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AE MOTIONS, MODELS & METRICS
Many thanks for taking the time. Two quick points of housekeeping:
This survey covers Account Executive, not SDRs (we've concluded our SDR research until 2022)
You likely have multiple teams/segments in your GTM motion (e.g., emerging, commercial, enterprise, etc.). Rather than provide the average for all, feel free to focus on the primary motion for your responses.
Thanks again for participating. We couldn't do this research without you.
Please identify your region:
Global
North America
Europe / Middle East / Africa (EMEA)
South America
Asia Pacific (APAC)
Other
Which best describes your solution?
Hardware
SaaS
Services
Software
Combination of some/all
Other
What are your company's annual revenues?
< $5M
$5-20M
$20-50M
$50-100M
$100-250M
$250-500M
$500M+
As of today's plan, what's target revenue growth for 2021?
0%
200%+
Clear
What is your ASP / ACV? (use your company's preferred unit of measurement)
Annual Contract Value (ACV)
Monthly Recurring Revenue (MRR)
Total Contract Value (TCV)
Approximately, what percentage of AE pipeline is sourced from...
Marketing (including Inbound SDRs)
Outbound SDRs
AE self-sourced prospecting
Channel / partner-sourced
Other
For existing customers, who is in charge of
renewal
revenue?
The same rep who closed the initial deal
Account Managers
Customer Success Managers
Blended responsibilities
Other/combination
For existing customers, who is in charge of
expansion
revenue?
The same rep who closed the initial deal
Account Managers
Customer Success Managers
Blended responsibilities
Other/combination
How are
renewal
and
expansion
commissions paid to
the original AE
?
Higher rate than new business
Same rate as new business
Lower rate than new business
No commission is paid
Renewal
Higher rate than new business
Same rate as new business
Lower rate than new business
No commission is paid
Expansion
Higher rate than new business
Same rate as new business
Lower rate than new business
No commission is paid
Does your organization utilize sales "pods"?
(i.e., teamed SDRs, AEs, and CSMs focused on a given territory)
Yes
No
What do you require as experience when hiring?
<1 year
1-2 years
2-3 years
3-4 years
5+ years
How long does it take for a new AE to ramp up to full productivity?
< 1 month
1-3 months
3-5 months
5-7 months
7+ months
For your current (or near-term) open positions, will you be hiring:
Fully remote
Blended (some local | some remote)
Remote now, but onsite in future
Local to a single office
Local to one of several offices
Unsure
Current Progress,
0 of 30 answered
