What's the right capacity-planning model for a 50-rep org?
Start with: 50 reps × $300K quota (mid-market) = $15M target. Add 30% for expansion + CSM upsells = $19.5M total target. Plan hires: every $3M new ARR target needs 1 new rep (assuming 18-month payback). Adjust for tenure, region, and expans…
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