Quota & Lead SLA Model

Bottoms-up math from the locked $4M / AE / year planning unit (D1). Pick a planning ACV band (D3), pressure-test funnel assumptions, and read the resulting dialable-lead SLA the harvest machine must feed (D6). Redline numbers; we lock after you say so.

D1 locked · $4M AE quota D3 OPEN planning ACV D6 WIP lead SLA Org ready 2026-10-01 Source playbook ACV + sales-engine funnel ← War room

Whose seat

This model is for the CRO (you) designing the machine AEs will run — not a forecast deck.

Question it answers

At $4M quota, what ACV band are we planning against, how many deals does that force, and how many dialable records must inventory produce per AE per week?

What it does not answer yet

ICP who (D4), territory map (D5), offer price (D7), or hire timing (D10). Those consume these outputs.

D3 · Planning ACV band OPEN

Click a band to load it. Anchors from playbook Module 6/11 + sales-engine cadence. Custom overrides any preset.

AE annual quota ($) Planning ACV ($) Work weeks / year

Scenario table (same $4M quota · default funnel)

Compare bands side-by-side. Active row = current selection.

Band	ACV	Logos/AE/yr	Opps needed	Dialable/wk	Inv/AE/yr	Motion implication

D6 · Lead machine SLA WIP

Backward from closed-won at quota. Only the cold-outbound share drives dialable-inventory demand. Warm/PLG/referral is assumed free of harvest SLA (still real — just not crawler-fed).

Funnel rates

Win rate (opp → won)

22%

Meeting → opportunity

50%

Show rate (booked → held)

78%

Conv → meeting (cold)

15%

Connect rate (dial → live)

15%

Cold share of meetings

55%

Advanced · dialable definition

Dials per dialable lead (avg) Usable phone rate on harvest rows

85%

Dialable lead = company with verified phone + ICP fit + not already owned/worked out. Harvest detail pass is what produces phone; list-only rows do not count toward SLA.

Backward funnel · 1 full-quota AE

Headcount sense-check (effort frame)

$100M effort ÷ $4M quota ≈ 25 productive AE-years at full ramp — not a hiring plan. Use for inventory scale only.

Draft decision language (for redline)

Proposed locks after you review. Edit notes freely — saved in this browser.

D3 · Planning ACV band

Your redline / notes saved

D6 · Lead machine SLA

Your redline / notes saved

Hard tradeoffs (do not skip)

Low ACV (~$45–80K)

More logos, more dialable volume, shorter cycles, higher win rates possible. Harvest must feed a firehose. Risk: AE time dies in SMB churn; $4M is a volume grind (~50–90 logos/yr).

Mid ACV (~$120–150K) · recommended planning center

Matches GC Pro / mid-market motion. ~27–33 logos/yr at $4M is a serious but human AE load. Lead SLA stays inside a working dialer week. Aligns with playbook “enterprise-weighted but not all ENR-400.”

High ACV (~$300–400K+)

Fewer logos, longer cycles, lower win rates, SE-heavy. Lead SLA looks easy on paper; pipeline risk is real — each miss is catastrophic to quota. Wrong band if product isn’t enterprise-sellable yet.

Inventory vs vanity crawl

D6 makes crawl priority an ops number: states that feed ICP dialable phones beat “50 states complete” vanity if inventory misses SLA. Crawler finish line A (8/1) still stands; export stream is the GTM SLA input.

Open questions for you

Answer by number when ready — I’ll lock or branch.

Planning center: Accept GC Pro ~$120K as the D3 center band (with SMB floor / Ent ceiling scenarios), or force a different center?
Cold mix: Keep 55% cold / 45% warm for SLA sizing, or plan colder (more inventory stress) / warmer (less)?
SLA definition: Is “dialable” = detail-complete + phone + not owned, or do you want a stricter ICP filter before it counts?
Quota unit: Confirm $4M stays the only planning unit for now (no separate SMB $1.5M / Ent $6M tracks yet).
Founder capacity: Should Y1 inventory SLA assume 1 productive AE-equivalent (you + Brock closes) or 0 until first hire?