ChChaapter pter ChChaapter pter 44 44 assumeass uyoume cyouan ecxapen cetx peat clet asatt le15as%t 1reve5% nurevee gronuew groth awfterth aimplefter implementmen- t - ing cuinstomerg customer relatio relnsatiohipns mhipana mgeanamentgem (CentRM) (C sRM)oftwa softrewa. Sor eb. yS oadd bying add a ing a CRM CRMtechnology technology along alosidneg as idefide an defied saneleds saprolecs epross, cyoess,u c yoouuld c onuetld a n33et% a 33% revenue growthrevenue growth (15% (1 + 15%8%) + 1. Th8%)at. ’s Thprettyat’s pretty amazi amang.zing. AssumiAssnugmi young’ reyou alre’read alrey folloady wfolloingw ain sag lea s saprolesc epross, cletess,’s letsee’s hoseew how muchmuch later lateryou co youuld co hireuld th hireat nthewat sanewles sareples if rep you if i nyoveus itn iven prost induc protivitducy tivity enhaenhncemeancements ton hitts to yo hitur yo33%ur gro33%w groth targetwth target. . Scenario ScenarioCRM Investment to Increase CRM Investment to Increase Revenue & Hire a Sales Revenue & Hire a Sales Person later in the Person later in the Year to save budget 15%Year to save budget 15% You hire 1 Sales You hire 1 Sales Rep in July & hits their ramp quota (0%, 33%, 66%)Rep in July & hits their ramp quota (0%, 33%, 66%) AE Name AE NameQuota/ClosedQuota/Closed1/1/16 1/1/16 2/1/16 2/1/163/1/16–6/1/163/1/16–6/1/167/1/16 7/1/16 8/1/16 8/1/16 9/1/16 9/1/1610/1/16 10/1/1611/1/16 11/1/1612/1/16 12/1/16 James Doe James Doe575,000 575,000 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 Jane Doe Jane Doe575,000 575,000 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 47,917 TBH-1 TBH-1 191,188 191,188 0 0 15,813 15,81331,625 31,625 47,917 47,917 47,917 47,917 47,917 47,917 Total Total 1,341,188 1,341,188 YoY GrowthYoY Growth 34% 34% We goW beack go btoack the to table the table we cre waete cred andated add and a add 15% a i1nc5%re iasncere inas revee innu revee nue per sperales srealesp, threanp, kths antok os utor shiftour shiftfrom frosprem adsspreheetsadsheets to a CtoRM a .C WRMhe. n When ly to we dowe thi dos, wthies ,n wotiec neoti wece d wone’ td hoanve’t htoave st atort sthetart n theew nhireew unhiretil unJulytil tJo u achieve atst le30a%st 3gro0%w groth. wThiths. aThippros aacpproh wacohu lwd ogiveuld giveyou theyou ab theilit aby ility achieve at lea to hireto hirefour fomonthur months latesr . laWtehatr. W’s hatmor’s em, theore , protheduc protivityductivity inve sinvetmentstms ents movemove our bourrea kbevereankeve pointn point forwa forrdwa byr da bym oan thm,o nmathki, nmag kifuntgu refu thireures hire s more profitamore profitable. ble. I hopeI hope I’ve maI’ven agemandage to doutli to noutlie ann ea pproan aacpproh forach s olvingfor solving for gro forw groth wth usingusi hiringng hiring, proc, esspro, candess ,te andch nteologychnology as lever as levers. Theres. There are d aozere dnsoze mornse more forcefor mcueltipliers multipliers beyon beyond theds ethe threese three that cthatan ecmanpo ewmerpo growthwer growth. Som. e Some are coarencrete concrete while while other others ares more are more abstra absct;tra wcitht; wtheith sctheienc sceie cncome ecs omes the artthe. art. 5252 5252