7 Ways to Supercharge Your Salesforce.com Data
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7 Ways to Supercharge Your Salesforce.com Data

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Understanding your pipeline is critical to sales executives, but with Salesforce.com alone you may not be viewing the entire picture. Layering powerful sales analytics applications on top of ...

Understanding your pipeline is critical to sales executives, but with Salesforce.com alone you may not be viewing the entire picture. Layering powerful sales analytics applications on top of Salesforce data is transformative for sales leaders. It elevates the utility of Salesforce data to that of an actionable management tool, giving you the power to rocket your business past the competition. In less than an hour, learn the 7 things you can do with supercharged Salesforce analytics, including:

- 3 ways real-time reporting will change the way you manage your team
- 3 historical KPIs that you should regularly examine to effectively manage your pipeline
- How to combine multiple data sources to see a complete end-to-end picture of your customers

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7 Ways to Supercharge Your Salesforce.com Data 7 Ways to Supercharge Your Salesforce.com Data Presentation Transcript

  • 1GoodData Confidential. 2013 GoodData Corporation. All rights reserved. 7 7 Supercharge Your Salesforce.com Data February 26, 2014 Ways to
  • 2GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Stephanie Burton, Product Marketing Market Research Customer Feedback Sales Enablement Product Demos
  • 3GoodData Confidential. 2013 GoodData Corporation. All rights reserved. 3GoodData Confidential. 2013 GoodData Corporation. All rights reserved.CRUSH View slide
  • 4GoodData Confidential. 2013 GoodData Corporation. All rights reserved. View slide
  • 5GoodData Confidential. 2013 GoodData Corporation. All rights reserved. ▶  Market trends ▶  7 tips to help you crush your sales number ▶  Key reports and KPIs ▶  Corresponding metrics to track ▶  Checklists and tips to set you up for success What We’ll Cover
  • 6GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Teams that use advanced analytics are1.5X more accurate in their forecasts. andBoxanalyticsappsthatallowyoutoquicklyandeasilygettotheheartofyourbusiness challengesandmanagebythemetrics. Withmorethan20,000customers,90,0000activeusers,andan84.7percentadoptionrate, GoodDataleadsthechargeathelpingbusinessesembracethechangingtechnologicaland customerlandscapes.TheGoodDataplatformcanaggregateendlessdiversedatasources, includingSalesforce,NetSuite,MarketoandExceltodeliverreal-timedashboardsand powerfuladhocreporting.Itcanhandleboththeincreasingvolumeandvelocityofdata,and keepsupwiththelatestinnovationthroughcontinuousenhancementsthatdon’tdisruptthe userexperience.Finally,theGoodDataplatformdoesallthisinacollaborativecontext,and withsupportforanymobiledevice.Learnmoreatwww.gooddata.com. with Sales Analytics
  • 7GoodData Confidential. 2013 GoodData Corporation. All rights reserved. … And they outperform their competition by 1.3X. Ways to Supercharge Salesforce.com Data with Sales Analytics aysto ercharge ce.comData
  • 8GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Don’t Settle for Assumptions 1 1
  • 9GoodData Confidential. 2013 GoodData Corporation. All rights reserved. 1 2 3 Let Your Data Lead the Way Shift to a proactive state of mind Make adjustments and changes WoW vs. MoM (or worse, QoQ) Drill into the data to discover new insights Don’t take everything for face value, get to the root of your problems Share more regular updates with executives Increased visibility makes it easier to justify more resources
  • 10GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Only Give Them What They Need 2 2
  • 11GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Essential Reports for Various Stakeholders VP of Sales CEO Sales Managers What do they need? Why do they need it? Quota Progress Top Opps Stalled Opps State of Pipeline Revenue Contributors Pipeline Potential Top Products Top Region Top Sales Reps Give confidence and visibility to be a proactive leader, without getting too deep into the weeds. Deliver 2-second, high level overview of sales performance in order to know when they need to get more involved. Ability to dive deep into the dashboards, slice, dice and run custom reports in order to get to the bottom of any issue and share best practices for training.
