Use cases
This is a portfolio calculator. Each use case is one sales motion with its own order-intake target, deal economics, and funnel rates. The model back-cascades to the SDR coverage you need and forward-projects revenue over 36 months. Portfolio view rolls everything up in EUR.
The AI uplift step applies six levers to the selected use case in real time. Local-currency inputs, EUR-normalized rollup, daily-refreshed FX, and snapshots encrypted and stored on the server.
Add a new use case.
Work through the parts below. Everything here stays editable on the case detail after you create the use case.
How this use case is sized. This drives which inputs matter and whether Order Intake is a target you set or a number the model projects.
Conversion rates for each funnel stage. Seeded from the motion type; adjust to this use case.
Business area, region, OI target, AOV, and source are required. Defaults are seeded from motion type and region.
Use case drill-down
An optional area to go deeper into, or modify, a single use case. Pick a business area, then a use case, then work through its steps.
Motion economics.
Order-intake target, opportunity contribution, average order value, sales cycle, contract duration, and forecast-to-close rate. All values in the currency selected for this use case, normalized to EUR for analysis.
Where this motion sells
Narrow the use case from region to zone to subzone. A subzone is a bundle of countries; leave a level blank to cover the whole parent.
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All values in the currency selected for this use case, normalized to EUR. Derived volumes update live as you edit.
Required to hit OI target
The model derives the rest of the cascade from the inputs on the left.
Conversion cascade.
Given the target and AOV, the model back-cascades through the funnel to the lead volume the use case has to generate. Rates are inputs; volumes are outputs.
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Each rate is a percentage of the prior stage. AI funnel-quality lifts (when enabled) show with an orange bar.
SDR coverage.
SDR is the only role in this model. Pace is activities per day. Touches per output (cadence) is how many activities it takes to work one funnel item to its output. FTE math: annual volume times touches per output gives the required activities for the year; pace times 21 working days times 12 months, net of shrinkage, gives one rep's yearly capacity; SDR FTEs = required activities divided by yearly capacity.
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All volume routes to SDR. The SDR card below shows the required FTEs after the cascade and any AI levers.
AI uplift, lever by lever.
Six levers tied to where AI changes the math. Toggle each, set the assumption, see the marginal effect on SDR FTEs and cost-to-OI in real time.
Forecast over time.
Monthly waterfall of revenue and order intake reflecting ramp, sales cycle, and the AI levers selected. When no use case is selected, the portfolio rollup is shown.
Revenue and cumulative deals
Bars show monthly revenue in EUR. Line shows cumulative closed-won deals.
Per-use case breakdown
| Use case | Business area | Business line | Region | Type | OI (EUR) | SDR FTEs | Year-1 cost | Cost / OI |
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Export the business case.
A scoped, finance-grade leave-behind. Choose the slice and what counts as the business case, then export a branded document or a formula-driven Excel. Both honor the scope and status set here.
What to export
The same scope and status filter that drive Analytics. Set it once; the document and the Excel both follow.
Business case
A polished Siemens Healthineers document: cover, business-case summary, the decisions table, and business-line and country rollups. Final adds per-use-case detail and an assumptions and FX appendix. Opens print-ready; save as PDF from the dialog.
Finance Excel workbook
Formula-driven. An FX sheet every EUR figure references, a Use cases engine where OI, cost, and forecast recompute live, a business-case summary, and rollups by business area and country. Flex an FX rate and watch it flow.
Snapshot to Sheet
Write current state to the shared Google Sheet for review.
Glossary.
Plain-language definitions of every term the model uses, so anyone reading the numbers reads them the same way.
Cost model.
Every cost input the model uses, in one place: external providers by geography, internal rows by country and employment type, per-year overrides, overhead, tech, training, one-time setup, and the annual escalation. Edit here once and every use case recomputes.
Evaluation.
In or out of scope, one use case at a time. The use cases you mark In scope are the business case. Scope the view, set each decision live, and the in-scope rollup follows.
Business case
The use cases you mark In scope are the business case. Scope the view, set decisions live, and the rollup follows.
Decisions in this scope
| Business area | Business line | Region | Country | Use case | Projected ROI status |
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Portfolio analytics.
The portfolio rolled up in EUR: 36-month revenue, return against cost, contribution by business area and region, and live exchange rates.
Roll-up placemat
Every active use case grouped by business area, with SDR headcount, order intake or revenue, and cost side by side. EUR-normalized. Business-area subtotals in the shaded rows, grand total at the foot.
Engagement view (12-month funded unit)
Grouped by engagement, the unit you actually fund and assess. Year 1 is the committed 12-month engagement; Years 2 and 3 extrapolate the same cost forward using the identical escalation the roll-up placemat uses. Order intake and 3-year ROI use the same engine numbers.
Portfolio map
Each use case plotted by EUR-normalized OI contribution against Year-1 cost. Bubble size is SDR FTEs by default. Up and to the left is high return for low cost.
Recommendations
A transparent, rules-based read on each use case, drawn only from the model's own numbers: total 3-year ROI, when it recoups its cost, and any review flag. Ranked best to worst. Proceed is a strong return that recoups within the horizon; Review is a marginal return, a missing input, or a flagged assumption; Hold does not recoup its cost over three years. This is a scoring rule, not an outside opinion.
Targets and funnel
The input-to-output funnel across the scoped use cases: the volume each stage must produce per year and per month, the SDR coverage required, and the 36-month revenue, cost, and booked-units curve. This is the basis for the quota table in the executive brief.
Combined coverage
Each active use case's fractional SDR coverage and Year-1 cost, summed to the placed-out total and the rounded heads to hire.
Forecast
Cumulative recognized revenue and cumulative booked deals across all active use cases, over 36 months. Revenue is recognized after deals close (the sales-cycle lag) and ramps as the team reaches productivity, so it builds over time rather than reading as a flat monthly figure. Agreements recognize across their contract duration.
36-month revenue, stacked
EUR-normalized monthly revenue across every active use case. Switch the stack to see contribution by business area or by region.
Contribution by business area
| Business area | Use cases | OI (EUR) | SDR FTEs |
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Contribution by region
| Region | Use cases | OI (EUR) | SDR FTEs |
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Contribution by business line
| Business line | Use cases | OI (EUR) | SDR FTEs |
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Live exchange rates
Rates are units of local currency in 1 EUR. The model converts EUR to local for display when needed; everything rolls up to EUR.