Tech Stack ROI Auditor
What is the GTM stack actually costing per rep, where is the overlap, and which renewals should you walk into with leverage?
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| Tool | Category | Annual cost | Seats | Active seats | Utilisation | $/active seat | Renewal | |
|---|---|---|---|---|---|---|---|---|
| 92% | $2.2K | |||||||
| 55% | $2.7K | |||||||
| 40% | $4.4K | |||||||
| 89% | $1.4K |
Total annual stack spend
$270K
across 4 tools
Spend per rep
$6.8K
per revenue-generating rep per year
Stack as % of ARR
2.7%
GTM tech typically runs 4-10% of S&M spend, see assumptions
Flagged waste
$83K
category overlap + underutilised seats
Overlap saving (all but the biggest tool per duplicated category) + unused seats x cost per seat on tools under the utilisation threshold
Spend by category
$83K of identified savings
Risk$35K in category overlap plus $48K in seats nobody uses.
31% of stack spend
Why it mattersStack waste is the easiest budget line to recover: nobody defends a tool they do not log into.
Do thisTake this number into your next budget cycle as found money, then fund the hire or programme you actually need.
Sales engagement: 2 tools doing one job
WatchOutreach and Salesloft overlap, $95K combined. Consolidating to one saves about $35K.
Why it mattersOverlapping tools split adoption, split data, and double the admin load on ops.
Do thisRun a 30-day usage bake-off between them and consolidate at the next renewal.
Outreach is your most underutilised tool
Watch55% utilisation: 18 of 40 seats are unused, $27K of wasted spend.
Why it mattersUnused seats are pure margin for the vendor and pure waste for you.
Do thisCut the licence count to actual usage at renewal, or drive adoption with a named owner. One or the other, not neither.
A stack audit with usage data, contract terms, and a consolidation roadmap is a one-week At Pace engagement that usually pays for itself before it ends.
METRIC DEFINITIONS: GTM TECH SPEND RATIO