CRO · Calculator · Intermediate · Saves 25+ hours
SE Capacity Planning Model
A model for planning SE capacity.
What's included
- Capacity Calculation
- Deal engagement time
- POC time
- Support activities
- Development time
- Coverage Model
- SE-to-AE ratio
- Segment considerations
- Geography factors
- Scenario Planning
- Growth modeling
- Hiring timeline
- Skill development
Best used when
- Planning SE headcount
- Balancing SE workload
- Forecasting resource needs
- Hiring planning
The template
The Template
CAPACITY CALCULATION
SE Time Allocation
SE CAPACITY MODEL
HOURS PER WEEK: 40
ACTIVITY BREAKDOWN:
Demo prep: 5 hrs (12.5%)
Demo delivery: 8 hrs (20%)
Discovery calls: 4 hrs (10%)
POC support: 8 hrs (20%)
RFP response: 4 hrs (10%)
Internal meetings: 3 hrs (7.5%)
Training/development: 2 hrs (5%)
Admin/CRM: 2 hrs (5%)
Buffer: 4 hrs (10%)
DEAL CAPACITY:
Avg hours per deal: _____ hrs
Available hours: 30 hrs/week
Deals per SE: _____ concurrent
Annual capacity: _____ deals
Capacity Calculator
| Activity | Hours/Week | % of Time |
|---|---|---|
| Customer-facing | 17 | 42.5% |
| POC/RFP | 12 | 30% |
| Internal | 5 | 12.5% |
| Development | 2 | 5% |
| Buffer | 4 | 10% |
| Total | 40 | 100% |
COVERAGE MODEL
SE Staffing Ratios
SE COVERAGE RATIOS
BY SEGMENT:
Enterprise (>$100K ACV):
SE:AE = 1:2
Rationale: High-touch, POC-heavy
Mid-market ($25K-$100K):
SE:AE = 1:4
Rationale: Balanced engagement
SMB (<$25K):
SE:AE = 1:8 or pooled
Rationale: Lighter touch
HIRING TRIGGERS:
☐ >90% utilization sustained
☐ AE coverage gaps
☐ Deal support delays
☐ Quality declining
☐ Growth planned
HIRING TIMELINE:
Recruiting: 6-8 weeks
Ramp: 3-4 months
Full productivity: 6 months
Frequently asked questions
What is the SE Capacity Planning Model?
A model for planning SE capacity.
Who is the SE Capacity Planning Model for?
It is built for CROs and their teams working on Sales Engineering. The AI coach adapts it to your company, stage, and goals.
How long does the SE Capacity Planning Model take to use?
It saves roughly 25+ hours versus building from scratch. Our AI coach can tailor the calculator to your situation in minutes, then hand you a step-by-step plan.
Is the SE Capacity Planning Model free?
Yes. You can read the full calculator and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the SE Capacity Planning Model?
The coach teaches you the framework, asks a few questions about your business, tailors the calculator to you, and gives you measurable next steps to execute.