual growth in annual opportunity and savings potential
Annual revenue impact potential
Annual bottom-line margin impact
Sales impact from coaching
Your organization is faced with a more educated, self-serving buyers. Because of this, sellers must be better equipped with the right knowledge, skills and behaviors to deliver a compelling, high-velocity sales cycle that converts at the maximum margin.
Did you know ...
  • Sales cycles have increased by 24% over the past two years (SiriusDecisions)
  • The average win rate of a deal increases by 6.6% with dedicated enablement (CSO insights)
MindTickle improves performance outcomes with:
  • A leading data point that can predict a seller's capability to achieve their revenue goals
  • Robust analytics that help readiness / enablement practitioners proactively develop the resources needed to achieve revenue outcomes
  • A personalized sales readiness experience, delivered in opportunity environments, that are relevant and contextual to the seller scenario
Current State Benefits with MindTickle Future State Number of new sales opportunities Average win rate Closed opportunities (deals) Average deal size before discounting - revenue per opportunity (annualized) Average discount on opportunity to close Average deal size after discounting applied Incremental revenue impact Sales revenue from new opportunities Average sales cycle Accelerated sales cycle reduction (in months) Average revenue per month Additional revenue acceleration Total sales revenue impact Net margin on sales revenue Margin impact Year 1 Year 2 Year 3 Annual revenue impact Adoption / realization curve Ramped revenue impact Annual growth in annual opportunity and savings potential
Annual revenue impact potential
Annual bottom-line margin impact
Sales impact from increase in effectiveness
Current onboarding programs are usually based on generic education curriculum and have little consideration for the current skill set or experience of the new hire. Usually they are focused on participation metrics and performed by the training teams without the involvement of managers and ramped peers.
This means you are taking more time to onboard new hires to productivity, and more importantly there is no way to correlate the influence of the onboarding program on their performance in the role.
Did you know ...
  • It take 9.2 months for a new seller to reach effectiveness (CSO insights 2018)
  • Organizations that report having a strong onboarding program ramp their new hires 17.9% more quickly, providing almost an additional two months of full productivity (CSO insights 2018)
With MindTickle you can drive an onboarding program that is:
  • Milestone based, focused on the personalized capabilities and competencies needed to be successful
  • Integrated with day to day activities in their roles (emails, demos, pitches etc.)
  • Collaborative effort between enablement and sales management to assure continuity post bootcamp
Accelerate on-boarding Current State Benefits with MindTickle Future State Number of new direct sellers Number of months to ramped-productivity Accelerated ramp (months) Quota for new hires (annual) Average quota attainment for new (non-ramped) sellers Average annual quota at ramped-productivity Revenue value of each month of potential acceleration (quota at target / 12) Lost opportunity cost during ramp-up per team member Lost revenue opportunity cost for new team members in total (over entire ramp up) Current State Benefits with MindTickle Future State Total lost revenue opportunity Net margin on sales revenue Total lost sales margin opportunity Year 1 Year 2 Year 3 Annual opportunity recapture Adoption / realization curve Ramped opportunity recapture Annual growth in annual current opportunities and savings potential
Annual revenue impact potential
Annual bottom-line margin impact
Opportunity cost due to time to ramped-productivity
Often leaders are provided with only lagging indicators of an individual's performance in order to make personnel decisions (promotions, terminations etc.). Such an approach does not classify the challenges on whether they pertain to skill vs. will, resulting in lost coaching opportunities.
Also, the enablement team has limited access to relevant data that helps them become credible contributors in such discussions.
Did you know ...
  • The top 20% of salespeople account for 53.6% of revenues (CSO insights 2018)
  • Organizations lose 15.7% of their salesforce each year, and it takes 12.9 months to replace that seller and get them to 100% productivity (CSO insights 2018)
  • It takes 9.2 months before you can typically recognize a non-performer
With MindTickle you can:
  • Use data on an individual's readiness and engagement to determine coaching / upskilling opportunities in advance
  • Offer opportunities to the individual for self-correction and remediation of identified gaps
  • Leverage role-based competency models to effect inter-departmental movements and internal promotions
  • Manage regrettable and un-regrettable attrition
Current State Savings with MindTickle Future State Total number of team members Regrettable attrition Expected attrition Average cost to replace a lost resource Total Current State Savings with MindTickle Future State Total number of team members Unregrettable attrition Expected managed attrition Average time to recognize poor performers and manage the attrition (months) Average loss of potential revenue by not replacing poor performing sellers (per month) Total revenue opportunity cost from poorly managed unregrettable attrition Net margin on sales revenue Total bottom-line impact from poorly managed unregrettable attrition Total opportunity cost Year 1 Year 2 Year 3 Annual opportunity recapture Adoption / realization curve Ramped opportunity recapture Annual growth in annual current opportunities and savings potential
Annual revenue impact potential
Annual bottom-line opportunity recapture and savings
Managed retention and attrition impact
Frequent change in regulation and compliance expectations means sellers and managers struggle to keep up with what is, and what is not compliant. Because of this, sellers either tip toe around sales conversations or turn into a 'compliance robot' - ultimately disengaging the customer from the purchasing experience.
