For modeling these time savings, Cloud Ratings assumed 1.0% of all SQLs show minimal-to-zero content engagement and are therefore avoided. Account executives referred to these unengaged prospects as “ghosts” in Cloud Ratings research interviews to set this assumption. Driver of ROI Calculations: Metric Ref Comment Revenue $100,000,000 Revenue Growth 20.0% New Sales Per Year $20,000,000 a Sales Per Year Per Sales Rep $673,000 b Key Bank SaaS Survey 2022 Number of Sales Reps 30 c = a/b Sales Rep On Target Earnings (OTE) $160,000 d RepVue Middle Market AE data Overhead Burden 30% e Bureau of Labor Statistics (BLS): 41% Fully Loaded Annual Cost $208,000 f = d*(1+e) RELAYTO Impact: Unengaged Prospects 1.0% g Assumption + sales rep interviews Avoiding Unengaged Rep Savings $2,080 h = f*g Per sales rep Total Cost Savings $62,400 i = h*c 9