Ramping for ROI

Post-hire enablement is critical to your CFO.

Focusing on a faster ramp is one of the most important things you can do for your revenue team. The opportunity cost of a slow ramp can be two months of their full target coming out of your annual revenue. With a $60K monthly quota, that's $120K less revenue, and nearly a million less in your next funding round.

All of a sudden, the $10K you refused to budge on in salary negotiations seems trivial.

Nobody wants to overspend on salaries. But chasing lower-cost hires can slow ramp, because less experience means more to learn. Worst of all is going downmarket on talent without great enablement behind it. Those two compound, and revenue slows.

On the last Thursday of the financial year, Ricky Pearl and Nathan Clark make the case that the ROI on enablement is some of the best money a revenue team can spend, and show you how to shorten time to value for every hire you make next year.

What We'll Cover

• •The cost of a slow ramp — the opportunity cost math your CFO actually cares about, from missed quota to valuation impact
• •The salary trap — why saving $10K on the hire can cost you $120K in revenue, and how to think about the trade-off properly
• •When cheap gets expensive — how going downmarket on talent without enablement compounds into a revenue problem
• •Time to value as your north star — the one metric that should drive onboarding, coaching, and content
• •What great post-hire enablement looks like — the first 90 days, structured, measured, and owned by someone
• •Making the case internally — how to put enablement ROI in front of your CFO in language they'll sign off on

Who Should Attend

• •Founders and CEOs who own the revenue number
• •Sales leaders onboarding new reps this year
• •CFOs and finance leaders weighing salary budgets against revenue targets
• •Revenue enablement professionals building the case for investment

Your Speakers

Ricky Pearl is the Founder of Pointer Strategy, where he's worked with 200+ GTM teams in APAC on strategy, hiring, and implementation.

Nathan Clark is the Enablement Practice Lead at Pointer Strategy and Founder of Upright Revenue, where he works with founders and GTM leaders to turn revenue uncertainty into repeatable performance. He's spent his career at the intersection of enablement, process, and outcomes.

Format

• •30 minutes — tight, practical, no fluff
• •Live on Zoom and LinkedIn Live
• •Open to the GTM ANZ Community and the public

Want to join more conversations like this? Check out the GTM ANZ Community — free for revenue professionals across Australia and New Zealand.