Implementation and Sales Engineer Ratios + Budgeting

Leanna Castello

Our implementation team is a hybrid Sales Engineer and Implementation role that operates pre and post-sales (responsible for scoping through deployment.) Does anyone have guidance for how to plan and budget for (1) Implementation teams and then (2) for a hybrid role that operates across pre and post-sale?

We're scaling rapidly and planning to increase our sales headcount dramatically over the next few quarters. I need to justify the size of the overall Customer Success team (includes this Implementation role and traditional Customer Success.) I'm looking for benchmarks or comps on how to think about ratios for the Implementation headcount the way I'm familiar with doing for ARR:CSM headcount ratios.