There is also massive reputational and financial penalties for organizations who cannot demonstrate that due diligence was done when distributing compliance training programs.
Did you know ...
  • 472 financial professionals were suspended in 2018 due to misconduct. 386 were Barred, 16 firms were expelled, 23 firms were suspended (FINRA)
  • $61 million worth of fines were issued in 2018 for financial misconduct (FINRA)
  • The average fine to a firm for misconduct was $107,000 (InvestmentNews)
  • $250,000 - average estimated legal and penalties / fines impact from each realized regulatory issue, not counting additional brand and business damage
With MindTickle you can:
  • Get up-to-the-minute compliance training, certification and re-certification to the field, delivered on mobile or the web
  • Assure compliance beyond 'checking a box' with demonstrable role play activities
  • Easily provide a record and evidence of compliant role play behaviors to regulatory bodies
Current State Savings with MindTickle Future State Number of person hours spent managing compliance (monthly) Governance (establishing compliance rules and assure policies are adhered to) Communicate and train Collect data and develop reports Support audits and issues Total monthly person hours Average fully loaded hourly rate for compliance team members Total compliance labor cost (annualized) Risk of compliance and regulatory issue a year resulting in legal penalties and fines over the next year Average penalties, legal costs, and business impact per issue Total annual compliance risks Total annual compliance costs Year 1 Year 2 Year 3 Annual risk savings Adoption / realization curve Ramped risk savings Annual growth in annual opportunity and savings potential
Annual person hour savings
Annual compliance penalty savings
Regulatory compliance costs
Your partners are an extension of your salesforce, so why should they get treated any differently to your direct sellers? A better onboarded and engaged partner will result in cost-efficiency and lower turnover.
Did you know ...
  • Channel partners take over a year to become fully productive, according to 24% of companies (CSO Insights)
  • Channel enablement technology is only present at 46% of companies (SMA)
  • Only 35% of companies have effective coaching and development for channel salespeople (SMA)
MindTickle helps you onboard and retain your partners with:
  • Comprehensive, milestone driven onboarding pathways
  • Ongoing readiness through an integrated, mobile-first platform
  • A data driven way to understand which partners are engaged and ready, and which need attention
Channel partner retention improvements Current State Benefits with MindTickle Future State Channel partners (companies) Annual channel partner company turnover rate Annual channel partner company turnover New channel partner company onboarding and training cost Total annual onboarding cost across partner companies Year 1 Year 2 Year 3 Annual revenue impact Adoption / realization curve Ramped revenue impact Annual growth in annual opportunity and savings potential
Annual channel partner company turnover reduction
Annual channel partner company onboarding savings potential
Channel partner company revenue, retention and onboarding impact
Learners are often challenged by long-form content that is not engaging, specific to their role, or optimized for today's short attention spans.
As a result, adoption and use of training content is poor. Learners who are more engaged and educated with the right information will outperform those who are not.
Did you know ...
  • 80% of U.S. workers believe that game-based learning is more engaging and interesting than traditional classroom-based learning (Deloitte)
  • A single system for content increased win rates to 53.7% vs. 45.6% win rate of those who emailed or stored content in multiple systems (CSO insights)
MindTickle delivers with:
  • A mobile-first, gamified platform with knowledge and skills training in the flow of work
  • Contextual, bite-sized learning that is built for the modern learning ecosystem
  • Recommend readiness programs / modules based on capabilities, competency, rules and sales outcomes
Quota effectiveness of those who are sales ready Quota effectiveness of those who are not sales ready Difference in quota performance Equivalent annual revenue difference between sales ready team members Current State Benefits with MindTickle Future State Number of team members Percentage of sales ready team members (current) Team members sales ready Individual revenue value of sales ready team member Total revenue value across sales ready team Net margin on sales revenue Margin impact Year 1 Year 2 Year 3 Annual revenue impact Adoption / realization curve Ramped revenue impact Annual growth in annual current costs and savings potential
Annual revenue impact potential
Annual bottom-line margin impact
Revenue impact of ready sellers
Reporting the impact of readiness programs is either not done or a laborious process that takes significant time and resources.
Because of this, businesses are missing out on opportunities to better apply resources to source, build and deploy readiness programs that are needed to impact business outcomes.
Did you know ...
