3 Andela is the premier talent network that connects companies with vetted, remote engineers in emerging markets 2014 Year Founded $181M Venture Funding 1,300+ Software Engineers 200+ Partner Engagements
Our Talent Network PRIMARY GEOS Most engineers are based in Africa; primarily in Kenya, Nigeria, Egypt, Uganda and Rwanda SECONDARY GEOS Growing presence in Brazil, Mexico and Ukraine 4
Why Metrics? The roadmap building blocks If you asked 10 Sales leaders what their definition of Enablement was, you’d get 10 different answers. Use mutually agreed upon metrics to guide the Enablement Charter / roadmap. 7
13 Company’s Revenue Goal $100 million Onboarding Effectiveness yes Team Productivity no Explore further no Product Certification(s) yes Scale current team size? Expand Product Offering?
18 OUTREACH DISCOVERY CLOSING XXX DAYS XXX DAYS XX DAYS XXX DAYS First Contact to Meeting The time period between our first contact with an Account and the First Meeting. Sales Meeting to New Opp The time period between the first sales meeting and identifying a client need. Opp Creation to Close The time it takes from deal creation to close. XX Touches On average it takes XX touches before a meeting in cold territory. X Meetings It usually takes X meetings before opportunity creation. X Meetings It usually takes X meetings to close a deal from opportunity creation. Reduction of Discovery phase by 10% would yield $X in incremental revenue Improvement of Prospecting by 5% would yield $Xm in incremental revenue Improvement in conversion of Discovery Meetings to Wins by 5% would yield $Xm in incremental revenue 1. 5% better conversion will result in +XXX meetings, which translates to XX wins (XX mtgs/win) multiplied by $XXk avg in year revenue 2. 5% better conversion is XX meetings per win, which will result in +XXX wins multiplied by $XXk avg in year revenue 3. XX% of wins come from new clients, 10% reduction equals XX days saved, Average Daily Revenue equals $XXk
Program Metrics Don’t forget them! “If we can’t measure the impact of the program then we don’t do it.” - Sheevaun Thatcher, RingCentral 19 Baseline Monitor Results
salesenablement
oracle4engineer
signer
florets1
cm_manaus
kiriem
matleenalaakso
huyn
yumechi
2720japanoke
sstephenson
kastner
jennybc
bryan
maltzj
soudai
akosma
rocio
ammeep
rmw
colly
trallard