  • 12GoodData Confidential. 2013 GoodData Corporation. All rights reserved. History Doesn’t Have To Repeat Itself 3 3
  • 13GoodData Confidential. 2013 GoodData Corporation. All rights reserved. KPIs to Examine with Historical Context Win Rate Sales Cycle Forecast Accuracy •  Conversion rates between stages •  Improving velocity •  Identify marketing’s contribution •  Increased confidence in pipeline predictions •  Building a team •  $$$$$$$$$$$$$$$$$$ •  Hitting quota = more wins •  Win/Loss •  Identify auxiliary problems
  • 14GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Poll - How many people have ever put together an analysis that gets picked apart in a meeting with senior leadership? ▶  Yes ▶  No ▶  Maybe… I don’t want to talk about it. Type Your Answer In The Q/A Box
  • 15GoodData Confidential. 2013 GoodData Corporation. All rights reserved. KISS 4 4
  • 16GoodData Confidential. 2013 GoodData Corporation. All rights reserved. 4 A’s of Great Analytics 1 2 3 4 Accurate - Operate from a single source of truth… No exporting! Available - Always on, real-time answers to questions. Accessible - Give more people access to the appropriate reports/ dashboards (including field reps) Actionable - Track metrics that generate urgency and promote real- time responses
  • 17GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Leverage IT/Ops for Better Insights 5 5
  • 18GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Opportunity Costs RunningReports High Impact Analyses Automated Reporting Automated Dashboards More time for strategic, high impact work +
  • 19GoodData Confidential. 2013 GoodData Corporation. All rights reserved. ”We've automated all the tricky details that traditionally keep people from the answers they need, and our analysts can now focus on high-impact work.” John Schuaub, Hootsuite
  • 20GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Poll - How many hours per week do you spend building power points to explain your numbers or analyses? ▶  None ▶  1-5 ▶  5-10 ▶  Too many to count Type Your Answer In The Q/A Box
  • 21GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Focus on Storytelling 6 6
  • 22GoodData Confidential. 2013 GoodData Corporation. All rights reserved.
  • 23GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Use Visualizations To ▶  Reduce complexity ▶  Expedite decision making ▶  Build trust ▶  Relieve common questions ▶  Improve accountability
  • 24GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Take it to the Next Level 7 7
  • 25GoodData Confidential. 2013 GoodData Corporation. All rights reserved. More Data = Smarter Decisions New metrics / sales benefit Marketing contribution to revenue + lead velocity = more effective marketing support Data Source New metrics / sales benefit Customer Acquisition Cost = predict and justify investments to scale Data Source Better visibility / sales benefit Volume of support tickets + high-risk customers + CSAT + frequent issues = decrease churn Data Source Better visibility / sales benefit Active users + most-popular assets+ content used per deal = fine tune sales enablement Data Source
  • 26GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Tony Wilder, VP Operations “Everything we need to know is in one place, so we don’t have to chase down information or depend on manual computations in order to make decisions.”
  • 27GoodData Confidential. 2013 GoodData Corporation. All rights reserved. 27GoodData Confidential. 2013 GoodData Corporation. All rights reserved. 7 TIPS TO CRUSH IT 1.  Don’t Settle for Assumptions 2.  Give them (only) what they need 3.  Use Historical Data to Improve Forecasts 4.  Keep it Simple 5.  Leverage Ops for More Advanced Analyses 6.  Focus on Story Telling 7.  Integrate With More Sources For Better Picture
  • 28GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Questions?
  • 29GoodData Confidential. 2013 GoodData Corporation. All rights reserved. LinkedIn Bit.ly/StephanieBurton Try our Sales Analytics App www.gooddata.com/free-trial Contact GoodData team@gooddata.com Ways to Supercharge Salesforce.com Data with Sales Analytics aysto ercharge ce.comData lesAnalytics
  • 30GoodData Confidential. 2013 GoodData Corporation. All rights reserved. Thanks!