Discover the True Cost of Your Sales Enablement Tool

Video Transcript

If you think about the total cost of ownership of an existing sales enablement tool, people actually think about, "Yeah, I'm paying like $70 to $120 per seat for my enablement tool," right? Sometimes $60, sometimes $80, but that is actually not the total cost of your sales enablement tool.

If you think about an enablement tool, especially a legacy enablement tool, you are paying for the seat cost, which can come to $60K, $80K, $120K, $200K—so there’s that cost.

Then there is an implementation cost. The implementation typically takes what, 3 months to 6 months? And I’ve seen several installations where it’s a two-year or three-year contract, out of which the first year is just scratching the surface for 6 months, and then another 6 months for full implementation.

Then there is the ongoing maintenance cost. The maintenance typically includes content audits, making sure the content is updated, labeled, tagged—all of that. That cost is even higher depending on the size of your team. It usually requires 1 to 2 full-time employees (FTEs), with the average being 1.5 FTEs.

So now, you paid $100K for the tool, then spent a bunch of time on implementation, lost opportunities while ramping up, and then have the ongoing maintenance cost of 1.5 FTEs, which is what—$160K, $200K, maybe more?

The overall total cost of ownership (TCO) of your enablement tool is way higher than just the tool cost you initially budgeted for.

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