One key aspect of the report that got my attention was STSR !!
US STCR of 95%
AU STSR of 101%
But what is STSR?
Refer appendix.
STSR: Sales Team Contribution Ratio = ratio of incremental ACV (Annualised Contract Value) generated by a sales team in a period, compared to the direct costs of obtaining that incremental ACV.
So sales efficiency is improving - NEA has worked out how to get new ACV in the USA. And the payback period for NEA marketing team is about a year.
And when NEA gets a customer, they tend to be sticky!
And there seems to be a good focus in USA on the value of a customer to NEA, not just number of customers.
Looking good for the future!
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