Turn ‘B’ reps into ‘A’ reps
…and sell more
Jim Dickie, Partner CSO Insights
Swayne Hill, CEO Cloud9 Analytics

The best managers…
 Identify and share best practices
 Constantly challenge priorities
 Know how to rally company resources
…make everyone around them better

The reality is that most sales managers…
 Got the job because they were great reps
 Are driven by ‘gut feel’
 Don’t know what to do with analytical data when
they get it

So, we’ve got…
 40% annual turnover
 50% annual quota attainment
 12 month ramp-up times
…and getting worse
Something Has Got To Change

Jim Dickie, Managing Partner
CSO Insights

Sales Relationship/ Process Matrix™
Trusted
Partner Successful Years
Strategic
Contributor
Solutions Challenging Months
Consultant
Preferred
Sleepless Nights
Supplier
Approved
Vendor
Random Tribal Wisdom Formal Dynamic
Process Process Process Process

The ROI of Over and UP
 More Reps Making Quota
 Higher Margins
 Higher Win Rates
 Faster New Rep Ramp-ups
 Less Sales Turnover
 Improved Business Predictability

What Keeps You Awake at Night?
 Hiring the Right Players
 Getting them Up to Speed
 Motivating the Right Performance
 Focusing on the Best Prospects
 Getting Invited to the Game
 Staying in the Game
 Getting the Ball Over the Goal Line
 Selling Value/Avoiding Discounting
 Expanding Accounts Once We Win
 Keeping the Rain Makers
 Adapting to Never-ending Change

How Does CRM Help?
Benefits Resulting from CRM Usage
62.2%
Improved Sales Communications
46.1%
Improved Forecasting
42.4%
Reduced Sales Administrative Burden
24.8%
Improved Best Practices Sharing
20.7%
Increased Revenues
20.2%
Reduced New Sales Rep Ramp-up Time
19.6%
Improved Order Processing Accuracy
15.3%
Improved Support of Channels
14.7%
Shortened Sell Cycles
13.8%
Improved Win Rates
7.2%
Other
6.1%
Increased Margins
0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0%

What Are Others Adding?
Plans to Expand CRM Platform Over Next Year
33.1%
CRM/Sales Process Integration
31.7%
Sales Management Analytics
29.9%
Lead Generation Management
29.9%
No Plans for Enhancements / Additions
29.5%
Forecasting
25.4%
Data Cleansing
19.3%
Sales Knowledge Management
18.1%
Channel Management
16.9%
Customer Service
15.2%
Sales Force Collaboration
8.1%
Incentive Management
0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% 35.0%

Cloud9 Analytics delivers on-demand
analytic applications that accelerate sales
cycles, uncover new revenue
opportunities, promote team selling, and
improve revenue predictability

For sales teams using Salesforce
Sales reps who need to…
 Learn from their colleagues’ prior wins/losses
 Find references and access global account history
Sales managers who need to…
 Track performance changes over time on sales leads, reps,
opportunity pipeline & forecast
Sales operations analysts who need to…
 Preserve salesforce transactional data that is otherwise overwritten
 Create customized dashboards for trending, filtering and historical
reporting

Cloud9 Pipeline Accelerator
 Forecast v. pipeline
coverage
 Team performance
monitoring
 Opportunity
prioritization
 Like deal detection
Correct & Detect v. Measure & Punish

Cloud9 Messenger
 Email-based sales
reports
 Personalized delivery
options
 Premium custom report
service
Pull users into the salesforce

Customization Services
 Access to all custom
data fields instantly
 Historical data values
for every field
 Eliminates salesforce
dashboard constraints
No IT skills required

How we do it…
 Instant application provisioning
 Daily snapshots of all transaction data
 Constantly self-adjusts for new data fields
 Embeds s-controls & generates email
Nothing to install, nothing to learn

Customer Story: Large Publishing Company
Problem
 New sales methodology currently being implemented, need to track and
analyze performance changes over time
Solution
 Pipeline Accelerator configured for ‘in-place’, multi-select filtering on custom
fields so each manager can analyze by segment and/or organization (as
defined in the role hierarchy)
Result
 Instant access to methodology metrics improving the likelihood of adoption
 Single analytic application with security tied to salesforce, delivered to all
users - dramatically reducing effort

\"If you are trying to get business
intelligence out of your salesforce system
by hiring programmers and building a
traditional data warehouse, you should first
consider Cloud9 Analytics. Their novel
approach eliminates the uncertainties of a
custom programming effort, instead offering a
turnkey salesforce.com analytics solution that
may well be the gold standard for on-
demand analytics.\"
Lyn Robison, Burton Group

“One of the most difficult problems that
Operations and Marketing deals with is trend
analysis across the lifecycle of incoming leads
through closed business. Cloud9 has
simplified this effort to the point where all of
the sales stakeholders will gain easy
visibility to key trends, information that
previously was either not available or required
significant, manual work to obtain.”
Jennifer Sikora, Golden Gate Software

Increase sales by turning B’s into A’s
For sales reps
 Instant access to best practices to close deals faster
For sales management
 Detect & Correct problems in time to make a difference
For sales operations
 Deliver custom analytics to the sales team without the
need for IT

Cloud9 Analytics
 Come see us today at booth 306 or on the Web at
www.cloud9analytics.com
 Register for free email service
 Register for free 30-day trial