  • 55.2% of sales managers indicate that measurement and reporting key to sales performance improvements
  • 51.3% of sales managers believe developing sales coaching skills is key to success
MindTickle delivers with:
  • A single platform that intuitively reports on all your readiness programs in real time
  • Out of the box, smart BI tools that provide integrated and contextual analytics
  • The ability to customize, personalize and bookmark reports
Current State Savings with MindTickle Future State Person hours to prepare reports for meetings and executives (monthly) Person hours to vet and reconcile forecasts (monthly) Total hours (annualized) Fully loaded salary for operations staff Total cost (annualized) Year 1 Year 2 Year 3 Annual savings recapture Adoption / realization curve Ramped savings recapture Annual growth in annual current costs and savings potential
Current annual costs
Annual person hour savings
Annual cost avoidance potential
Reporting and forecast management costs
If your program development & delivery approach is not up to scratch, you are likely investing a significant amount of time and money on some of the following:
  1. People (instructors, subject matter experts, content developers, instructional designers etc.)
  2. Travel & accommodation
  3. Infrastructure (classrooms, equipment)
  4. Materials
Did you know ...
  • The average cost to develop & deploy a traditional training program is $14,000 (NATA Compliance Services)
  • The average time spent in each training class by attendees is 46.7 hours (Training)
  • The average spend on classroom training expenses is $232,896 (travel, accom, equipment)
MindTickle offers you the opportunity to:
  • Develop scalable and repeatable readiness programs that are agile and easy to maintain
  • Reduce existing classroom training time with pre and post milestone based learning activities
Current State Savings with MindTickle Future State Number of in-person training programs developed annually Average production cost per program Total program production cost Number of in-person training delivered annually (full day equivalent) Average cost per in-person training program Total in-person training cost Total readiness program production and in-person training costs Year 1 Year 2 Year 3 Annual savings recapture Adoption / realization curve Ramped savings recapture Annual growth in annual current costs and savings potential
Average production cost savings per program
Average in-person training program cost savings
Annual cost avoidance potential
Readiness program costs
Making sure partners are confident, credible and capable is a challenge because the people you are educating, training and certifying are not your own.
This means you have no idea as to whether you partner’s message to market and sales motion is consistent with your brands.
Did you know ...
  • Channel partners take over a year to become fully productive, according to 24% of companies (CSO Insights)
  • Channel enablement technology is only present at 46% of companies (SMA)
  • Only 35% of companies have effective coaching and development for channel salespeople (SMA)
MindTickle helps you manage and ready your partners with:
  • Up to the minute market messaging and solution information
  • A data driven way to understand which partners are engaged and ready, and which need attention
  • A better way to manage the flow of readiness and enablement content across different segments and verticals of business
Channel partner performance improvements Current State Benefits with MindTickle Future State Channel partners (companies) Average annual revenue per partner company Total annual revenue per channel partner Net margin on sales revenue Margin contribution Year 1 Year 2 Year 3 Annual revenue impact Adoption / realization curve Ramped revenue impact Annual growth in annual opportunity and savings potential
Annual revenue impact potential
Annual bottom-line margin impact
Channel partner performance improvements
Many organizations have implemented multiple legacy learning management systems and readiness solutions for different initiatives across knowledge distribution, partner enablement, role-play, classroom training, coaching and analytics.
Each point-solution has a cost for licensing, administration and support.
Did you know ...
  • The average cost of LMS system is $15 per user per month (Capterra)
  • There are typically 5 different learning and training systems in an organizations tech stack
With MindTickle you can:
  • Consolidate multiple-point solutions for LMS, skills practice, coaching and analytics into a single cloud-based platform
  • Reduce ownership costs and improve effectiveness
  • Always be on the latest software version with reliable data backup and no system downtime
Current State Savings with MindTickle Future State Number of people administering the training and learning systems Percentage of time lost dealing with manual processes, multiple systems and processes to find, assemble and distribute content and learning Total squandered headcount Fully loaded salary per administrator Cost of squandered headcount Current State Number of existing tools that support readiness programs What are your current LMS features? Long form e-learning Micro-learning Assessments Adaptive Reinforcement (flash-cards, spaced learning) ILT Training / content creation Virtual role-play Coaching Conversational Intelligence Analytics and reporting Current State Cost avoidance with MindTickle Future State Licensing (including support and maintenance contracts) Infrastructure Upgrades and enhancements Integrations Total Year 1 Year 2 Year 3 Annual savings recapture Adoption / realization curve Ramped savings recapture Annual growth in annual current costs and savings potential
Annual headcount that could be reallocated
Annual cost savings potential
Current systems and administration cost reduction
SETUP
Did you know ...
MindTickle offers you the opportunity to:
Benefit Label Benefit Type Sales benefit Cost saving / efficiency benefit Challenges Proposed Improvements Year 1 Year 2 Year 3 Total projected value
Projected annual value
Total projected value (three years)