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
SalariesBurdened (loaded) salary rateEstimated growth in annual salary and fully loaded rate increases Average annual fully loaded salary for each team memberTraining and learning delivery and supportGovernance and complianceOperationsBusiness days per yearSolution Implementation and Adoption FactorsRollout period - time from purchase to roll-out (in months)Adoption (Benefit schedule)Year 1Year 2Year 3Discount rate (used in NPV savings)
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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
Begin the assessment
Readiness Value Assessment
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Readiness Value Assessment
Talk To A Readiness Expert
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Investment in MindTickle
The proposed investment in MindTickle.
MindTickle SolutionEssentialsProfessionalPremierTotal
Number of seats
Price per seat
InitialYear 1Year 2Year 3
Licensing
Support
Professional services
Total investment
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Your Company Profile
Tell us a little about your company to get your readiness value assessment started.
Company name
Industry
Specify your industry
Location of the organization
Currency set to
Geographic locations of the teams
Annual sales revenue (in millions)
Net margin on sales revenue
Number of employees
Your role(s)
(select all that apply)
Your Team Profile
Review Assumptions
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 sellerAverage quota attainment for ramped sellersAverage quota attainment for new (non-ramped) sellersTime to productivity for new hires (in months)
Channel Partners
Average annual revenue per partner companyNet margin on channel partner revenueAnnual partner turnover rateNew channel partner onboarding and training cost
Existing Platforms & Tools
Number of existing tools that support readiness programsNumber of people administering the incumbent systems (full time equivalents) FTEs
Training Programs
Number of in-person training programs developed annuallyNumber of in-person training delivered annually (full day equivalent)Average readiness program adoption
Retention and Attrition
Regrettable attrition of ramped sellersUnregrettable attrition of ramped sellersAverage 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 yearAverage deal size (revenue per opportunity)Average contract length (months)Current average win rateAverage 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 reportsSupport audits and issuesWith 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. 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 1Year 2Year 3Total
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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See how others have achieved similar value with MindTickle
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ROI Analysis
The comparison of benefits versus investment
Initial
Year 1
Year 2
Year 3
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:
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:
People (instructors, subject matter experts, content developers, instructional designers etc.)
Travel & accommodation
Infrastructure (classrooms, equipment)
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 benefitCost saving / efficiency benefit
Challenges
Proposed Improvements
Year 1
Year 2
Year 3
Total projected value