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Profitability Analysis


Description: Over the course of a year, we asked our members to tell us about their company and how they budgeted their dollars. Seventy-five responded and the Operating Ratios and Analysis Book was born.
Now we've taken this same information and cross-cut it to see how a company's profitability affects their spending.

We defined profitability as being relative to revenue and calculated profitability by taking the Net Pre-Tax Profit, and dividing it by the current year’s Total Annual Revenue.

We then identified which of the respondents fit into each quartile (the higher the calculated profitability ratio, the more profitable). With 75 respondents in total each quartile, except the 3rd quartile, had 19 respondents. The 3rd quartile had 18 respondents. The profitability analysis then compares the operating ratios and demographic information for the most profitable and least profitable companies. The results, and this analysis, reflect how software companies, operate. With that being said, I must stress that the results and analysis are not recommendations on how any specific software company can, or should, operate.


Contents: Preface
Profitability by Company Profile
Profitability by Company Profile

-Company Age
-Target Market
-Unique Software Titles
-Number of Users
-Deployment Platform

Single Transaction Price Range

Cycle Times
-Sales Cycle
-Install Time

Revenue

-Total Revenues
-Revenues by Product/Activity
-Software License and/or Rentals Revenue
-Tech Support and Maintenance Revenue
-Training Services Revenue
-Custom Programming and Consulting Fees
-Revenues by Channel
-Sales from Direct Sales (“Your Own Sales Rep”)
-Sales from Web Site
-Sales by Distributors
-Sales by VAR’s
-Sales from OEM’s
-Sales from Retail
-Revenues by Geographic Market

Costs

-Total Costs
-Cost of Software Manufacturing
-Cost of Hardware for Resale
-Administrative Costs
-Marketing Costs
-Cost of Sales
-Cost of Sales Commissions and Sales Bonuses
-Cost of R&D, Programming, Quality Assurance
-Cost of Technical Support
-Cost of Training Services Provided to Customers
-Cost of Consulting and Implementation Services

Profitability and Performance

-Cash Distributions to Owners/Partners/Shareholders
-Performance vs. Expectations




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