| OPEXEngine |
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INCOME STATEMENT AS A % OF TOTAL RECOGNIZED REVENUE |
OPERATING EXPENSE DETAIL |
SAAS SPECIFIC METRICS |
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Total Bookings |
RESEARCH & DEVELOPMENT EXPENSES |
Contracted monthly recurring revenue (for subscription revenues) for December |
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Total Deferred Revenue |
Total R&D Expenses (As a % of Total Recognized Revenue) |
Net New Monthly Revenue During December |
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R&D Detail (As a % of Total R&D Expenses) |
Net New Customers for the Year |
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Recognized Revenue: |
Compensation & Benefits Expense |
Cost per Customer to Acquire New Customer |
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Product Revenue |
Consultants and Outsourced R&D Functions |
Cost per Customer to Maintain a Customer per Month (m) |
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Service Revenue |
Travel & Entertainment |
Average Contract Value per Customer |
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Total Recognized Revenue |
Software Development Tools |
Average Upsell in Dollar Value per Customer |
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All Other R&D Expenses |
Customer Renewal Rate During Year (As a % of Customers Up for Renewal) |
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Operating Expenses: |
Total R&D Expenses |
Dollar Renewal Rate During Year (As a % of Total $ Value Up for Renewal) |
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Cost of Products |
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Cost of Services |
SALES EXPENSES |
CUSTOMER INFORMATION |
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Total Cost of Revenue |
Total Sales Expenses (As a % of Total Recognized Revenue) |
Number of Individual Companies as Customers (m) |
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Research & Development |
Sales Detail (As a % of Total Sales Expenses) |
Number of Active Customers |
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Sales |
Fixed Compensation Expense |
New Customers as a % of Active Customers |
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Marketing |
Variable Compensation Expense |
Average Term of Customer Contract (in Months)…excluding perpetual contracts |
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General & Administrative |
Total Benefits Expense |
Average Customer's Total Lifetime Revenue |
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Total Operating Expenses |
Total Compensation & Benefits Expense |
Recognized Revenue per Customer |
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Travel & Entertainment |
Operating Expense per Customer |
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Operating Income |
All Other Sales Expenses |
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Total Sales Expenses |
MARKET INFORMATION |
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Net Income Before Taxes |
MARKETING EXPENSES |
Percent of Total Revenue from the Following Customer Types: |
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Total Marketing Expenses (As a % of Total Recognized Revenue) |
Direct Sales |
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Marketing Detail (As a % of Total Marketing Expenses) |
Resellers/Distributors |
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Total Maintenance Revenue as a % of Total Service Revenue |
Compensation & Benefits |
OEM/ISVs |
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Overall Gross Margin Percentage |
Travel & Entertainment |
Other |
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Gross Margin Percent on Product Sales |
Events, Trade Shows, and Seminars |
Percent of Total Customers in the Following Markets: |
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Gross Margin Percent on Services |
Consulting, Outsourced P.R., and Agencies |
Financial Services |
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Total revenue from direct sales as a % of Total Recognized Revenue |
Web Spending - (website, internet marketing, search optimization) |
Telecommunications |
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Total revenue from indirect sales as a % of Total Recognized Revenue |
Lead Generation |
Retail/Consumer Packaged Goods |
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EBITDA as a % of Total Recognized Revenue |
Non-Web-Based Advertising |
Travel/Tourism |
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Net Cash from Operations |
All Other Marketing Expenses |
Media & Entertainment |
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Net Cash from Operations as a % of Total Recognized Revenue |
Total Marketing Expenses |
Government |
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Academic Institutions and Non Profits |
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KEY INCOME STATEMENT ITEMS BY GEOGRAPHIC AREA |
SERVICES EXPENSES |
Healthcare & Pharmaceuticals |
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Heavy Manufacturing |
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Recognized Revenue by Geographic Region (As a % of Total Recognized Revenue) |
Total Services Expenses (As a % of Total Recognized Revenue) (a) |
High Tech |
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Americas |
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Chemicals and Raw Materials |
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EMEA |
Services Detail (As a % of Total Services Expenses) |
Other |
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Asia Pacific |
Compensation & Benefits |
Total |
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Total |
Professional Services Personnel Compensation & Benefits Expense |
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Customer Support Personnel Compensation & Benefits Expense |
SALES MANAGEMENT |
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AMERICAS |
Customer Training & Education Personnel Compensation & Benefits Expense |
Average Deal Size |
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All Other Services Personnel Compensation & Benefits Expense |
Average Sales Cycle (months) |
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Americas Operating Expenses (As a % of Americas Recognized Revenue) |
Total Compensation & Benefits Expense |
Average Sales Quota |
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Americas Operating Profit (As a % of Americas Recognized Revenue) |
Travel & Entertainment (non-billable) |
Average Sales Quota for Renewals or Existing Customers if separate from new business |
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Customer Support |
Percentage of bookings attributed to the following: |
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EMEA |
All Other Services Expenses |
Inside or Telesales |
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Total Services Expenses |
Outside Sales |
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EMEA Operating Expenses (As a % of EMEA Recognized Revenue) |
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Channel and Partner Sales |
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EMEA Operating Profit (As a % of EMEA Recognized Revenue) |
GENERAL & ADMINISTRATIVE EXPENSES |
SUPPORT CENTER |
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Ratio of Customers to Support Representatives |
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Asia Pacific |
Total G&A Expenses (As a % of Total Recognized Revenue) |
Percent of Overall Revenues Allocated to Technical Support Organizations |
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Number of Customer Support Incidents Registered During Year |
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Asia Pacific Operating Expenses (As a % of Asia Pacific Recognized Revenue) |
G&A Detail (As a % of Total G&A Expenses) |
Number of Customers who Registered Customer Support Incidents During Year |
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Asia Pacific Operating Profit (As a % of Asia Pacific Recognized Revenue) |
