THE REVENUE COST MODEL™ · BUILD vs. PARTNER

The real cost of your
sales leadership.

Twelve months. Both models, no smoke and mirrors: build it in-house or rent the system already up and running. You set the numbers; the model shows everything else.

No sign-up to calculate Everything editable Open methodology
38%
The salaries you budget are just that — the 38% of what the team costs in year one. The rest is what almost nobody adds up. ↓ recalculate with your data
MODE SCENARIO
01Your contextwhere are you starting from?

This only sets the starting values. Change whatever you want afterwards: the model is yours.

empl.
02The structure you needcapacity, not an org chart

What internal structure reproduces professional sales leadership? By default, the minimum viable one: a leadership role and a demand-generation engine. Add whatever your case requires.

ESTIMATED CAPACITY · in-house team—
CAPACITY · Vertexreference
Activity reference: ~3,000 accounts worked/year ≈ 135 MQL · 54 SQL · ~5 closes/year (expected scenario). Not a promise of results.
03What it really coststhe iceberg

The fully loaded cost is the salary plus on-costs: gross + social security + variable. You set each role's base above.

20%31%40%
0%8%20%
%

The "sales Frankenstein": five or six tools that don't talk to each other. (With Vertex, Prospector is included.)

€

What you pay once, in year one, before it produces anything.

0%20%35%
€
€
04The cost nobody countsrisk and time

Risk has a price and so does time. Here we turn "I'm scared they'll leave" into expected euros — with probability, like an actuary.

0%30%50%
0%30%60%
1m2,5m6m
0m1,5m6m
Opportunity cost ADVANCED · OPTIONAL

The pipeline the system doesn't generate while it's being built. It's not added to the base TCO — it's only shown separately.

VERTEX MODEL · TIER
EXECUTIVE SUMMARY

The verdict, with your numbers.

We don't say one model is better. We show the costs, the risks, the timelines and the capacity. The conclusion is yours.

SYNTHESIS · THE REVENUE COST MODEL™

—
In-house TCO · 12 months
—
Vertex TCO · 12 months
—
Difference in favour of the external model
—
Months to full capacity (in-house)
The iceberg of in-house cost
What is the cost really made of? — salary is just the tip.
Cumulative cost · 12 months
How the two models diverge month by month.
In-houseVertexCumulative savings
Installed capacity
When do you actually have operating capacity?
In-houseVertex
Capability beyond money
Where each model wins. No straw men.
In-houseVertex
Time to first result
Not just how much it costs: how long it takes.
IF YOU DECIDE TO RENT THE SYSTEM

What the Vertex model includes.

A complete sales leadership function as a service: strategy, demand generation, methodology, CRM, forecast, governance and Prospector — the operating engine — configured and running. Capacity from day 1, results from month 6.

· Revenue Architecture· Operating Model· Demand generation· Forecast & Pipeline· Prospector included· Governance & cadences· 6-month commitment
Book a diagnostic
Want to understand the model first? Explore The Revenue Library — the guide to Revenue Architecture and outsourced sales leadership.

How this model works

Open methodology. No unrealistic figures, no tricks: everything you see can be edited.

Verónica Martínez · author of the model

25 years in multi-sector B2B sales leadership — ERP, cloud, AI, industry. Building sales functions from scratch and transforming existing ones. The model reflects real market costs, not brochure estimates.

Methodology and sources

Every default figure is a real market value — and editable. Here's where each one comes from. No brochure numbers.

The fully loaded cost of each role is the loaded salary: base + social security + variable + overhead. The total cost of ownership (TCO) adds what payroll hides: setup, ramp to productivity, turnover and the risk of a bad hire. In a sales function, salary is usually less than 40% of the real cost.

VariableDefault valueSource
Sales Director (base)80.000 € (range 70-95k)Spain market · senior sales leadership
Account Executive / KAM (base)45.000-48.000 € (range 40-60k)Spain market · sales and account management
SDR (base + variable)25.000 € + 4.000 €Spain salary guides 2026 (Michael Page · Hays) · own benchmark
Social security (employer)31 %Contribution · employer's share
Annual turnover30 %SDR = the highest-turnover role in the sector (>30 %/year)
Onboarding · equipment1.500 € · 800 €Real setup costs per person
Tools + CRM≈ 2.800 € + 1.100 €Data/prospecting (Apollo, Sales Navigator) + CRM license
Average deal size (reference)35.000 €Mid-market ERP project, Spain · adjust to your deal size

Sources: reference salary guides in Spain — Michael Page (2026 Salary Study), Hays (2026 Labour Market Guide) and Robert Walters (2026 Salary Study) — for sales salaries · Adecco XV Report 2025 (absenteeism) · Ebsta × Pavilion B2B Sales Benchmarks 2025 (funnel ratios) · Belkins, CIENCE and Martal Group (outbound agency pricing). All figures are editable defaults: replace them with your own and the model recalculates.

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