The Rep Ramp Chart: Determing Ramping and Terminal Productivity

($K ARR bookings)

Fully Ramped -->
Avg 4Q+
Name Hire Date Prod 1st Qtr 2nd Qtr 3rd Qtr 4th Qtr 5th Qtr
First Last 1 1/15/2018 292 - 50 250 375 225
First Last 2 4/15/2018 278 25 120 220 85 325
First Last 3 4/15/2018 245 - 125 350 175 225
First Last 4 4/15/2018 - 50
First Last 5 7/15/2018 275 55 155 225 250 225
First Last 6 7/15/2018 369 - - 75 450 225
First Last 7 7/15/2018 294 75 125 300 150 250
First Last 8 10/15/2018 278 25 120 220 85 325
First Last 9 10/15/2018 342 25 175 175 275 325
First Last 10 10/15/2018 350 55 200 250 325 375
First Last 11 1/15/2019 25
First Last 12 1/15/2019 388 75 125 275 350 425
First Last 13 4/15/2019 275 50 95 175 275
First Last 14 7/15/2019 20 120 225
First Last 15 12/15/2019 - 125
Average 308 29 113 228 254 293
Target productivity $ 300 10% 38% 76% 85% 98%

Notes
You should have one ramp per major class of rep (e.g., inside, field, channel)
Data gets thin at the out quarters so don't over-interpret
Tracking current quarter forecast helps with hire/fire decisions
Concentrations of black reveal failed hiring patterns
Assume it is currently 1Q20

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6th Qtr 7th Qtr 8th Qtr 9th Qtr 10th Qtr
250 225 450 225
425 350 205
200 450 175

275 350
400 400
375 400
425
425

347 363 277 225

116% 121% 92% 75%

Legend:
Current Quarter Forecast
No Longer Employee
Promoted Out of QC Role
In The Future
Comment
Exclude forecast in the productivity figure