Compensation & Benefits |
Percent of Support Center Incidents that are Outsourced |
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Travel & Entertainment |
Percentage of Companies that Offer Standard Customer Support |
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EMPLOYEE STATISTICS |
Depreciation and Amortization |
If Provided, Percentage of List Price Charged for Standard Customer Support |
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Total Employees (FTEs) By Geographic Area (As a % of All FTEs) |
IT Expenses (including communication and email expenses) |
Percentage of Companies that Offer 24/7 Customer Support |
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Americas |
Facilities Expenses |
If Provided, Percentage of List Price Charged for 24/7 Customer Support |
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EMEA |
Legal Expenses |
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Asia Pacific |
Consulting Expenses |
RESEARCH & DEVELOPMENT |
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Total |
All Other G&A Expenses |
Percentage of Outsourced R&D Expense for companies that have outsourced in past 3 years:: |
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Employees (FTEs) By Department and Geographic Area |
Total G&A Expenses |
Current Year |
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AMERICAS |
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Three Years Ago |
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Median Number of Employees |
COMPANY-WIDE EXPENSES |
Outsourced R&D Functions: |
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Employees by Department (As a % of Americas Employees) |
Total Company Compensation and Benefits (as a % of Total Recognized Revenue) |
Requirements Definition |
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R&D Employees |
Total Company Travel and Entertainment (As a % of Total Recognized Revenue) |
Design |
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Sales Employees |
Total IT Expenses - Including Communications and Email (As a % of Total Recognized Revenue) |
Development/Coding |
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Marketing Employees |
Total Facilities Expense (As a % of Total Recognized Revenue) |
Integration |
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Services Employees |
Total Legal Expense (As a % of Total Recognized Revenue) |
Documentation |
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G&A Employees |
Total Audit Expense (As a % of Total Recognized Revenue) |
Testing |
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Total |
PRODUCT AND PRICING |
Implementation |
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EMEA |
Percent of Total Product Revenue From: |
Other |
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Median Number of Employees |
Perpetual/On-Site |
Do Not Outsource R&D Functions |
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Employees by Department (As a % of EMEA Employees) |
On-Demand or Subscription |
Percent of Companies that Capitalizes Cost of Software Development, When Possible |
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R&D Employees |
Percent of Total Product Revenue From the Following Pricing Structures: |
Percent of Product Mix Based On: |
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Sales Employees |
User-based or Seat-based Pricing (concurrent, individual, or active users) |
Client/Server Architecture |
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Marketing Employees |
Server/workstation CPU-based Pricing |
Internet Browser-based Architecture |
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Services Employees |
Location or Enterprise-based Pricing |
Percentage of R&D Expense that is Dedicated to Engineering Work Related to |
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G&A Employees |
Per Transaction or Event |
Scaleability, Reliability, and General Upkeep of Company's Service. |
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Total |
Per Customer Revenues |
Number of Datacenters in Use |
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ASIA PACIFIC |
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Average number of Servers in Each Datacenter |
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Median Number of Employees |
Percent of Companies that Charge an Uplift on US Pricing in EMEA |
Number of Product Lines Sold: |
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Employees by Department (As a % of Asia Pacific Employees) |
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Current Year |
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R&D Employees |
Percent of Companies that Charge an Uplift on US Pricing in Asia Pacific |
Three Years Ago |
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Sales Employees |
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Marketing Employees |
BALANCE SHEET ITEMS AS A % OF TOTAL ASSETS |
OTHER INFORMATION |
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Services Employees |
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Amount of Venture Capital Taken Over Company's Life |
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G&A Employees |
Assets: |
Is Company Public or Private? |
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Total |
Cash & Cash Equivalents |
Public |
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TOTAL |
Accounts Receivable |
Private |
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Median Number of Employees |
Total Current Assets |
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Total Assets |
Number of Years Since Company's IPO |
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Employees by Department (As a % of Total Employees) |
Liabilities: |
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R&D Employees |
Accounts Payable |
If Company is Public - Revenue Generated in Fiscal Year Prior to IPO |
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Sales Employees |
Total Current Liabilities |
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Marketing Employees |
Total Long-Term Liabilities |
Number of Years Company Has Been in Operation |
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Services Employees |
Total Net Worth or Stockholders’ Equity |
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G&A Employees |
Total Liabilities and Net Worth |
Which of the Following Best Describes Expectations for the Coming Year: |
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Total |
Cash & Cash Equivalents (in Dollars) |
Expect more than 50% growth |
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EMPLOYEE PRODUCTIVITY |
OVERALL PERFORMANCE MEASURES |
Expect between 20-50% growth |
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Number of Employees (FTEs) |
Asset Turnover (Net Sales/Total Assets) |
Expect Less than 20% growth |
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Recognized Revenue Per Employee |
Return on Assets (Net Profit Before Taxes as a % of Total Assets) |
Expect zero or negative growth |
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Product Revenue Per Employee |
Return on Net Worth (Net Profit Before Taxes as a % of Net Worth) |
Other |
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Service Revenue Per Employee |
Financial Leverage (Total Assets/Net Worth) |
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Travel Expenses Per Employee |
Debt to Equity (Total Liabilities/Net Worth) |
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Facility Costs Per Employee |
Current Ratio |
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Bookings Per Employee |
Accounts Receivable Days |
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Operating Expenses Per Employee |
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American Recognized Revenue Per American Employee |
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EMEA Recognized Revenue Per EMEA Employee |
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Asia Pacific Recognized Revenue Per Asia Pacific Employee |
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