| Financial/Profitability Category | Description |
|---|
| [Q1] Total Revenue | Total sales revenue for the organization. |
| [Q2] IT - Managed Services Revenue (Agreements that include proactive and reactive services, not restricted to hours) | Revenue generated by IT-managed services agreements. It includes: - Revenue related to agreements where you provide proactive and reactive remediation labor that is not limited or billed by the hour
- Revenue for products that are bundled into your managed services offerings such as backup, antivirus, etc.
This excludes unmanaged products sold as add-ons to your managed services agreements. |
| [Q3] IT Professional Services Revenue (Project work, T&M Work, Block time revenue distributed across entire block) | Revenue generated by IT professional services. It includes time and materials labor, project labor, or any hourly block agreements. |
| [Q4] All Other Nonrecurring Revenue | Revenue generated by any other nonrecurring sale nonrecurring sale not included in the other revenue categories. It includes non-IT-related professional services dollars, like application development work, and product sales revenue. |
| [Q5] All Other Recurring Revenue | Revenue generated by any other recurring sales not included in the other revenue categories. It includes cloud services revenue, recurring non-managed services sales, and non-IT-related recurring revenue. |
| [Q6] IT Managed Services Hard Cost of Goods (all bundled product costs such as antivirus, backup, RMM costs, etc.) | All hard costs related to revenue in question [Q2]. It includes all bundled services costs like RMM, antivirus, backup, etc. If products are purchased annually, costs should be spread out across four quarters. |
| [Q7] IT Managed Services Tools Costs (Tools related to the delivery of managed services like fractional PSA costs, fractional documentation tools costs, etc.) | All tools' costs related to the revenue in question [Q2]. This would include It includes: - PSA costs and documentation tools costs related to the employees included in labor costs on [Q8-Q9]
. Additionally, this would include tools - Tools costs for software/platforms that you use to service your IT-managed services customers.
If products are purchased annually, costs should be spread out across 4 four quarters. |
| [Q8] IT Managed Services Direct Labor Compensation Costs (Direct labor costs for resources or fractional resources delivering managed services, not including service management compensation) | Compensation costs related to techs and engineers directly service the revenue reported in [Q2]. This It can be fractional if you are sharing employees between among various business units (ie., tech . Example: A technician provides both IT MSP support and billable labor ). Calculate the split based on hours spent in on each business unit as a fraction of their total compensation costs. |
| [Q9] IT Managed Services Service Management Compensation Costs (Full or fractional costs for service management resources) | Compensation costs related to the management of service delivery of the revenue reported in [Q2]. This It can be fractional if you are sharing employees between among various business units (ie. Example: A manager manages both IT MSP support and billable labor resources). resources Calculate the split based on hours spent in on each business unit as a fraction of their total compensation costs. |
| [Q10] IT Managed Services Resources Taxes and Related Nonvoluntary Non-voluntary Costs (For all staff included in Direct Labor and Service Management Costs) | All taxes and other nonvoluntary non-voluntary expenses related to the compensation included in [Q8] and [Q9] |
| [Q11] IT Managed Services Resources Voluntary Benefits (Company-paid benefits such as health care, retirement plans, etc.) | All voluntary expenses related to the compensation included in [Q8] and [Q9]. This would include It includes expenses like health care, retirement plans, etc. |
| [Q12] IT Professional Services Hard Cost of Goods | All hard costs related to revenue in question [Q3]. Depending on your business model, you You may not have any hard costs depending on your business model. |
| [Q13] IT Professional Services Tools Costs (Tools related to the delivery of Professional Services like fractional PSA costs, fractional documentation tools costs, etc.) | All tools' costs related to the revenue in question [Q3]. This would include It includes: - PSA costs and documentation tools costs related to the employees included in labor costs on [Q14-Q15].
Additionally, this would include tools - Tools costs for software/platforms you use to service your IT managed services customers.
