partners in value generation TM
Wish your sales force had a crystal ball?
Imagine if you could:
Call every customer at the right time.
Get the next order from a new customer.
Cross and upsell when customers are ready.
Assign the right customers to the right rep.
We help you do all of this. How? It’s easy ...
• We find hidden profitable patterns
in your sales data.
• We predict which customers will
take which action next.
• Then we deliver action
recommendations. Served to your Get Results
sales force on an easy platform.
“I’ve been in sales for 15 years and never
seen anything quite like it. This has to be on
• Sales reps simply act. every manager’s purchase list and on every
• You gain incremental revenue.
- Sales Manager, K-12 Division of Multi-Billion Retailer
• We even tell you how much
revenue. “This stuff works. Once you get a taste for
how predictive analytics makes your life
easier and delivers results, you’ll never be
This is what predictive analytics
can do for you.
- Sales Manager, $1 Billion Small Business Division of High
Find profitable patterns hidden in your sales data.
cƒMAX real-time customer action recommendations for the sales force:
Convert Leads Retain Customers Penetrate Products Nurture Accounts
Problem: Over 50% of new Problem: Reps focus on top 20% Problem: Two-thirds of customers Problem: The top 5% of
customers don’t make a second of customers for 80% of revenue, do not buy or penetrate more than accounts can cause over 75% of
purchase within 6 months. but remaining potentially profitable a few categories. revenue decline, and they need
customers can “fade” away. high level of care.
What: Establish buying cycle What: Introduce customers to
quickly and increase efficiency What: Help reps proactively product and service categories What: Manage risk associated
of lead gen. Focus on the best anticipate customer timing. Alert most relevant to them, when they with highest value accounts.
customers and divest of those not reps when to call customers at the are ready, while providing reps with Holistically evaluate all aspects
attracted to your value prop. right time to generate sales and breadth of knowledge needed to of relationship sales, satisfaction,
build strong relationships. make the sale. and operations to detect early
How: Predict new customers warning signals.
most likely to accelerate How: Identify each customer’s How: Valgen’s cƒsell predictive
early orders. Use Valgen individual buying cycle, predict models show you the best How: Monitor pipeline at
recommendations to provide care their next optimal buy/call date, combination of timing, customer, account level, by deploying an
and attention to customers with and track deviations in timing or and rep attributes to deliver cross- “engagement model” to track both
highest future value. spend that if continued, may erode sell and upsell recommendations. cost and revenue side. Determine
the relationship. components of overall change
Why: Getting early orders Why: Increase sales of higher- and get actionable guidance.
identifies repeat buyers, Why: Connecting with all margin products and services in
generating higher lifetime value customers at the oportune time the short term, while ensuring high Why: Hold a meaningful dialogue
from them, and more predictable results in guaranteed incremental customer lifetime value over the across entire spectrum of large
revenue streams. sales -- it’s like getting an extra long term. account behavior to sustain
month of revenue with no extra and even grow revenue and
We make CRM smarter:
We find the hidden profitable patterns in your sales
and CRM data. Then, easy tools deliver action
recommendations to sales reps and sales managers.
See this action from a cƒtime account record in
salesforce.com, telling the sales rep to call this
customer now. The next order was predicted to occur
Aug. 12. It’s now past that date. This company is
missing a sale until the customer is called.
SALES PRODUCTIVITY SUITE
Designed by salespeople, for salespeople.
sƒMAX proactive planning action recommendations for sales managers:
Balance Accounts Manage Transitions Plan for Growth Provide Coverage
Problem: Accounts assigned on Problem: Account transitions Problem: Goals based on rep’s Problem: Poor alignment of
a salesforce-driven basis result in done after reps leave lose 15% to workload vs. current customer multi-channel sales resources
lower “per rep” sales. 30% of value over the following dynamics produce lower growth. can increase cost to serve by
What: Legacy-based factors What: Reduce dependence
may often drive initial selection of What: As sales reps leave, their on history when setting goals. What: Sales coverage -- call
accounts, portfolio composition, books often get redistributed Predict goals based on modeling center, inside, special, field and
and distribution, causing lower based on past rather than future of projected trends, and correct partners -- is not aligned with
sales than possible. growth considerations. the actions needed to meet goals greatest expected payoff, nor
on an ongoing basis. coordinated from a customer
How: sƒbook balances each How: Instead, sƒmove scores perspective.
rep’s book proactively to reflect each book and predetermines How: sƒgoal models and
changes in customer trends and allocation before the decision predicts the sales goals based How: Set up coverage and
the rep’s overall workload. Used is needed. Rapid transition on rep, market, customer, and quotas based on expected
initially for a starter portfolio and implementation arrests the product trends allowing you customer needs from sƒwrap
for periodic adjustments. decline and delivers growth. to reflect current conditions quantitative models. Invest
and incentivize reps on future in coverage consistent with
Why: Sales rep books balanced Why: Record a sales gain rather performance. expected return at the customer
through sƒbook’s predictive than a loss in one-year sales level.
engine are more likely to record after rep transitions, and a faster Why: Setting goals based on
higher growth than from a legacy- return to penetration and margin macro trends capitalizes on fast- Why: Capital or operating
based allocation method. goals. changing trends hidden within a expense by partners and internal
rep’s portfolio for each customer. sales/customer support teams
can yield much higher return with
transparency and accountability.
We want to make
life easier for more
and bring real results
partners in value generation TM
We help you efficiently grow revenue beyond the 80/20.
Typically these customers are top
of mind and get most attention.
Other customers are under-served,
resulting in lower future value.
No need for hardware Typical Users
or software investment. • B2B
No ongoing maintenance. • Fast transaction, shorter sales cycle
• Mutli-channel sales: field, inside, call centers,
That’s one way we make our tools partners
easy to use. Valgen’s predictive • Multiple product lines
analytics solutions are SaaS, or • Minimum several dozen sales reps
software as a service, delivered • Minimum 1 year of sales data
through online subscription.
Industries we work with are those where most
Our solutions are deployable repeat sales are not pre-defined events like
through many CRM applications subscriptions, including: retail and technology,
and are completely integrated with and office, janitorial, hospitality and medical
Salesforce.com. supplies. Our solutions can also work for
non-profit organizations with sales processes.
How will our solutions work for you?