Sellers currently move a deal across SAP, SharePoint, and email — re-keying the same information and rebuilding quotes that already exist somewhere. Consolidating onto a single opportunity record returns hours to the selling week. Only half the reclaimed time is counted as converting into real selling activity; the rest is assumed to absorb into the day.
SPATCO runs roughly 30 trade shows a year with leads captured on badge scanners and manual spreadsheets. A measurable share of that investment is lost because leads are never worked. Marketing Cloud journeys and campaign influence reporting recover that share. This figure deliberately excludes the larger strategic value of being able to cut events that do not return.
Without a CRM, new sellers ramp by shadowing tenured reps until the process clicks. A guided pipeline in Sales Cloud shortens that curve. This matters disproportionately under the $700–800M plan, where sales headcount is expected to grow faster than tribal knowledge can transfer.
With 80–90% of new business coming from existing relationships, the account base is heavily single-threaded — customers buying one line of business when SPATCO sells four or five. Data Cloud Foundations unifies profiles so those gaps become visible to reps, converting a relationship-led motion into a deliberate expansion motion. The single largest lever in the model, and the one most directly tied to the growth mandate.
| Assumption | Value | Source | Basis |
|---|---|---|---|
| Sales org headcount | 38 reps | SPATCO actual | Discovery with the revenue organization. |
| Trade shows per year | ~30 | SPATCO actual | Stated by SPATCO marketing during discovery. |
| Accounts single-threaded | 82% | SPATCO-informed | Reflects the stated 80–90% of business coming from existing relationships. |
| Revenue & growth target | $350M → $700–800M | SPATCO actual | Kian Capital growth mandate ahead of a 2028–29 exit. |
| Phase 1 implementation | $115,000 | Signed / near-signed SOW | LogicRain Technologies Inc., fixed cost, 14–16 weeks. |
| Comparative SAP FSM spend | ~$411K / year | SPATCO actual | SAP Field Service & Asset Management software — a separate system that is not being replaced. Used only to size the Phase 1 ask. |
| Admin hours per rep / week | 6.0 | Benchmark | Typical for a B2B field-sales org without CRM. To be validated with SPATCO. |
| Fully-loaded hourly rate | $65 | Benchmark | Placeholder pending SPATCO compensation data. |
| Selling-time recapture | 50% | Benchmark | Deliberately conservative — assumes half of reclaimed time converts to selling. |
| Average event spend | $12,000 | Benchmark | Regional B2B industrial trade show, all-in. To be replaced with SPATCO figures. |
| Event yield lift | 18% | Benchmark | Improvement from automated, tracked follow-up vs. manual spreadsheet handoff. |
| New hires per year | 12 | Benchmark | Scaled to the growth plan. To be confirmed with SPATCO HR. |
| Ramp weeks removed | 4 | Benchmark | 18 weeks to first closed deal reduced to 14. |
| Commercial account base | 900 | Benchmark | Estimate pending an account extract from SAP. |
| Expansion conversion rate | 2.0% | Benchmark | Conservative annual conversion of single-threaded accounts to a second line. |
| Average expansion deal | $45,000 | Benchmark | Placeholder pending SPATCO deal-size analysis. |
Payment milestones: $57,500 → $19,250 → $19,250 → $19,000, billed against delivery milestones across the engagement rather than as a lump sum. Phase 2 (Field Service) is future scope with no committed dates, tied to SPATCO's existing SAP Field Service agreement window running into late 2027.