If products are purchased annually, costs should be spread out across 4 four quarters. |
| [Q14] IT Professional Services Direct Labor Compensation Costs (Direct labor costs for resources or fractional resources delivering Professional Services, not including service management compensation) | Compensation costs related to techs and engineers directly services service the revenue reported in [Q3]. This It can be fractional if you are sharing employees between among various business units (ie., tech . Example: A technician provides both IT MSP support and billable labor). labor Calculate the split based on hours spent in on each business unit as a fraction of their total compensation costs. |
| [Q15] IT Professional Services Service Management Compensation Costs (Full or fractional costs for service management resources) | Compensation costs related to the management of service delivery of the revenue reported in [Q3]. This It can be fractional if you are sharing employees between among various business units (ie. Example: A manager manages both IT MSP support and billable labor resources ). Calculate the split based on hours spent in on each business unit as a fraction of their total compensation costs. |
| [Q16] IT Professional Services Resources Taxes and Related Nonvoluntary Non-voluntary Costs (For all staff included in Direct Labor and Service Management Costs) | All taxes and other nonvoluntary expenses related to the compensation included in [Q14] and [Q15] |
| [Q17] IT Professional Services Resources Voluntary Benefits (Company-paid benefits such as health care, retirement plans, etc.) | All voluntary expenses related to the compensation included in [Q14] and [Q15]. This would include It includes expenses like health care, retirement plans, etc. |
| [Q18] Cost of Goods for All Other Nonrecurring Revenue | All costs , except compensation, required to provide the services providing the [Q4] revenue. This would include , except compensation. It includes hardware and software product costs. |
| [Q18b] Compensation Costs for All Other Nonrecurring Revenue | Compensation costs related to the revenue reported in [Q4]. This It can be fractional if you are sharing employees between among various business units. Calculate the split based on hours spent in on each business unit as a fraction of their total compensation costs. |
| [Q18c] All Other Nonrecurring Revenue Resources Taxes and Related Nonvoluntary Non-voluntary Costs | All taxes and other nonvoluntary non-voluntary expenses related to the compensation included in [Q18b] |
| [Q18d] All Other Nonrecurring Revenue Resources Voluntary Benefits (Company-paid benefits such as health care, retirement plans, etc.) | All voluntary expenses related to the compensation included in [Q18b]. This would include It includes expenses like health care, retirement plans, etc. |
| [Q19] Cost of Goods for All Other Recurring Revenue | All costs , except compensation, required to provide the services providing the [Q5] revenue . This would include , except compensation. It includes recurring product costs. If products are purchased annually, costs should be spread out across 4 four quarters. |
| [Q19b] Compensation Costs for All Other Recurring Revenue | Compensation costs are related to the revenue reported in [Q5]. This It can be fractional if you are sharing employees between among various business units. Calculate the split based on hours spent in on each business unit as a fraction of their total compensation costs. |
| [Q19c] All Other Recurring Revenue Resources Taxes and Related Nonvoluntary Non-voluntary Costs | All taxes and other nonvoluntary non-voluntary expenses related to the compensation included in [Q19b] |
| [Q19d] All Other Recurring Revenue Resources Voluntary Benefits (Company-paid benefits such as health care, retirement plans, etc.) | All voluntary expenses related to the compensation included in [Q19b]. This would include It includes expenses like health care, retirement plans, etc. |
| [Q20b] Sales and Marketing Related Costs other than Compensation | Total sales and marketing-related costs other than compensation. This would include It includes promotional costs, campaigns, agencies, online and paid search, list purchases, dedicated CRM software costs, promotional website costs, etc. |
| [Q20] Sales and Marketing-Related Compensation Costs | Compensation for sales and marketing employees. |
| [Q21] Sales and Marketing Resources Related Taxes and Related Nonvoluntary Costs | All taxes and other nonvoluntary non-voluntary expenses related to the compensation included in [Q20] |
| [Q22] Sales and Marketing Resources Related Voluntary Benefits | All voluntary expenses related to the compensation included in [Q20]. This would include It includes expenses like health care, retirement plans, etc. |
| [Q23] Admin and Management Related Compensation Costs (Not included elsewhere, not including excess owner compensation) | Compensation for admin and management employees not already included in other compensation questions. Limit owner-related compensation to the compensation required to replace that individual with an employee at the market rate. |
| [Q24] Admin and Management Resources Related Taxes and Related Nonvoluntary Costs | All taxes and other nonvoluntary non-voluntary expenses related to the compensation included in [Q23] |
| [Q25] Admin and Management Resources Related Voluntary Benefits | All voluntary expenses related to the compensation included in [Q23]. This would include It includes expenses like health care, retirement plans, etc. Limit owner-related to contributions to what you would pay if it you were an employee. |
| [Q26] Total Expenses Not Included Elsewhere | All expenses not reported in other questions, except unreported compensation costs. |
| [Q26b] Total Compensation Costs Not Included Elsewhere | Compensation costs not included elsewhere. These FTE are reported in [Q35]. |
| [Q26c] Compensation Costs Not Included Elsewhere Taxes and Related Nonvoluntary Non-voluntary Costs | All taxes and other nonvoluntary non-voluntary expenses related to the compensation included in [Q26b] |
| [Q26d] Compensation Costs Not Included Elsewhere Voluntary Benefits (Company-paid benefits such as health care, retirement plans, etc.) | All voluntary expenses related to the compensation included in [Q26b]. This would include It includes expenses like health care, retirement plans, etc. |
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